How to Set Sales Appointments Virtually. Part 2
Today is Monday, which means we’ll continue our virtual appointment topic.
Switch on your camera!
We often hear salespeople remark about how important it is to meet with prospects face-to-face, and how they struggle with virtual sales since they were able to form a much stronger connection when they could see the individual. They would be able to react visibly to what was stated and, as a result, develop more trust. What’s more, guess what? Virtual sales meetings can also be “face-to-face” meetings.
Face-to-face communication allows you to continue to establish trust as you did in person. You can see each other’s expressions and see each other in the eyes. This means you’ll be able to tell when they’re delighted, joyful, or if you’ve aroused their curiosity. You can also tell if you’ve lost them or if they’re not as enthusiastic.
Understanding how body language affects how you guide your sales discussion might make the difference between a lost or closed contract. One of the challenges we’ve encountered is that prospects don’t always want to have their camera on. It isn’t something they are accustomed to. In reality, most consumers assume that if they don’t get a sales to call in person, they’ll get a phone call.
So, how can you persuade potential customers to switch on their cameras?
First and foremost, inform them that you would want them to arrive prepared with their camera on the day of your appointment. Consider this: If you were the prospect and believed your meeting would only be an audio call, you might not have been in a position to have a video call, or you might not even have been presentable.
Let your prospect know in your initial email that you want to conduct the conversation through video and that they should arrive prepared to turn on their video as well. If you join the call and they still don’t have their video on, don’t assume that means you should turn yours off as well; in fact, you should keep it on the entire time.
However, you should also let them know that you’d like to see their face so that you can have a more face-to-face conversation.
You’d be amazed how many sales meetings I’ve had where clients didn’t have their camera turned on at first, but then did when I asked them to.
Any tangible collateral should be digitized.
Salespeople tell me that they are accustomed to exchanging collateral or going over things with tangible documents during meetings or accustomed to displaying the goods they are selling in person. Just because you could only do those things in person before doesn’t imply they can’t be done electronically now. In reality, you can’t do these things over the phone, but you can on video.
If you’re used to looking through physical material, for example, you should work with your marketing team to obtain those assets digitally so that you can share your screen and walk over the papers during a video conference. You may highlight and/or annotate on your screen using several video conferencing programs. You’ll be able to point out particular details that will assist your virtual sales meeting run well.
Over a video call, you can still show someone things that you couldn’t do as well over a phone conversation.
Using PDFs or audio recordings, digitize your materials. Not only will this make it easy to communicate on a video chat, but you’ll also be able to share the papers with your prospect before and after the call so they can go through them more thoroughly.
Be sure to come back to us next Monday for some more tips and a summary in place with us.
Originally published 2021.08.02