How To Sell Virtually
Shirlene Reeves PhD
I help you & up-coming entrepreneurs achieve business and financial success through my EZ Yes Program. Awarded Top Business Coach and Motivational Speaker of 2020 by IAOTP
Since the pandemic has put a hold on our physical activities, organizations and entrepreneurs are adapting to the new normal of virtual selling. Everything at this moment is online; meetings, networking and 1:1 appointments. But the big question is, what should aspiring entrepreneurs do to thrive in such a competitive environment? This article will provide you with some practical steps I use to keep the money flow coming.
Determine your target market.
Your first step is to pinpoint your target market. If you don't know who your people are, it’s almost impossible to sell because you aren't speaking in a way that will get their attention or hold their interest.
Prospect and fill in your funnel
Your target market drives your marketing efforts. However, it’s imperative that you avoid diving into sales once as soon as you meet your potential client. It takes time and effort to build trust and confidence. Consider these three goals when speaking to anyone you meet:
>> This person will do business with you
>> This person is a referral to someone else who pays you a referral fee
>> This person will open doors to new business for you
Thinking in this way means that everyone you connect with has significance. All you need to do is figure out which of the three goals works best during your conversation.
Where to find your clients
Many of my clients say, “I don’t who where to find my clients. I don’t even know where to start looking.”
Here are a few ideas for where to find your clients.
- >> Facebook groups: If you have a group or choose to interact in someone else's group, invite five individuals to have a 1:1 collaborative zoom chat with you.
- >> Online Networking groups: Keep in mind that networking attendees are a mixed target market. Still, spending time with people who do not fit in your target market would benefit you in the long run.
- >> Interact on LinkedIn personally: Remember, your goal is to build relationships and support each person you meet.
- >> Get on podcasts: Make sure to use the words and phrases that call your clients to you. They have to want to contact you for support.
Open Sales Conversations
Once you have decided on your target market and created the programs they have requested, it's time to begin opening sales conversations.
Selling online is hugely different. The connection is heard in your voice, felt in your inflections, and visually seen in the professionalism of how you present yourself. But first, you might want to take a few things into consideration;
1. Familiarize yourself with Zoom or other video conferencing platforms, so you feel confident and relaxed.
2. Focus and engage only with the person in front of you, so they feel important and heard.
3. Support the person you are speaking with to feel at ease with a smile and light conversation. Be prepared with three questions that relate to your business. No pressure, please.
Be engaging
When you have an opportunity to interact with a client hopeful, do not monopolize the conversation with what you do, and then try to sell them on the spot. Let them tell you about themselves while you use your focused listening skills. Your sales will be effortless when you take the time to build a relationship with the person before selling.
If you're interested in learning more about becoming an influential salesperson, I'd like to gift you my book, the '5 Top Secrets For Virtual Heart-Based Sales'. Some of the topics include Defining Your Target Market, Zooming Into Virtual Sales, Getting Your Clients To Call You, and much much more. Let me know how you like it. I'd love to hear from you.
https://get.heartbasedsalescourse.com/starterkit
#Business #Sales #Marketing #Heart-BasedSales