With the rise of remote teams came the rise of virtual sales calls. It is now possible for clients to meet with salespeople over zoom. It is also possible for sales teams to bypass Zoom virtual background requirements to create a consistent experience for employees and clients.
Selling during a Zoom call is likely much different from selling in person. When face-to-face with someone, it is easier to read body language and interpret social cues. Sales over a computer monitor remove much of the personal connection that in-person meetings tend to have.
Still, you can be successful regardless of selling in person or in a virtual environment. If you are conducting more sales calls over Zoom, you need to make a few adjustments to your delivery.
1. Capture the Attention of Your Audience
You need to capture the attention of your audience quickly. A Zoom office background with logo can help move introductions along so that you can get into the meat of your presentation.
Digital meeting attendees have a shorter attention span than those attending in-person meetings. Even if the client is the one who sets up the appointment, they will probably lose interest if you do not grab their attention within the first 30 seconds to a minute of the call.
2. Practice, Practice, Practice
While immersive Zoom backgrounds are good for limiting distractions, your sales pitch is the main thing that keeps clients hanging on. Your pitch must be focused, rehearsed, and on point, especially during a virtual meeting.
The best thing to do is practice your pitch. You want to practice it with a partner or friend. When practicing, consider that your client might be at home with children, pets, and a spouse in the other room. You need to maintain focus and control. Planning for potential distractions is an excellent way to guide your presentation. You want to highlight all vital information up front and reiterate those same points throughout.
3. Invest in Quality Audio Equipment
Many salespeople make the mistake of thinking their laptop microphone is enough for client meetings. Most built-in microphones are subpar.
If possible, you want to invest in a quality microphone with noise-cancellation technology. You do not need a Bluetooth or wireless microphone. Wired microphones are often cheaper than wireless, and they are just as good, if not better.
4. Focus Your Attention on the Camera
The worst thing you can do during a virtual sales call is to look at the client on the monitor. For the call, your client is your webcam. Look at the camera.
You should make sure the camera is at eye level. You do not want to look down at the camera. If you are looking down, the client feels you are looking down on them.
Finally, make sure you are lit from the front. You want the client to see your face. Turning on a lamp behind you will only put you in shadow.
Virtual sales calls are becoming the new normal. Contact a local virtual sales specialist to learn more about the techniques you can use to improve your outcomes.
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