The day to day for most outside sales reps has drastically changed over the past several months. Sales reps that use face to face contact to get to know their customer, build rapport and move a sale forward have had to reinvent their sales process. While nothing can replace the benefit of an in person meeting, a virtual meeting can come close when done right.
Create an Agenda
Spell out the benefits of attending a meeting by creating an agenda. This agenda should clearly detail dates, times, contact information and specific benefits related directly to the meeting. Not only, will this let the prospect know what to expect, but it will increase the likelihood that they prioritize the event. Benefit statements should clearly focus on the potential customer, not the salesperson, their products or company.
Send your agenda with the virtual meeting invitation as soon as the meeting is initially set. This will allow prospects to put it on their electronic calendar and forward onto others as well.
Preparation is Key
Time is precious and attention spans are short with a virtual meeting. It is important to think through what value you are delivering to your prospect and how you can efficiently present that in the time you have scheduled. In addition to preparing content and questions for your meeting, you should also prep to avoid any technical issues. Test your wifi and audio prior to the meeting. Also, check your video shot to ensure you are conveying a polished professional image. Is your desk neat? Is there laundry or dishes in the background? Make sure your frame is as professional as it can be.
Just because you aren’t meeting face-to-face, doesn’t mean you still can’t build rapport with a potential customer. Treat a virtual meeting like an in person one by spending a few minutes to get to know them before diving right in. Not only does this enhance trust, but it also increases your chances of moving the sales forward.
Make it about THEM
Many sales reps go into a meeting knowing exactly what they are going to present. They’ve planned a presentation about their company and products, practiced it and think they are doing the right thing. However, giving to much information can be just as bad as not giving enough. Instead, ask questions and listen to understand. Adjust your virtual presentation to the prospect’s challenges and priorities. The key is to listen so well that you only present the points of interest to your potential customer.
Virtually selling is nothing new. However, our reliance on it today is more prevalent than ever. In an age of zoom fatigue and work from home burnout, it more important than ever to stand out on a video call. Use these best practices to give yourself a leg up.
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