Selling remotely is still a reality for many people in the industry, and it looks like virtual sales are here to stay in at least some capacity. While you’ve had over a year to learn how to tackle this new method, now it’s time to fine-tune those skills. RAIN Today’s Mike Schultz offers 33 tips for polishing your virtual selling tactics, breaking them down into five basic categories:
Breaking down selling remotely
By categorizing his tips, Schultz makes the task of analyzing your process much less intimidating and overwhelming. Allocate some time to consider each category and if your current virtual selling practices align. If not, adjust accordingly, then move to the next category. Your effort will be well spent, as Schultz points out, “Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. With a little forethought and preparation, you can make a great first impression with your buyers. Today’s post will discuss the first aspect you need to consider: video.
Video: Set expectations
First, it’s time to consider the primary aspect of selling remotely: video. Obviously, this is an incredibly important part of the experience for both you and the buyer. Video is a must, as it establishes trust, rapport and that human connection — and research shows that it boosts sales.
Schultz recommends setting expectations early with the prospect; let them know that you will be using a webcam. “Prep video for every call and communicate this in advance to set expectations with your buyer,” he explains. “If you don’t, you run the risk of having people not feeling 'camera ready' when it’s time for the meeting. If you make the expectation of using video, you minimize this risk.”
Also, don’t assume that the buyer will know how to use their webcam or the program you’re using. Include an offer to help them set up or send along a how-to reference guide.
Schultz recommends always using an HD camera when selling remotely. While it’s definitely easier to use your computer’s built-in camera, the results won’t be the best they could be. You’ll struggle with fuzzy imagery, especially if filming in challenging lighting conditions. If you truly can’t get access to an HD camera, stick with your computer’s camera over using a smartphone.
Be conscious of how you are positioned in the frame; it’s hard to come across as professional if part of your head is out of the frame or you’re slumped back in your chair. “The top of your head should be 10% to 15% from the top of your screen,” Schultz advises. He adds that it’s important to be conscious of the computer/camera angle as well. “When you place a computer on your desk, it'll likely be angled slightly up at you. If this is the case, add some height to your computer so that it's about eye level. In general, avoid acute angles with your camera position.”
And even though you are selling remotely, one of the biggest rules still applies: Make eye contact. Despite not being in-person, maintain eye contact as much as possible with your camera. This shows the buyer that you are engaged and open. Also, stay in the frame. Avoid moving out of the camera view or getting up and walking around. Stay put and maintain that connection with the buyer.
Selling remotely has likely become a part of your process, and you shouldn’t expect it to go away any time soon. Why not take time to hone these sales skills to ensure that both you and the buyer view the experience as valuable? And it all begins with how you handle the video aspect.
Check back next week for Schultz’s suggestions for handling the audio and lighting aspects of virtual sales.
Photo by Oladimeji Ajegbile