COVID-19 has changed the way we sell forever, with recent research revealing only 20% of B2B decision makers are keen to return to in-person sales meetings (McKinsey).
Pivoting from being a field-sales to a digital salesperson has caused a quandary for many in the sales industry. Less travel, minimal expenses and a reduced carbon footprint are valid benefits, but these have been overshadowed by long-term concerns regarding the reality of consistently filling and closing sales pipelines without the advantages of building an in-person relationship and rapport.
It’s a challenge we have faced as a company over the past 12 months too, so drawing on the experience of our UK sales team, here are our top tips for successful selling in virtual sales calls.
- Give your customer access to your diary.
One of the most frustrating things in sales is the emails back and forth, trying to find a convenient time to get together. Use a diary app like Calendly to give your client or prospect access to your diary so they can set up the call at a time suitable for them.
- Be creative in how you make contact
There are more ways to communicate than emails or phone calls. Make your message stand out from everything else in their inbox by recording a personalised video message. If you have their number consider voice notes too. Some of our team use BombBomb.
- Remember Rapport
It’s very easy for online calls to become transactional, because they are generally shorter. Try to build an emotional connection so that you stand out. There are some great ways to do that in this really short ebook – Closing the Sale By Building Customer Relationships
- Make the most of your network
In uncertain times you can save yourself time and minimise risk by asking the businesses you already work with for a referral. A warm connection makes it easier for a new prospect to trust and buy off you virtually if you come recommended.
- Be helpful in non-sales ways
A good way to build credibility and trust in a virtual environment is by being genuinely helpful. If you have a resource, see an article or learn of some research that you think will be of interest, send it over. It builds non-sales conversations that help with rapport.
For more resources and information visit Selling in the Digital Age