Negosentro | Our Top Tips for Selling Virtually | As virtual selling has become more popular over the past few years, more and more people are asking how they can succeed when moving online.
That’s why we decided to put together a list of our top tips and tricks for virtual selling. We know just how intimidating it can seem, especially when you have little experience operating online. With these tips in mind, you can succeed at virtual selling and continue to help your business grow.
7 Tips for Virtual Selling
Here are some of our top tips for virtual selling:
- Using a High-Quality Video Platform Is Imperative
One of the biggest reasons virtual selling is possible is because of videoconferencing platforms. These platforms allow businesses, potential clients, and co-workers to connect easily despite where they might be. The videoconferencing program you choose will play a massive part in your business, as it is where you will be having all of your conversations. Some of the top used videoconferencing platforms in the business world include Zoom, Microsoft Teams, and Google Meet. If you’re unsure which platform to use, it never hurts to do some research to see which of them are the best fit for your work style.
- Engage With Your Prospects Frequently
Engaging with potential clients is vital in both face-to-face and online meetings. The only difference is that you may have to engage with them in different ways than you have been used to during a sale. It’s also important to engage with prospects when they are speaking, letting them know you are listening to them and are interested in what they have to say. If you’re not in a meeting, it’s great to reach out to potential clients, especially ones you already have scheduled meetings with. These methods help create a relationship with the potential client and ultimately help with your sale.
- You Must Prioritize the Client
Prioritizing the client is crucial in any type of sales setting. You want to give them a reason to want or need the product or service you are pitching. Ask the client what their needs are and explain how your product or service will solve one of their problems in some way. Make sure to emphasize that their needs are a priority to you, and you want to create a deal with them that you both are more than happy with. When selling virtually, a client’s wants and needs may change to adapt to their current settings.
- Set Expectations
Meeting online is much different than in person, so it’s best to prepare both you and your potential client beforehand. Make sure you are precise when scheduling the meeting and emphasize that it is a videoconference, letting the other party know they should have their camera and audio ready. You also need to prepare for technology issues. While they are unpredictable, if there are any ways for you to try to prevent them, you should try to do it, whether it’s simply updating your computer or restarting your Wi-Fi router an hour before a meeting.
- Consider Using Multiple Programs to Increase Efficiency
Once you are comfortable with the primary virtual platform you’re working through, considering adding a couple more to your roster can be extremely helpful. There are calendar apps, scheduling apps, organization and cloud drive apps, and more. Anything you can think of need assistance with, there is a virtual program out there that can help you. We especially recommend using multiple programs to assist you with administrative tasks.
- Always Have a Strong Close
We like to remind those in our courses that their audience will only remember between 10% and 20% of the information that was shared—most of which is from the beginning and end of the meeting. Because of this, it’s essential to have a strong closing. The closing of your pitch will not only be what stays in your potential client’s mind the longest, but you can also use it to reiterate all of the critical information that you want them to remember.
- Be Personable
Last but not least, one of the most important things you can do when selling virtually is to be personable. A great personality and a pleasant attitude are much more approachable than someone who doesn’t seem interested in what’s going on. Being personable also helps make potential clients more comfortable and allows them to take a quicker interest in your product because of the relationship you created. Remember, your potential clients are people too. You don’t have to jump right into a sales pitch the second you meet. Be personable and confident in what you do, and you’ll be just fine.
Finding Success in Virtual Selling
When it comes to learning how to negotiate and succeeding in virtual selling, Shapiro Negotiations can help you. Over the past few years, we also have been learning more and more about the world of virtual selling and what it takes to succeed. We want to share that information with other aspiring businesses and sales personnel.
If you would like to learn more about virtual selling and the best tips and tricks to help you succeed, then you should consider taking our selling virtually module.