Time. It’s your sales prospects’ most valuable resource and many of them don’t have enough of it to sit through lengthy, face-to-face sales pitches. Enter into the picture virtual conferencing and communications solutions. Since email messages and telephone calls only go so far, it’s the perfect medium that combines the convenience of remote communications with the impact of a face-to-face meeting.
With virtual solutions, you can deliver enhanced sales presentations without ever leaving your office—making it easier for prospects to say yes to your requests and increasing the number of potential customers you can reach in a single day.
Effective Virtual Selling Technologies
Virtual selling isn’t limited to a single technology; there are a variety of technologies designed to provide seamless communication and presentation capabilities to sales pros. Some of the most popular virtual selling technologies include:
- Unified Meetings: These meeting platforms combine audio and web conferencing in a single solution that enables prospects to see what you are talking about, whether it is an online demo or a presentation..
- Video Conferencing: Depending on who your prospect is and the topic of your meeting, you can host your call using desktop or room-based video conferencing. Either way, you get to put a face with a name and immediately start to build a more personal relationship.
- Webcasting and virtual events: If you want to include tens or hundreds of prospects in an online event. Based on your audience and goals, you can choose a solution with varying levels of engagement. In either case, you can share a presentation and/or video demonstration of your product.
Tips for Virtual Sales Meetings
The right technology can make or break virtual sales meetings. But that isn’t the only factor. In addition to developing a top-notch sales presentation, there are several tips and strategies you need to consider before you start conducting virtual sales meetings on a regular basis.
Although selling via webcam mimics the face-to-face sales experience, there are important differences. Find a partner and practice your presentation ahead of time to determine the webcam’s field of view and to tweak your virtual selling skills.
2. Listen and Watch
One of the advantages of virtual selling is that it provides opportunities for back-and-forth exchanges with prospects. So it’s important to learn how to listen attentively and watch the screen for non-verbal cues that reveal prospects’ reactions to questions or concepts. Just like a face-to-face meeting, you should keep it interactive. No one wants to sit through a monologue.
3 . Pay Attention to Volume and Tone
It’s more difficult to gauge the volume and tone of your voice in a virtual conference than in a face-to-face meeting. Ideally, your voice needs to be clear and strong, but not so loud that it sounds like you’re shouting. Similarly, your tone needs to be conversational, not lecturing—even if you are presenting from a slide deck.
4. Be Professional
Finally (and maybe most importantly), virtual sales meetings must be professional. Remember, if you are using video the prospect can still see you, so it’s probably not a good idea to show up in shorts and a T-shirt. You also need to be conscious of your background and make sure it is clean. Like any other sales presentation, virtual sales events are opportunities to present yourself and your brand as polished, smart and the right choice for your prospects.
Regardless of where or how you decide to use virtual communications in your sales cycle, the right mix of technology, skills and best practices delivers an edge over competitors that are still struggling to schedule face-to-face meetings with your most promising prospects.
Have you found online meetings help you move prospects through your sales funnel? What have you found to be the most beneficial? What tips can you share?