What we all want and need:
- Higher productivity
- People to be more open and honest
- More effective conversations
- People more comfortable and positive
Can this happen in a text, email, or phone call? Zoom meetings offer more connections but still limit us. (Think about those committed to keeping the cameras OFF to remain invisible.)
"Remote work" (even hybrid) has turned "relationships" into something based on humans' imagination, thwarting genuine relationships.
[FUN FACT]:
Did you know that research shows that children laugh about 400 times a day, but adults, on average, laugh only about 15 times? In the spirit of having more fun, if you have a good joke, leave it in the comments so we can help push up this average.
Anything that might appear to be a "sales call" instantly triggers resistance. After 30 years of being in the trenches and providing solutions to hundreds of companies, I prefer to create moments of "ah-ha" where people raise their eyebrows with recognition of excellence. Hopefully more smiles and laughter are added. Popular notions of work may not allow for play, but research has shown that it can have numerous benefits for workers, teams, and organizations.
We recently had an amazing in-person meeting with a customer we hadn't seen in a shared space. The supply chain manager invited us to meet with their engineers and buyers, and it was an absolute blast! We collaborated, shared challenges, and connected on a personal level. Our customer talked about old programs dying and future programs coming up. It was an experience that everyone in the meeting enjoyed.
This meeting got me thinking about two things.
First, how can we (and should we) make meetings more fun and connective?- Second, if the hybrid or work-from-home model has replaced some in-person meetings with Zoom or Teams, shouldn't we want to emulate an in-person meeting as much as possible? Why don't people turn their cameras on? How does "cameras off" create a connection or collaborative energy? I want to connect with people. (It is one of my SUPERPOWERS.)
This meeting made my day, and I'm grateful for the solutions we were able to offer. It also made our customer's day! We want others to benefit from such meetings (and continue our mission of connecting excellent people and resources.)
Here's a balanced analysis of whether productivity in sales meetings comes more from fun or seriousness:
Potential pros of fun, lighthearted sales meetings:
- An upbeat, energetic tone can motivate and engage the sales team, getting them excited to sell. This intrinsic motivation can drive them to go the extra mile (as Napoleon Hill discusses).
A good example here: 212 The Extra Degree: Extraordinary Results Begin with One Small Change
- Playful humor and camaraderie can help build trust. Strong relationships can promote collaboration.
However, the risks often outweigh the potential benefits of humor with prospects/clients:
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- Humor may backfire and damage the professional image they expect.
- They may find certain jokes offensive or insensitive.
- It can come off as unprepared and undeserving of their business.
- Prospects may have a more serious, reserved personality, not appreciating humor.
The safest approach is letting the prospect/client initiate any humor. Never make them the target of laughs. Follow their lead and use extreme care and tastefulness if attempting any playful tone. The priority is earning their trust and respect.
- Short breaks can briefly re-energize people's focus.
- A relaxed environment may feel less pressured and allow for more creativity.
Examples of ways to create a relaxed yet still professional environment when meeting with sales prospects or customers:
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Meet at a coffee shop or cafe - This is more casual than an office and allows for ordering drinks to enjoy. But still, pick a quality venue. - Outdoor spaces - Meet at a park or patio if the weather is nice. The fresh air and change of scenery can be refreshing.
- Client's office - Meet them on their turf where they feel at ease. Adjust to their style.
- Less formal attire - Shedding suits for business casual clothing gives a more approachable vibe. But remain polished.
- Open body language - Sit at small tables without a desk between or at angles without confrontation.
- Refreshments - Water, coffee, or small snacks show hospitality and comfort. Almond Roca is a favorite and locally made treat in Tacoma, WA.
- Small talk - Before getting to business, chat casually about benign topics like weather, traffic, and sports.
- Shared connections - If you know any mutual contacts or backgrounds, bonding over those can build rapport.
- Relaxed tone - Speak conversationally, not overly rigid. Use natural humor when appropriate.
- Warm greeting - A friendly handshake, smile, and introduction sets the mood.
- Mind the details - Make sure the meeting space is neat, has a comfortable temperature, and is tastefully decorated. Perceptions matter.
- Celebrate success and fun. Encourage smiling, pleasure, and laughing. When managers and administrators look like they are enjoying themselves, they set the company culture as a fun workplace.
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The key is balancing professionalism with approachability. You want to make a connection as real people, not just business titles. But ultimately, you still need to inspire confidence in your expertise and solutions. Walking that line takes insight and social awareness.
Potential cons of fun sales meetings:
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Too much fun can reduce time spent planning and discussing strategies. The meeting's purpose could get sidetracked. - Banter and levity could undermine the gravity of challenges and targets. It may give less preparedness for serious work.
- Forced fun or humor can feel inauthentic and grate on certain personalities who prefer a professional tone.
- Laughing together is not enough; cold metrics and achievement are more important.
Potential pros of serious, all-business sales meetings:
- Focusing entirely on sales data, strategy, and actions prioritizes productivity. This puts attention entirely on goals.
- A professional tone establishes an urgent, results-driven mindset. This aligns all efforts.
- Straightforward agenda and discussion reduce chances of distraction and irrelevance.
- Challenging issues are treated with appropriate gravity, not glossed over in levity. People are prepared to tackle problems head-on.
Potential cons of serious sales meetings:
- Over time, an overly somber tone could negatively impact morale and motivation, breeding disengagement.
- Lack of rapport-building chats may inhibit relationship-building and trust among the team.
- Humorless meetings feel draining and sterile to many. This causes fatigue and burnout.
- Creativity and big-picture thinking could be stifled without lighter moments to refresh mental states.
As with many things, moderation between extremes is likely optimal for productivity. Completely serious meetings may drain morale, while only fun may undermine focus. The right balance depends on the team culture and the individuals involved.
At some point after a productive (and fun) conversation, we can have the answers to these questions:
- What is our knowledge of your business?
- What is the quality of work required?
- What is our proximity to each other?
- What is our chemistry factor?
- What is the number of decision makers?
- What is the potential gross income potential for you (and our company)?
- Will you be a marketing partner, intelligent project supplier, or vendor (potential for full-service relationship)?
- How important is advertising to success of your business?
- How knowledgeable are you about how our company works?
It may be time for you to talk with us about serious solutions, which, in many cases, can be a matter of life or death. We want to have the best connection possible with you by listening and meeting your needs but also by being"profunductive" (productive and fun). The meetings we have will inspire vs be draining. Others have honored us with their recommendations, and we are committed to providing more solutions.
Reach out with your thoughts about what you expect from a meeting with us. Be sure to let me know your favorite place to meet!
Don't hesitate to contact me if you need support!
Jennifer Eby
President/CEO
206-940-4528
Jenn@marctech2.com
