Can You Read the Room?

May 31, 2018

A few years ago, I sat in a meeting where an agency was giving us a pitch to provide marketing communications services.
As they got further and further into the presentation, it was clear they were not connecting with us. At times, a few individuals on our team shifted in their chairs and even impatiently looked at their watches. I tried to intercede by asking a few guided questions, but unfortunately, the agency’s team kept going back to their canned presentation.I wanted them to get the business, but I knew they wouldn’t because they had a hard time reading the room. Instead, the agency representatives ignored the subtle cues and talked excessively about their company’s capabilities versus asking questions about our challenges.
The truth is, in any meeting—whether it’s a staff meeting, a formal presentation or just pitching a new idea to your colleagues–it’s important to understand the underlying conversations and reactions of the people in the room.

Here are some suggestions on how to pick up on those subtle cues and persuade others to support your efforts the next time.

Understand Other Points of View—It’s important to understand what others want, what they don’t want and their overall motivations. If possible, get feedback from someone you trust prior to your presentation. Find out who is the “go to” person when you want to get things moving?

Be an Observer—Pay close attention to what people are saying and their physical gestures. Are they smiling, nodding or frowning? Do they seem a little tense? Who holds the power in the room?

Listen Carefully—Often we are so focused on getting our point across that we forget to listen and get others’ point of view. Always be mindful of how much you are saying. It’s ok to pause and look for verbal clues. Also, try open-ended questions such as, “What do you think about…? The answers will help you uncover their concerns and needs.

Keep Your Emotions in Check—Don’t let your emotions get in the way. Sometimes by listening to other points of view, you may improve upon your original ideas. No matter what, you always want to be positive.

Reading the room can sometimes be a challenge. However, utilizing these tools will help you build trust—which is fundamental to getting things done…and winning over the room.