Mastering the Art of Video Sales
The world may be opening back up, but it may still take some time before prospects are comfortable enough to have in-person sales meetings. But there’s only so much humanity a salesperson can squeeze into a sales call and even less will be transmitted via email. How can salespeople still keep a human touch at the forefront of their sales process from a distance? The answer is video sales, says Gil Peretz, writing for SellingPower.
There are a few tricks to nailing successful video sales. “No computer or video sales call should feel like a high-tech presentation,” says Peretz. “Instead, it should be like an intimate high-touch conversation.” Here’s how you can achieve this.
You’re probably not used to making sales sitting down. Sitting down limits your energy and movement and can throw you off your game since it’s out of the norm. So, don’t be afraid to stand up during your presentation. Utilize that standing desk of yours or just place your computer on a higher surface to give your video sales a bit more energy.
Focus on the Camera
It can be tempting to look at ourselves in the corner of whichever video sales channel we’re using. However, if you’re looking at yourself, you won’t be making “eye contact” with your prospect. Shifty eyes are body language that breeds distrust. To avoid this sales-spoiling behavior, look into the camera during video calls. That way, to your prospect, your eyes will be looking straight out at them.
Pay Attention to Your Tone
“Except for some facial expressions and tiny hand movements, your customer doesn’t notice your body language through their screen,” says Peretz. When making your video sales, it’s up to your voice to make up for the body language that won’t be shown. Pay attention to how quickly or slowly you’re talking to your prospects and what tone of voice you’re using. Is it driving home the point you want to make? If not, change it. Don’t be afraid to record yourself a few times in advance of the sale to make sure your voice is doing what you want it to.