Building a strong relationship with a sales prospect who is geographically distant can be challenging, but not impossible. You need to leverage the right tools, strategies, and mindset to overcome the barriers of time, space, and culture. In this article, you will learn how to do that in six steps.
Video calls are the next best thing to meeting in person. They allow you to see the facial expressions, body language, and gestures of your prospect, and vice versa. This can help you build rapport, trust, and empathy, as well as avoid misunderstandings. Use a reliable platform that offers high-quality audio and video, and make sure you have a good internet connection, a clear background, and a professional appearance.
Leveraging video calls is essential when building relationships with geographically distant sales prospects. Video calls offer the advantage of conveying not just words but also facial expressions and body language, enabling you to build stronger rapport, trust, and empathy with your prospect. The visual connection helps bridge the geographic gap and humanizes the interaction, reducing the risk of misunderstandings. However, it's important to ensure a professional appearance and a clear background to make a positive impression. High-quality video calls can be a game-changer in nurturing successful long-distance relationships with prospects.
The potency of non verbal cues have their distinguishing mark even through the utilization of video calls. With platforms to connect through and emails to set up further connection is can allow for the tones and other intangibles to identify more in discovery on these calls. Distance may hinder the engulfing power of in person meetings, yet done properly the engagement through meaningful and curious questions to learn more is timeless for embracing. The intensity of the desire to understand and support through distance leveraging cognitive empathy in these environments can further anchor the stakes in building bridges despite distance. When and if time permits for in person meetings the emotional cues cemented weight further for rapport.
Absolutely, video calls have been a game-changer, especially when face-to-face isn't an option. They're vital for keeping that personal touch. I make sure to have a solid setup so each call is as professional and clear as possible. It's all about making those connections as real and effective as if we were sitting in the same room.
I am a huge fan of video calls. It is the next best thing to meeting in person and really allows you to build rapport and trust. Be transparent and honest which will also help you to build that trust and credibility throughout the relationship. Use platforms like Zoom, Microsoft Teams, or Skype for face-to-face virtual meetings. This helps to establish a more personal connection compared to emails or phone calls.
Use a good old fashioned phone call to show care and attentiveness. Use that as an opportunity to build rapport and ask questions about the persons life and family. Most people are really happy to talk about those that make them happy. It is great to remember this detail and diligently use CRM to record such information if helpful. Remember the detail. Use video calls sporadically. If the opportunity arises a physical sales visit once or twice a year would be fantastic!
When you are dealing with different time zones, you need to be respectful of your prospect's availability and preferences. Don't assume that they are willing to adjust to your schedule or that they are free at any time. Ask them what times work best for them, and offer them some options that are convenient for both of you. Use a tool like Calendly or Doodle to simplify the process of booking and confirming appointments.
I recommend sharing your calendly or proposing 3 times, and then saying "If those times don't work, please propose a few that do, and I'll do my best to accommodate your schedule."
Scheduling can be tricky with time zones, but tools like Calendly are a lifesaver. They take out the guesswork, showing my availability in the prospect's time zone, making it a lot easier to find a slot that suits us both. Always aiming to be considerate of their time — it's part of building a good relationship from the start.
Try time blocking. Ensure you block prep time, and make sure there is ample time between meetings. I have ADHD, and find that blocking call types together helps my focus. However, everyone is different!
Scheduling wisely is crucial for nurturing a strong relationship with a geographically distant sales prospect. Consider time zone differences when setting meetings to ensure convenience of the prospect .Use scheduling tools to streamline the process and avoid unnecessary delays. Prioritize face-to-face interactions through video calls strategically, aligning with their availability. Plan follow-ups and touchpoints thoughtfully, demonstrating your commitment. Efficient scheduling not only showcases professionalism but also reflects your consideration for their time, fostering a positive impression that contributes to building a robust and enduring relationship with distant sales prospects.
One of the keys to building a strong relationship with a sales prospect is to follow up consistently and promptly. This shows that you are interested, reliable, and attentive. Send them a thank-you email after each call, summarizing the main points, action items, and next steps. Also, send them relevant resources, updates, or reminders that can add value to their decision-making process. Don't let too much time pass between your interactions, or they might lose interest or forget about you.
The human brain has a half-life of ~12 hours, so you want to get your follow-up emails sent out before you go to bed. That way it will be in the prospect's inbox when they wake up the next day to maintain momentum.
Absolutely, prompt follow-up is crucial. It keeps the momentum going and shows that you're on top of things. I make it a point to send a quick email recap after calls, ensuring we're on the same page. And I always try to add something helpful, like an article or a tip that relates to what we discussed. It's all about nurturing that relationship and keeping the conversation alive.
In this point, I will be very careful of continuous and too many reminders because this can overwhelm them and results in losing interest in your service/product. As mentioned in "respect their culture" point, there are cultures that need more time for decision making and they have their specific own timeline to get to a decision.
Another way to strengthen your relationship with a sales prospect who is geographically distant is to personalize your communication. This means using their name, referring to their specific needs and goals, and showing that you understand their context and challenges. It also means adding some human touches, such as sharing something about yourself, asking about their hobbies or interests, or sending them a birthday or holiday greeting.
Strengthening connections with distant sales prospects involves personalizing communication. It’s not just about business; it’s about resonating on a personal level. Picture someone in a coffee house engaging in a conversation. It’s not solely about discussing business but about creating a bond. By using their name, understanding their needs, and sharing personal touches like hobbies or holiday greetings, the interaction becomes more relatable. It’s about conversing at a time when they feel like connecting personally, transcending mere business discussions to build a meaningful connection. Incorporating personal elements not only bridges the geographical gap but also builds a rapport that feels more like a conversation.
Personalization makes all the difference in sales. When I reach out, I ensure I'm speaking directly to my prospect's needs. I like to mention past discussions, showing I'm paying attention. It's also good to mix in some personal rapport – maybe a comment about their local sports team or a hobby they've mentioned. Remembering a birthday or sending a note during the holidays can really stand out. These small details show I'm invested in them, not just the deal.
All communications should always be personalised ?? Who wants to receive generic spam-like emails ?! Not me that’s for sure! ? ?? Sometimes some of the most valuable data to retain is the small bits of personal information which allow to create a genuine and human connection. What are their interests? How is their family doing? Have they raised any other anecdotes which you might want to check in on in future interactions? Everyone loves to be valued and treated as an individual ??
No one will buy from you unless you have developed trust. Building robust rapport with a geographically distant sales prospect hinges on personalised communication. Take time to understand their unique needs, preferences, and challenges. Tailor your messages, addressing their specific concerns. Whether through email, video calls, or phone conversations, personalization shows you value the prospect as an individual, strengthening the bond and fostering trust in your commitment to their success.
If you are selling to a prospect who is from a different country or region, you need to be aware of and respect their culture. This can affect how they communicate, negotiate, and make decisions. Do some research on their cultural norms, values, and etiquette, and avoid making assumptions or stereotypes. Also, be mindful of the language barriers, and use simple and clear words, avoid slang or idioms, and check for understanding frequently.
In my experience it is really important to understand different culture. You need to know the "do" and "don't". For example working with Arabs it is different that working with people from Europe. The most important is to set rules of sales, follow up regularly over video and use tool for CRM to track progress and bottlenecks. Second - build relationship. Sales is marathon, not sprint.
Absolutely, respecting cultural differences is a cornerstone of good business. When I'm dealing with international clients, I always take time to understand their cultural norms and business practices—it's crucial for building trust. I keep my language clear and straightforward to avoid confusion, especially since idioms and slang don't always translate well. Ensuring we're on the same page after each communication helps avoid misunderstandings and shows respect for their culture.
The last step to building a strong relationship with a sales prospect who is geographically distant is to ask for feedback. This can help you improve your performance, address any concerns or objections, and demonstrate your willingness to learn and adapt. You can ask for feedback at the end of each call, or send them a survey or a questionnaire after a few interactions. Use open-ended questions that invite them to share their opinions, suggestions, and expectations.
Some great advice here...a few more thoughts to consider: 1. Don't neglect the team dynamic. What use to work in the office environment was the comradery that comes from being together and getting to know one another. We have a teams call first thing 3 times a week for 30 minutes. It is hugely productive. 2. Don't neglect the in-person: If you have an HQ, bring everyone together once a quarter. The benefits outweigh the costs. 3. If you lead a sales team, make yourself available to help close a sale, attend a conference. Get them comfortable with your presence and your support. 4. Set up a What's App group for the team, share ideas, articles, interesting topics. It doesn't have to just be work related.
Research where they live and work, find out what their hobbies and interest are, relate those to the resources that are near them. Make reservations and send them the tickets on the next holiday they have coming ie spouses Birthday.
Absolutely, asking for feedback from a geographically distant sales prospect is a pivotal step in nurturing a strong relationship. It demonstrates a commitment to improvement and a willingness to adapt to their needs. I usually seek feedback after a few interactions by sending a survey or a follow-up questionnaire. Utilizing open-ended questions encourages honest and comprehensive responses, providing valuable insights into their concerns and expectations. Actively integrating this feedback into the sales approach showcases receptiveness and commitment to tailoring solutions that align with the prospect's specific requirements.