For those of you in my age-range (grew up in the mid to late 60’s, early 70’s), isn’t it mind boggling to think how technology has evolved over the past 50 years? I can still picture the rotary dial telephone that hung on the wall in our kitchen, the 20” black and white television in the living room, and my brother and sister’s 8 track tapes of Bob Seger, Fleetwood Mac, and Aerosmith…just to name a few.
Fast forward to today. The world is a much different place and it continues to evolve technologically, it seems, each and every day…particularly when it comes to selling virtually. Almost 24 months ago, the pandemic really accelerated our reliance on technology and video interactions. It’s true that virtual sales calls were on the rise pre-pandemic but now they’ve become a lot more critical to master. This isn’t that much of a surprise because what hasn’t the pandemic changed, right?
We need to continue to pivot and take advantage of the video platforms we’re using to connect, build relationships and, ultimately, sell to our prospects. There are many platforms out there like Zoom, Go-To-Meeting, Teams, Google-Meet, etc. Each platform has its own unique capabilities so you can’t go wrong with any one of them. We utilize the Zoom platform and continue to be pleased with its capabilities.
There are many things you can do to help make your video experience enjoyable and memorable. Here are some things to consider when interacting virtually with your prospects and clients:
- Just as we teach in our sales training, we must practice and pre-plan before our meetings if we want to get better. Don’t just “wing it”. The time spent with your prospect virtually may be your last if you’re not prepared.
- If your virtual session lasts 90 minutes or longer, be sure to include someone on your team who is more video proficient than you who can assist with any technology issues that may arise. Doing this has saved my tail a couple of times! They can assist with the chat-box function as well.
- If you’re doing a lengthy session with intermittent breaks, consider showing an inspirational video after a break. This helps get people back in the groove again.
- Incorporate some fun into your sessions by using a game-based platform like Kahoot. Just another way to get people active and engaged.
- Ask for permission of the participants to record the session. Having the opportunity to go back and review a proposal or particular topic of discussion can make a huge difference and, ultimately win the business.
In life, the one constant is change. The pandemic has changed us forever too, but like everything else, we must find the positives. Thanks to virtual technology, we can continue to do what we love the most…connect with people, build relationships and sell. Keep at it and stay connected!
From Sales Development Expert, Dan Fischer