How to successfully pitch an idea during a Zoom meeting

If it feels harder to get people to accept your ideas in virtual meetings it’s not surprising. When so much communication is virtual, reaching and inspiring people with your thinking is more difficult than ever. Want to reach your boss, customers, or colleagues? This article presents the steps needed to get across your ideas in meetings.

#1 KEEP THE CAMERAS ON

First, urge everyone to keep their cameras on. In most meetings, maintaining visual contact is the norm. But if this is not the practice, urge the moderator or your colleagues to keep their cameras on. Body language and facial gestures play a big role in persuasion. Seeing others allows you to “read” your audience. Strong body language and eye contact on your part will strengthen your pitch.

#2 CHOOSE THE RIGHT MOMENT

Second, if you are going to get buy-in for an idea, broach your topic at the best time.

If it’s a formal meeting, be sure to get yourself on the agenda. People will take your views more seriously if they see you have been allotted time on the agenda.

But if the meeting is more informal, listen carefully for the right moment. For example, if your boss has said “I want to assign you another client,” don’t rush in with your defensive reply, but wait for your boss to explain. Or if you are selling to a customer and the issue of pricing comes up, let your customer share their thinking about costs before you jump in. The more input you can get from others, the better your response will be.

#3: BEGIN BY BRIDGING

Third, begin your pitch with a reference to what others have said. This will show that you have heard and respect the views of others.

If it’s a formal meeting and you have prepared your remarks in advance, begin by creating a context for your views. Acknowledge the input of colleagues and credit those who have made your proposal possible.  

Bridge, as well, by building on the exchanges at the meeting and crediting your colleagues for their ideas. For example: “Our discussion has focused on the new hiring practices. And the HR team has done a great job defining these. Now I’d like to suggest how we can get buy-in from the support staff.” Avoid adversarial relationships and bridging words such as “but,” “however,” “In contrast,” or “I don’t agree.” Find common ground.

#4  MAKE YOUR POINT SUCCINCTLY

Fourth, keep your remarks short and to the point.

After bridging from what others have said, present your message in one sentence (and only one sentence!). It is often an “I believe” statement or something that clearly positions your thinking. For example: “I believe that we should offer this client a second option.” Or “My view is that we should proceed with a more cost-efficient plan.”

Follow the message with proof points. These are arguments that support your message. There are several ways you can prove your message: (1) Give reasons;  (2) Show ways to implement your plan; (3) Present an example that shows why your pitch is important.

#5: END WITH A CALL TO ACTION

Fifth, end with a call to action. Indicate the steps that need to be taken to implement your idea. It could be the action you want to take, steps you want your audience to follow, or a plan you’ll undertake together.

Whatever the action, it should be something that your entire pitch has pointed to. With the call to action, you are moving your audience toward something tangible that you’d like to see happen. With this final  element, your pitch becomes actionable. You can find a full discussion of  impromptu meeting scripts in my book Impromptu: Leading in the Moment.