How can you personalize your remote sales approach?

Eu tenho uma estratégia que tem se mostrado muito efetiva, principalmente para abordar no LinkedIn: 1° - Estudar o cliente (company page, site, google alerts, concorrentes) e compreender o momento do cliente e suas atualiza??es; 2° - Analisar o tomador de decis?es desse cliente, o que ele tem publicado no LinkedIn, quem s?o suas conex?es, suas preocupa??es, etc.; 3° - Expressar curtidas e fazer comentários relevantes em todas as postagens desse tomador de decis?es; 4° - Realizar uma abordagem específica com base no estudo realizado sobre o cliente; 5° - Solicitar uma reuni?o virtual de 5 a 10 minutos para apresenta??o. E ao obter a reuni?o, aproveitar ao máximo para ouvir e agendar uma reuni?o presencial.

Here are a few strategies I feel are effective (basics) - 1. Effective Research - Learn as much as you can about your "prospect" and their company. Reach out with a custom tailor-made approach(personalised even better). 2. Social Media Support - Social media is a very powerful tool, use it more effectively and strategically. 3. Use of Video and audio tools - In remote set-up, usage of video conferencing instead of just audio.?This will allow you to see their body language and facial expressions,?which can help you build rapport and trust. 4. Asking for Referrals - Referrals play a major part here, which shows that you're interested in building a long-term relationship and that you're not just interested in making a quick sale.

Before approaching any prospects or targets, remote or physically its important to have a proper research about them, their requirements, their business and what not. Go through their website, social profiles etc to gain generic understanding. Put a sales pitch only after a basic research. This would help to have a proper grip and might help to build a better rapport with the client.

Another research focus area can be job descriptions. Job descriptions can shed light on how a prospect is growing, and is a great excuse to reach out to the hiring leader to offer up your network for potential candidates. By offering value like this, you can become a trusted resource to the organization. This allows you to warm up the prospect and create a solid relationship.

Personaliza??o exige dados. A personaliza??o em vendas é vital no mundo empresarial. Vivemos uma era que demanda personaliza??o, requerendo novos atributos para líderes e empreendedores. Como consultor, destaco a importancia dos dados no processo. Roteiro prático: - Entenda o cliente: use a tecnologia a seu favor. - Equilibre tecnologia com humanidade: por traz de um clique há uma pessoa. - Invista em educa??o contínua: para todos na empesa a come?ar pelo líder. - Valorize o feedback: ou?a e compreenda o que seu cliente quer de você. - Adapte-se ao mercado dinamico: seja flexível para entender e adaptar-se. Lembre-se: Se para vendas presenciais personalizar é um diferencial importante, para as vendas remotas é vital.

Personalising your remote sales approach can be achieved by – Utilising video calls to establish a face-to-face connection, fostering trust and rapport Leveraging audio messages for follow-ups, adding a personal touch over standard emails Tailoring communication based on customer preferences and previous interactions Employing CRM tools to track customer data, enabling customised conversations and offers

I do video conference calls as much as possible when I'm meeting with people remotely and I engage in a personable way as my authentic self. People can see that I'm 100% focused on them. I turn off self-view in zoom so I'm not distracted by looking at myself (also good for your mental health btw). I adjust the zoom window so that it's close to the camera so when I'm looking at them, I'm looking at the camera. I take careful notes and let them know that's what I'm doing in case they hear typing sounds. If someone is giving you their time, make sure that you are making them feel that you are valuing that gift of time by listening with your full attention.

In a global envrionment, video is the strongest equalizer. While it gives you the ability to convey and read emotion, personality and interest, it has a more important power. Video is more purposeful. Whether pre-planned or a quick pop-up interaction, its purposeful power is a differentiator and it is incredibly under utilized. Consider when you post on LinkedIn and folks congratulate you in the comments. While that support can be motivating, imagine if someone promopted a quick pop-up video call. I've been doing this for years because I've felt the impact and of someone doing it with me. While they were half way across the globe, it bridged the gap and I hear that comment from folks on the receiving end from my video calls.

Concordo que a abordagem audiovisual contribui efetivamente para criar rapport pois além de humanizar a conex?o, permite maior personaliza??o da mensagem tanto com rela??o ao conteúdo em si, como no tom de voz, velocidade, maior clareza etc. Isso ajuda a diminuir a resistência e pavimenta a conversa para uma negocia??o frutífera.

In modern sales, leverage video and audio content for more engaging and persuasive communication with prospects and customers.

Increase email effectiveness in sales by segmenting your audience and customizing your emails. Tailored content resonates better with recipients.

Customized Communication: Send personalized emails, messages, or video calls addressing the customer by their name and mentioning past interactions or purchases. Tailored Recommendations: Suggest products or services that align with the customer's past purchases or browsing history. Amazon's "Recommended for You" is a great example of this. Adapt to Communication Preferences: Ask customers how they prefer to be contacted and respect those preferences. Some may prefer email, while others may prefer phone calls or video chats.

La personnalisation est la clé, faire moins, pour faire mieux. Nous recevons en moyenne une trentaine d'e-mails par jour, alors, pour sortir du lot, l'élément différenciant c'est l'humain derrière la machine. Pour cela, travailler son contenu autour de 3 axes : - La proposition de valeur : en quoi je réponds à une "souffrance" pour mon prospect. - La création de lien : même à distance, nous attendons une humanité derrière un contenu. - La qualité de la communication : opter pour une approche qui nourrisse les 4 grands styles de comportements (DISC) afin de gagner en impact. Nous ne maitrisons pas l'état d'esprit dans lequel un prospect ouvre un mail, il est donc essentiel de l'adapter au maximum à son interlocuteur.

Segmenting your email list and customizing your content according to each segment's specific needs and preferences can significantly enhance your email engagement and conversion rates. By tailoring your subject lines, content, and calls to action to resonate with the unique characteristics and interests of each recipient group, you can foster a more personal and relevant connection. Furthermore, incorporating dynamic content can add a touch of interactivity and creativity, making your emails more compelling and memorable.

By meticulously tailoring your emails, you transform them from generic messages to personalized experiences, enhancing their relevance, engagement, and impact. ? Strategic Segmentation: Start by segmenting your email list. Categories could include industry, company size, buyer's journey stage, or behavioral patterns. ? Personalization is Key: Customize your emails with personalized subject lines, salutations, content, and compelling calls to action. Make your prospects feel valued. ? Dynamic Content: Elevate your emails with dynamic elements like images, videos (see previous contribution), or GIFs. These not only make your emails more visually appealing but also interactive.

Utilize social media in sales to connect with a wider audience, build relationships, and share valuable content that showcases your expertise.

Personalize Promotions: Offer exclusive discounts or promotions to loyal customers or those who have shown interest in specific products. Social Selling: Use social media to connect with customers, share relevant content, and engage in conversations that matter to them.

Utilizing social media platforms effectively can help you establish a more personable and relatable image for your remote sales team. By actively engaging in conversations, sharing valuable content, and providing prompt support, you can foster a sense of trust and credibility among your prospects. Additionally, showcasing your brand's human side through behind-the-scenes glimpses and authentic storytelling can further strengthen the emotional connection and resonance with your audience.

By incorporating social media into your remote sales strategy, you craft a more personalized and engaging sales journey, while strengthening connections with your prospects. ? Valuable Content Sharing: Make your mark by sharing content that adds value to your prospects. This establishes you as a trusted resource. ? Active Conversations: Join conversations, extend feedback, and provide support through social media. These interactions lay the foundation for lasting relationships. ? Humanizing Your Brand: Use social media as a canvas to showcase your brand's personality, culture, and values. Moreover, it's an avenue to humanize your sales team by offering glimpses behind the scenes.

Social media is important, but you really have to ask yourself how you are differentiating yourself and creating value for your audience. Selfishly, I'm not sure I always create value with my content and online interactions. I'd love to have some of you take a few minutes to send me a comment letting me know what stands out and / or what feels generic. If anyone does this for me, I'll return the favour.

By actively engaging with feedback and referrals, you not only demonstrate your commitment to improvement but also unlock valuable opportunities for growth and expansion. ? Optimize Based on Insights: Use feedback to enhance your sales approach, product, or service, and address any areas of satisfaction or dissatisfaction. ? Referral Magic: Leverage referrals to amplify your reach. They can generate more leads, boost conversion rates, and shorten your sales cycle. ? Ways to Ask for Referrals: Encourage referrals by offering incentives, creating structured referral programs, or expressing genuine gratitude and appreciation.

Acho muito importante o ponto de pedir feedback e referências. Costumo dizer que toda a cadeia de vendas de uma empresa precisa estar envolvida nesse processo. Quero compartilhar como fa?o isso atualmente. Após a venda e implanta??o do servi?o, sempre agendo reuni?es periódicas para ouvir o cliente e compreender onde podemos melhorar. Da mesma forma, solicito que meu setor de Customer Care entre em contato com o cliente para acompanhar as dúvidas e estar à disposi??o para ajudar. Depois de ouvir o cliente, pergunto se ele pode me recomendar a outros setores dentro da própria empresa ou grupo, uma vez que tenho solu??es para diversas áreas de uma empresa. Além disso, anualmente enviamos a pesquisa NPS para avaliar a satisfa??o do cliente.

My mandates always see me driving agressive growth for the companies I lead. Generally this is tied to a pivot in service offering and / or industry focus. I prioritize getting feedback at all stages of the engagement process in order to build solutions that are having the impact and creating the value for our clients that I imagine is possible. Building on this, it is important that leaders build internal cultures authentically value and thrive on feedback, learning and continuous growth. It's hard to hear from a client that you are failing to deliver your brand promise or failing to deliver the value they had expected. That feedback however needs to be celebrated as it is both an opportunity for growth and a sign that your clients care.

In sales, don't forget to ask for feedback and referrals. Satisfied customers can provide valuable insights and help expand your client base through recommendations.

Apart from gathering feedback and referrals, another smart move is to get involved on social media. Interact with your prospects on platforms like Facebook, Twitter, and Instagram and of course Linkedin. Respond to their comments, start up conversations, and build a rapport. This not only helps you connect better with potential customers but also boosts your brand's presence and trustworthiness, which can result in improved sales results.

Send handwritten notes. Old school is working and working well. A simple handwritten letter will go a long way to create a personalized touch.

Listen Actively: During sales calls or video conferences, actively listen to your customers. Ask questions and show genuine interest in their needs and concerns. This helps build rapport. Offer Value: Provide content, insights, or resources that are relevant to your customers' interests and needs. This positions you as a trusted advisor rather than just a salesperson. Educate and Inform: Share industry insights, trends, and tips that can help customers make informed decisions. This positions you as an expert in your field.

In the realm of remote sales, personalization is a key factor for success. In my experience below tips can help: Understand Client Needs: Use available data and analytics to comprehend client challenges, goals, and pain points. Tailored Pitch: Customize your sales pitch to directly address specific client needs and preferences. Utilize Technology: Leverage technology for personalized communication, adapting your style and approach to resonate with each client. Interactive Presentations: Engage in interactive presentations and provide targeted, relevant content. Establish Deeper Connections: Personalization helps in establishing deeper connections, leading to increased chances of successful sales conversions.

Em certa ocasi?o no trabalho, um diretor meu usou um termo, dizendo que todos que trabalham com vendas precisam adotar o "VVV", que significa que o vendedor que visita vende. Após a explica??o, concordei com ele. Isso porque o vendedor que visita seus clientes estabelece relacionamentos, identifica suas necessidades e, assim, reconhece as oportunidades para concretizar a venda. Nos tempos atuais, n?o se trata mais de afirmar que um bom vendedor é capaz de vender gelo a um esquimó. O verdadeiro vendedor habilidoso é aquele que compreende as necessidades do cliente e apresenta a melhor solu??o ou produto adequado a essas necessidades. Logo, o vendedor que visita vende!

Consider harnessing the power of augmented reality (AR) for product demonstrations, allowing prospects to virtually "try before they buy." Gamify your engagement with challenges or quizzes to make interactions memorable. Dive into ephemeral content, like stories, for time-sensitive offers, fostering a sense of urgency. Use chatbots with natural language processing for 24/7 instant customer queries, guiding leads down the sales funnel even outside business hours. Explore collaborative filtering techniques to provide personalized product recommendations based on users' social behavior. Lastly, consider virtual reality (VR) networking events or pop-up shops, offering immersive brand experiences from the comfort of one's home.