The concept behind virtual selling is not new. If anything, it’s become one of the most adopted sales processes since remote work is steadily accepted by many organizations as of late. In fact, according to Salesforce, more than 60% of sales reps have increased their time meeting with prospective customers virtually since 2015. Furthermore, 2020 was a year that managed to accelerate the concept of remote working with COVID-19 forcing many people to remain home. Due to this, virtual selling became one of the most sought-after techniques in any organization’s sales department.
With employees distributed throughout the rest of the globe, with a minimal amount of in-person contact, plenty of sales representatives are overwhelmed by the concept of digital communication and flounder with selling virtually. Some people may view virtual selling as less personal. However, that doesn’t mean that your sales team is w of reaching those quotas, making new deals, and building strategic relationships that move businesses forward, even while working away from the office space.
One of the essential parts of being a sales representative is to connect with the prospective customer. These clients rely on these connections to decide whether or not they trust the product or service. From a virtual context, make sure your camera is turned on, set your best smile, and dress like you would for an in-person meeting.
Take the time to conduct some research before you meet with the client. That way, you can know enough about your clients and the pain points they are dealing with currently. While it may take some time, it’s a necessary step to ensure your client signs a contract with your organization. The interaction should be authentic and genuine, and the client should become aware that you have made an effort and wish to assist them instead of simply trying to meet your quota.
Taking this effort into account will make you seem more trustworthy to the client and help establish an exceptional business relationship. Every step is crucial in magnifying the virtual meeting experience since you can't rely on meeting in person more frequently.
Meetings are a crucial part of virtual selling, but getting your lenient engaged is a challenging part. According to a report published by RAIN Group, it reveals that 91% of respondents find it complicated to remain interested with their clients during a virtual meeting. For this case, consider using tools to make your presentations more interactive with your clients instead of only sharing content with them.
One effective way to ensure your client continues to pay attention and even directly engage with your sales is by visualizing your needs of discovery. Try to acquire an interactive sales deck that permits you to discuss your customer's needs and objectives and then write them down on the screen in real-time.
That is a highly effective strategy since the presentation will become owned by the customer. Keep doing this with slides throughout the deck if possible. Once you have finished with your pitch, you have managed to build something with the client that is shareable and becomes the common ground. Plus, you will have successfully assessed your client's needs. It also shows them that you are adaptable to their specific needs, and they will not need to make adaptations for you.
Since your sales team is now working virtually, it makes sense to have a list of tools that ensure the entire sales process runs smoothly. Fortunately, there is no shortage of platforms and beneficial tools online. The advancement of technology has introduced all sorts of tools that can assist your team in making these sales a reality. Your organization needs to ensure that your sales team has the right tools for its sales team. Every company is unique from each other and has different sales strategies. The tools you choose could potentially be different from another company.
Speak to your sales team, survey what tools people seem to like, assess your strategy, and find the sales tools that fit your team's needs. There are plenty of review sites out there that provide a list of tools and what people are saying about them. Some common tools you will find for remote work include:
If you are one of the many organizations using Zoom for their virtual meetings, then you should consider using the extensions to enhance your calling performance. These extensions can improve your Zoom experience and make these meetings run smoother. Intro.so is one of these extensions that you should add to your arsenal. Intro.so allows you to log onto Zoom at 1:59 PM for your 2 PM meeting and be prepared for your call. The extension also allows you to see the person's company details, relevant CRM notes, and LinkedIn activity. All while you are still on Zoom speaking to them.
There are going to be times when your time is limited when connecting with a client. For situations like this, you need to ensure you have a robust communication strategy. That could mean sending out frequent emails, scheduling online meetings or conferences regularly, creating marketing or product materials, or just making a call. In short, it means you need to remain in touch with the customer base.
When it comes to working remotely, your team needs to remain entirely committed to its communication strategy. They need to be attentive, engaged, focused, and keep the attention of the customers since it is far more challenging than in person. It’s vital to remain authentic with your customers. Doing so instills confidence, and the clients will appreciate it. It is also up to you to decide on where you are going to have your meeting. Home offices tend to project a better image than a living room, and being dressed like you would in a regular meeting also helps. It is these factors that allow you and your team to present yourself as professional and legitimate.
The sales team needs to make sure they are actively listening to the clients and understanding their needs. Doing so allows them to establish a secure and pleasant relationship. According to this research, the second-highest factor in influencing a customer buying decision is finding a partner that actively listens to their pain points and needs.
A sales rep needs to start this at the beginning of the sales meeting and maintain it throughout the entire conversation. The client should feel as if you were on their side, which will make them want to work with you. If your sales team is only concentrating on reaching those sales quota, they will be aware of it and distance themselves from your brand. Take the time to discuss ideas, mission, and value with the client. Concentrate on making your customer the center of attention.
The lack of being in person or face to face with a client can cause most of these interactions to feel impersonal. The inability to look into a person's eye and getting a read on them during a conversation becomes increasingly difficult. Although, there are a couple of things you can watch out for that helps you understand how your customers are engaging with your brand.
During a video call, make sure to watch their facial expressions, questions they ask, and if they appear genuinely interested in the discussion you are having. Track the emails that are opened by buyers and clock rates you receive from the material you sent out to them. This can assist you with knowing priority and if what you are sending them lines up with their needs. You need to monitor the opens and clicks on any files or contacts you share as well, which can grant you insight into how engagement is performing. You can achieve this by using email tracking software such as CRM and chatbots to receive alerts and know when a customer has decided to interact with your content or is browsing your website.
Social media is a powerful tool at the disposal of your sales team. Having a social presence and remaining visible on these social media platforms will provide you with a way to further expand your virtual selling. It grants you a way to share information rapidly, reaching a broad audience, and interacting with them. Organizations can establish and maintain visibility in these platforms when live events are not possible.
A significant number of potential customers are highly active on social media. That alone should be enough reason for a sales team to begin expanding their social media presence and create an efficient communication pathway. Take time to post resources such as blog posts, short videos, ebooks, and so forth. These interactions will gain the attention of people who are interested in what you are selling.
Social media sites like LinkedIn can provide you with information on a person that could become a potential customer. Chances are, your prospects are looking at your companies and team's LinkedIn profile to gauge what kind of people they are dealing with. When it comes to your social media profile, make sure it is something they will actually like to see. Take the time to make some posts and share articles once a week or every couple of days. Remain visible and include value with the content you share.
Since your sales team is now virtually selling, you need to have your marketing aligned with your sales more than ever. The easy access your team previously had in the office space is no longer in existence. Why is alignment even more crucial in virtual selling, you may ask?
For starters, in most companies, the marketing team is the ones that generate the majority of resources and collateral needed for those sales attempts. All of the education blog posts, guides, whitepapers, presentations, videos, and even assistance with nurturing email comes from the marketing team. Furthermore, your marketing team is the experts when it comes to the realm of social media and branding. Remaining in contact with them provides the rest of the sales team with guidance on their social selling strategies.
However, you need to make sure that the sales team is also providing the marketing team with feedback on those items. They have to maintain consistent communication on upcoming needs. With both of your teams working together as a single unit, both of them will have everything they need to ensure the company continues to succeed.
The customers you sign up for should be far more than just a sales agreement. You need to make sure your business relationship with them is a partnership. If you managed to use our previous tips, you need to place your clients first and understand their needs to gain their trust. By establishing that trust, you will gain respect and continued business with the client. Although, there will be times when the business relationship can end for several reasons. They could be searching for another provider, a change of system that makes your service no longer relevant to them, and so forth.
Your company is not the only one that is growing. Your past clients' businesses are also expanding in ways that you won’ predict. They may require your services once again in a few years. You need to remain in touch with them to acquire references for your other prospective customers, helping you make more sales. Sending them a quick email takes only a few minutes at most and can carry you a long way.
Virtual selling is going to become an increasingly important part of your organization. With the way companies are moving towards remote working and employees interested in the benefits provided by working from home, you’ll want to have these tips on hand. Use the information provided here to either improve your sales or get started with virtual sales today.