Most Building Materials Salespeople Don’t Know How to Sell Virtually

When most of us started working remotely, we were counting the days until work would go back to normal.

What we’ve come to realize since then is that the new normal isn’t going to look like the old one. One of the big changes is that virtual selling is here to stay. Now that we have seen how efficient, convenient and affordable digital calls are, your prospects and customers will be expecting them. 

There’s only one problem: most salespeople don’t know how to sell virtually.

They can use the same message they used in person. They can give the same kind of pitch. They can put in the same amount of research.

What a lot of them can’t do is look presentable. 

Looking presentable in person is easy. You just need to pick out a good outfit and maintain your grooming habits. 

Over Zoom, it’s a little more complicated.

These are the extra steps you need to take if you want to be presentable on a virtual sales call. 

Improve Your Lighting

This is the biggest problem I see on Zoom calls. I’ve been on calls with people whose faces are so poorly lit I can barely make out their facial expressions.

Most offices are not set up for on-camera lighting. The trick is to make sure the sources of light in front of you are brighter than the ones behind you. 

Depending on your office setup, you might need to turn on a desk lamp or close the curtains if you’re facing away from them.

Get a Classy Background

Your background tells a story about you. Make sure it’s a good one.

Take your Zoom calls in a space that looks professional and doesn’t have too much clutter. The ideal background is a blank wall. A well-stocked bookshelf works very well, too.

Use a Good Camera

Your laptop’s built-in camera is fine for Skyping with your family members, but it’s not going to give you a high-quality image.

If you want to avoid looking blurry, invest in a decent webcam. They cost around $100 and will make you look much better.

Get a Mic

Like the built-in camera, your laptop’s built-in microphone isn’t great.

You don’t need an expensive Rode mic for virtual meetings. The headset with a mic that you use to make phone calls is good enough.

A proper mic will not only make you sound clearer, it will also eliminate some of the distracting background noise. Some even have noise-cancelling features, which is extremely helpful when you’re working from home or in a noisy office.

Test Your Setup First

Before meeting with a customer, get on a call with a colleague.

Get them to verify that your face is clear, you sound good and your background looks professional.

This will give you a chance to make adjustments before getting on a call that matters.

Be Prepared for the New Normal

In-person meetings aren’t going to disappear completely, but they will be less common.

Knowing how to sell on a video conference call is quickly becoming an essential skill. Understanding that being presentable online means more than wearing the right outfit already puts you at an advantage.