Video sales meetings have become an integral part of the sales process, especially in the wake of the COVID-19 pandemic. With remote work becoming the norm, sales professionals must know how to conduct effective video sales meetings to build relationships, close deals, and achieve sales goals. This article will discuss some best practices for having better video sales meetings.
Prepare Ahead of Time: Just like in-person meetings, and it's crucial to prepare for video sales meetings in advance. Sales professionals should create a detailed agenda for the conference, including the purpose of the meeting, the topics on the agenda, and the desired outcomes. They should also share the plan with the participants before the meeting, so everyone is on the same page.
Additionally, it's essential to test the technology and ensure everything works correctly. Sales professionals should ensure that their internet connection is stable, their camera and microphone are working, and the video conferencing software is up-to-date.
Establish Rapport: Building rapport is essential to any sales conversation, and video sales meetings are no exception. To establish a connection, sales professionals should greet their clients by name and make small talk to break the ice. They should also maintain eye contact by looking directly at the camera instead of the screen.
It's also helpful to acknowledge the challenges of remote work and ask how the client is coping with them. This step shows that the sales professional is empathetic and understands the client's situation.
Visual aids can help keep the client engaged and make the meeting more interactive. Sales professionals should use screen sharing to show relevant documents or presentations, such as sales proposals or product demos.
They should also use virtual whiteboards to brainstorm ideas collaboratively. This tip not only makes the meeting more engaging but also helps to clarify complex concepts.
Keep it Brief: Video sales meetings should be shorter than in-person meetings. Sales professionals should keep the meeting brief, focused, and concise. They should avoid going off on tangents or discussing topics irrelevant to the meeting's purpose.
It's also helpful to schedule breaks if the meeting is longer than 30 minutes. This step allows participants to take a break, stretch their legs, and refresh their minds.
Be Engaging to keep participants engaged, and sales professionals should use various techniques. They can ask open-ended questions to encourage participation and discussion. They can also use storytelling to illustrate the benefits of their products or services.
Sales professionals should also be enthusiastic and energetic during the meeting. This energy can help create a positive atmosphere and keep the participants interested.
Summarize and Follow-Up At the end of the meeting, and sales professionals should summarize the key points and the next steps. They should also ask participants for feedback and address any questions or concerns.
After the meeting, it's crucial to follow up promptly. Sales professionals should send a follow-up email summarizing the meeting's outcomes and reiterating the next steps. They should also thank the participants for their time and provide any additional information requested during the session.
In Conclusion, video sales meetings are here to stay, and sales professionals must adapt to this new reality to be successful. By following these best practices, sales professionals can conduct more effective and engaging video sales meetings, build stronger relationships with clients, and achieve their sales goals.