Which is more likely? You get potential customer to come to a hotel or meeting place. They have to drive to and from the location, settle in to watch a session and end up losing one half a day from their work.

Or getting people to log in five minutes before the session begins, Go through the onLINE webinar and leave shortly after the one hour program is over. At the most they have to give you an hour to an hour and fifteen minutes and they avoid traffic problems, parking hassles etc.

Of course you don't get to shake their hand. And you don't know if they are paying any attention or are doing their email. So what should you do? Here are the 10 Secrets, Dr. Jaclyn Kostner went over with you.

1. Presenting virtually is different. Specifically, you lose the factor of presence, both yours and the clients. You can't read the non-verbal cues, and frequently only one person is speaking (you). How many of us lose the sale because we talked too much?

2. Focus on the Customer not information. We can't see the customer, but we can see our slides, so this is an easily mistake to make. If we were with a customer, we would be looking at them, reading their body language and adapting our presentation by what we see. We still need to get feedback from the customer and adapt our presentation.

3. Create engaging webinars for leads. If we want people to come to our webinars they must not be simply sales presentations. They need to educate the participants about issues, trends, threats, or best practices.

4. Keep relationships warm afterwards. We need to have a system for follow up. What is the method of making contact with them the first time, but even more important how do we contact them thereafter.

5. Design for interaction, not presentation. We have a great presentation. We've rehearsed it and we know it will really help the client. However, if we give a one-way nonstop Power Point presentation, we will lose almost all of the people onLINE. You are never more than 5 seconds from losing the person to other things and you probably can't talk nonstop for more than 3 minutes (and that's only if what you are saying is very very important). Plan interaction.

6. Get reps excited about onLINE sessions. If you or your reps aren't excited, it will show.

7. Use headsets, not speaker phones. Speaker phones make you sound like you are in an auditorium. You want to be close, clear and real!

8. Get all to meet from the desktop. If you want interaction, you need everyone to meet from the desktop

9. Make the call feel like a handshake. Don't forget the niceities. Use photos, small talk, and get the audience involved. Have them click their mouse or use their keyboards.

10, Add more pizzazz. When you are doing the presentation, use builds and annotations on your slide. Don't use the backgrounds and clip and photo art that comes with PowerPoint. We've all seen these 100s of times. Get some fresh and new to help make your points.