Become a Sales Ninja over Video Calls!

In wake of the current pandemic, video conferencing has become the new norm over the last twelve weeks. Virtual Team Meetings, Happy Hours, birthday parties of our colleagues, business meetings, HR events, and even virtual weddings have become commonplace for nearly everyone across the Globe.

But still very few people known to me, have leveraged the Video Calling technology for closing deals or conducting sales meetings effectively. They still feel that when you can’t meet in person sales can be difficult to navigate, especially for B2B deals. Moreover, I see that managing Sales Teams remotely is seen as a headache.

I tend to disagree with that, and I feel that Video can be perfectly leveraged to not only close deals but also to increase the number of sales meetings. 

The other way to look at it would be to acknowledge that the world of sales is fast paced and extremely aggressive. This is especially true considering the current economically challenging times we live in, thanks to the pandemic. With these uncertain economic conditions, sales teams must re-evaluate their strategies properly in order to achieve any respectable level of success. In other words, adding the capacity to close the deal over video calls is crucial.

But is it possible to truly sell over video? I would say YES to that and in today’s article I would like to explain more about the same.

However, before diving into how that, let’s consider why you should start using video as part of your sales process if you aren’t already.

Why Video could be a boon for your Sales Team

With in person meetings not possible in these times, you are left with tools which can be used for remotely persuading your prospect. Phone calls and emails are two available options to you but with these mediums of connection you have no idea what the other person is expecting, or how they’re taking in the information you’re giving them in real time. 

With video calls, which is the third option available you get more insight into what the person is thinking and feeling in that very moment. You can see their reaction & look for both verbal and nonverbal cues, and then respond appropriately by changing course if needed. 

Moreover, every salesperson is sending emails and making phone calls right now. A prospect's inbox is only getting bigger & bigger with time, and it will start becoming increasingly difficult to stand out and get a prospects' attention.

If, on video, your prospect seems uninterested or confused, you can re-frame your point with a different angle or ask for their inputs to get them involved. 

If the person on the other side is nodding and appears attentive rather than confused, you know you have the go-ahead to keep talking instead of backtracking to spend more time elaborating or clarifying a point.

Also, when your prospects are able to see your face, they’re able to form a more human-to-human bond with you. 

The combination of face-to-face interaction over video call plus a dynamic presentation creates an environment where you can easily grab and hold your prospect’s attention.

And it works the other way around too, just like yourself even they can see your expressions & better grasp your sincerity, which increases your chances of building trust with them. Ultimately this leads to faster sales cycles with higher closing rates.

So, let me narrow down the key reasons that you should consider making those Sales Meetings over Video Calls with your Leads and Prospects

1. Establishes trust with a prospect and customer

A video is an excellent tool for building trust with prospects and customers. It can feel more authentic to viewers than written content or a phone call. It allows others to put their eyes on the salespeople and choose whether or not to trust them.

2. Saves time when crafting your pitch

As salespeople, you get asked some questions more than once. Create pre-recorded video responses to those questions and then you can use them whenever that question comes up. This will save you from writing the same email answer every day or answering it over the phone repeatedly. It obviously saves commutation time compared to in-person meetings

3. There is a personal human bond Created

Video lets you tell a story that can help prospects and customers connect with you, your company and your offering. A good story also makes people think about what’s being communicated.

As more of your prospects and customers get comfortable with using video to connect & conduct business during the pandemic, you can use this as an opportunity to expand your sales skills and adapt your sales approach to embracing a more virtual way of selling.

Now that you know why you should take the plunge into video calls for your next sales call, let’s talk about how to do that most effectively. 

Before your video sales call

• Create an agenda: Make sure to create and share the agenda for your call so that everyone involved can feel prepared for the conversation. Also take the initiative to walk them through setting up the video call, if they need help
• Know your audience: Have you profiled the buyer persona to fit your prospect into? Have you done enough background research about your prospects? You must make sure you know as much possible about your prospect to best steer your conversation in a productive direction.
• Double check your attendees: Cross Check to see if you included everyone on the invite that should be included & how many accepted the invite. Also send out a quick reminder and helpful hints for how to join the meeting.
• Dress Sharp: Even if you’re working remotely, when on camera for a sales call, dress to impress. 
• Create a professional ambiance: You must set up the stage for success. Take a look at your surroundings where you will be during the video call to ensure a professional-looking backdrop. Your customers will likely (even if subconsciously) make judgments based on this.

Taking the time to prepare before a video will help you make a great first impression and put both you and your attendees at ease. 

During your video sales call

• Pay attention to user engagement: You should constantly try gauging if your prospects are interested in what you’re saying or not. Paying close attention to their engagement level will help you steer the conversation and respond in time. For example if you’re trying to explain about a feature of your product or service and your prospect appears to have a bored look on their face, then quickly move on.
• Take note of nonverbal cues: Did the idea you discussed elicit a smile or a nod? Or was it a raised eyebrow and look of confusion? Based on the reaction you get, you can adjust as needed. This is one of the great things about using video.
• Record the call: Make sure to record the call. Doing so allows you to be present during the conversation and not so worried about taking notes to remember every little detail. As a bonus you can also use this as a great training and development tool for yourself and your team.
• Remember to mute: Whether there are multiple people in the meeting or just you and your prospect, muting your microphone while the other person is talking will help minimize distractions and keeps the conversation flowing.

Overall, just like you’d pay close attention to the reactions and responses during an in-person conversation, video allows you to do the same so you can tailor the conversation.

After the video sales call

• Send a recap of the meeting: You must send a follow-up email in a timely manner that recaps your conversation. Following up is essential to keeping the conversation moving and build momentum for sale.
• Share content: Using content to create a follow-up communication is a great way to avoid the dreaded “just checking-in” email with prospects who’ve gone silent. Do you have a quality piece of content that you can share to help support what was discussed with your prospect? If not then create some short videos using professional equipment you most likely already used for the video call.
• Schedule your next meeting: Get your prospect to schedule the next step. Send them an invite immediately following the call so you both have it on your calendars.

The follow up after a sales meeting with a new prospect can be critical, and the key is to always focus on adding value. Every piece of communication after a meeting should include specific information that could interest the prospect about their industry, and the problem you are trying to solve for them.

Conclusion

Sales and marketing have greatly evolved in the last few decades, and that’s all thanks to technology. Selling through a video call isn’t anything new, but it has quickly become the “new normal” for all front-running sales professionals who continue to try & overcome the challenges brought on by COVID-19.

As video becomes a permanent part of your toolbox as a salesperson, you need to continue to adapt your sales process and strategy to effectively include video. 

As more and more of your prospects and customers embrace video, the better you’ll be able to leverage video calls to foster stronger relationships, achieve faster sales cycle, and close more deals.