In response to COVID-19, professionals of all kinds have had to adjust their strategy and change the way they do business. Salespeople, in particular, have had to pivot quite a bit to reach out to prospective clients and close deals while still engaging in proper social distancing practices.
Are you having a hard time with remote sales and selling products or services over a video calling platform? If so, keep reading. Listed below are some tips that will help you level up and close more deals.
Invest in Video Calling Equipment
It seems that remote sales are going to be the norm for quite a while moving forward. Even as businesses start to reopen and social distancing regulations are relaxed, it’s likely that a lot of people will still prefer conducting meetings virtually.
With this in mind, it makes sense to invest in some quality video calling equipment and good video calling software. That way, you can ensure that people can see and hear you well when you’re pitching products or services to them or trying to close a deal. This will show that you take your job seriously and are dedicated to providing potential clients with a good experience even when you can’t talk to them face-to-face.
Always Test Your Equipment
It doesn’t matter how well-reviewed your equipment is if it doesn’t work properly. Always be sure to test everything before your video call begins. That way, if there are any issues with your camera, lighting, or sound, you can address them without taking up your customer’s valuable time.
Making testing your equipment a priority helps you to look more prepared and professional, too. It allows you to go into your video calls with confidence and know that you’ve done everything you can on your end to make sure the call goes smoothly.
Send Important Information Before the Meeting
It’s always a good idea to send over important information before the meeting.
The day before, send the person with whom you’re meeting an email that includes things like details of the product or service your offer or pricing information. That way, they’ll have had a chance to review the basics and you can spend more time answering questions or addressing any concerns they might have.
This allows everyone to use their time in the most valuable way. It also ensures that you both get the most out of the video call.
When you hop on a video call with someone, you’ll likely need to put in some extra effort to build trust and help them to feel comfortable with you. Video calls can feel awkward at first, so you need to work on your strategy for putting customers at ease.
Sharing some information about yourself can be a good way to break the ice and build rapport. Asking them about how they’re doing or what they’ve been up to is helpful, too. This shows that you care about them, are interested in their lives, and aren’t just trying to make a sale as quickly as possible.
Personalize Your Message
Be sure to personalize the information you share during each video call and make it applicable to the person on the other end.
If it feels like you’re just reciting the same generic pitch over and over again, it’ll be harder for the customer to trust you. They might even feel as though you don’t truly value them. This, in turn, can decrease the likelihood that they’ll want to buy what you’re selling.
Sit own and review notes on each customer or client before you begin a video call with them. That way, you can ensure you’re speaking to them in a way that makes sense and best appeals to their needs.
Optimize Your Video Calling Space
Set up your video calling space so that it looks good when you’re on camera. Try to make your calls from a room that gets plenty of natural light, and make sure there isn’t any kind of glare on your screen. Arrange a neutral backdrop as well, and check that there’s nothing behind you that could be distracting to the customer.
Keep Calls Short and Sweet
In general, it’s best if you can keep your video calls short and sweet.
Most people don’t want to spend a long time on a video call, especially when they’re talking to someone they don’t know very well. If you find that you’re having a hard time getting people to hop on the phone with you, the length of your calls could be part of the problem.
Instead of inviting potential customers to join you on a 30-minute call, make it 10 or 15 minutes. This feels more manageable and might be more enticing than blocking off a whole half hour of their day.
End with a Call-to-Action
Always end your video calls with a call-to-action. You’ll have a much easier time closing deals if you give the person on the other end clear next steps to take.
Whether it’s sending over information, filling out a form that you send to them, or scheduling another call to tie up loose ends, always give the customer a job and let them know what you’ll be doing, too. This ensures that they follow through and helps you to actually complete the sale.
Need More Help Closing Deals?
Trying to close deals via video calls can definitely be tricky. If you follow these guidelines, though, you’ll have a much easier time feeling comfortable on these calls and making more sales.
Do you need more help with improving your sales process? What if you automated your lead call back strategy so you could free yourself up to focus more on video sales?
With Callingly, you can arrange for leads to receive a call-back as soon as they fill out a form or take another action on your website. Try it for free today and start enjoying the benefits of sales automation.