Over the last few years, there’s been a 44 percent increase in the number of people working remotely. This year, thanks to the COVID-19 pandemic, that number has grown even more.
For some professionals, the transition to at-home work has been easy. However, for salespeople, who often rely on in-person connections to win over leads and convert them to customers, it can be difficult.
If you’re struggling with working and selling from home, keep reading. Listed below are some tips that will help you ace remote sales. Adjust Your Message Pay attention to the messages you’re sending to existing and potential customers. Make sure they’re empathetic and aligned with the current climate.
Address concerns that people might be having and show ways that your product or service can help them. You might even want to talk about how you and your colleagues are experiencing similar issues to make yourself seem more relatable.
Don’t put too much pressure on folks who are hesitant about engaging or making purchases right now. If you empathize with them and remain friendly, they’ll be more likely to think of you in a positive way later. Then, in the future, when they are ready to buy, there’s a greater chance that they’ll want to work with you. Communicate in New Ways You might not be able to meet with potential customers in person right now. That doesn’t mean you can’t still connect, though.
There are lots of ways to get in touch remotely. For example, you can talk on the phone or use video calling and conferencing to enjoy some “face-to-face” contact without having to be in the same room.
You can also incorporate fun sales videos into your emails or social media posts. This is a unique way for people to get to know you and feel connected to you, which can result in them feeling more comfortable buying what you’re selling now or later. Level Up Your Outreach When making sales remotely, you’ll need to change the way you reach out and cold call potential customers.
Start by personalizing your messages to them. Do some research into each lead so you can tailor your message to them. Going the extra mile will help them to feel seen and will show them that you care about helping to solve their problems.
Be sure to follow up with your leads, too. It’s rare for a prospect to make a purchase after just one sales call or email. You need to be persistent (without pestering, of course) and remind them that you’re still there and are ready to move forward with the sale when they are. Automate Lead Call Back Speaking of following up, remember that the sooner you can follow up with leads, the better. If you wait too long to reach out to someone after they take a specific action (such as filling out a form on your website), there’s a good chance that they’ll have moved on to a competitor and are already talking to them.
Automating the lead call back process can help you ensure every lead gets reached out to and no one falls through the cracks. When you add a tool like Callingly to your CRM, you can feel confident that every lead is getting a callback within minutes. That frees you up to focus on other aspects of improving your remote selling skills. Get Rid of Distractions If you’re constantly getting distracted (especially when you’re on sales calls or in meetings), it’s going to be hard for you to make sales and be a productive worker. Do your best to get rid of potential distractions while you’re working from home.
Set up a dedicated office space (and, if possible, choose a room with a door you can close). Let your family and friends know when you’re working, too, so that they’ll be less inclined to call you or pop in when you’re busy trying to make sales. Manage Your Time Make an effort to manage your time while working remotely, too. It’s easy for the day to get away from you when you’re a remote salesperson.
To avoid this, give yourself a clear schedule and stick to it. Set aside time to handle various aspects of your job (cold calling, responding to emails, conducting meetings, etc.). Stay in Touch with Your Team If you’re part of a team, be sure to stay in touch with your fellow salespeople, as well as your managers and supervisors. Let them know how you’re doing and be an active participant during meetings. This shows higher-ups that you’re dedicated to your job and that you want to help the company succeed long-term.
Don’t hesitate to reach out to your colleagues if you’re having problems or have questions, either. The sooner you contact them, the easier it will be for you to get the help you need and address your issues head-on. Focus on Networking Even if you aren’t making as many sales right now, you can still work on growing your clientele by spending time networking. Reach out to people virtually (try using LinkedIn and other social media platforms) and start building relationships.
Everyone you connect with might not be interested in making a purchase right away. However, if they have a relationship with you and feel positively toward you, they’ll be more likely to think of you when they do want to buy. It’s Time to Ace Remote Selling If you’re new to the world of remote sales, it’s understandable if you feel a bit intimidated. You can absolutely be a great salesperson without talking to customers in person, though. Keep these tips in mind and you’ll be on your way to setting sales records before you know it!
Be especially sure to keep our tips about sales automation in mind. By implementing a tool like Callingly, you’ll be able to follow up with leads right away, increase conversions, and boost your company’s bottom line.
Contact us today to learn more, or sign up here for a free Callingly trial today.