Sales Leader in a Digital World
Urban Gavelin
Coach, Mentor, and Author developing Sales Leaders and Sales Organisations.
Building Trust Online: 3 Steps to Creating a Powerful Digital Presence
Today first impressions matter more than ever. As a salesperson or sales leader, it’s crucial not only to be visible online but to establish a trust that builds long-term relationships and drives business forward. But how do you do that without the benefits of face-to-face interaction? Here are three steps to building a digital presence that makes an impact in your online meetings and live sessions.
1. Make a Professional Impression with Thoughtful Background and Lighting Choices
Your digital workspace is as important as your physical one. When you’re attending or leading an online meeting, your background and lighting shape how others perceive you. A clean, organized background signals reliability and professionalism, while the right lighting makes you appear more engaged and present.
Background: Keep it distraction-free. A neutral wall, a bookshelf, or an organized office all work well. If you’re using a green screen, customize the background to reflect your brand, but make sure it doesn’t feel overly staged.
Lighting: Aim for soft, multi-directional lighting to avoid shadows. Natural light is ideal, but if it’s not available, a ring light or softbox can achieve a similar effect. Good lighting not only makes you look more professional; it also conveys energy and focus.
A professional and visually appealing digital environment helps establish trust from the start.
2. Build Rapport with Body Language and Eye Contact
Establishing rapport; creating a genuine connection with your client or audience, is essential for building trust. While it may seem harder to achieve online, it's far from impossible.
Eye Contact: Always look directly into the camera when speaking rather than at the screen. This creates the feeling of direct engagement, which is key to connecting with your audience or client.
Body Language: Your posture and gestures communicate a lot, even through a screen. Sit up straight, and make sure your hands and gestures are visible, signaling openness and enthusiasm. You might even subtly mirror your client’s body language, a technique borrowed from NLP that fosters an instant sense of connection.
By using these simple yet powerful techniques, you’ll show that you’re present, attentive, and engaged, all crucial to building trust.
3. Create a Credible Digital Profile by Being Active and Adding Value on Social Media
Your online presence goes beyond video calls. Your digital brand is shaped by how you engage on social media, especially on platforms like LinkedIn. To position yourself as a credible expert in your field, you need to be visible, relevant, and consistent.
Share Valuable Content: By regularly posting insightful and value-adding updates, articles, or videos on LinkedIn, you showcase your expertise and help your audience solve their challenges. This could range from sales trends to practical tips for running more effective virtual meetings.
Engage with Others: Posting alone isn’t enough. To truly build relationships and trust, engage with other people’s content. Comment, ask questions, and start conversations with both potential clients and industry peers. This shows that you’re committed to long-term relationships, not just quick wins.
Personal Branding: Highlight your experiences and strengths, both professional and personal. Authentic posts about your challenges and successes build trust and demonstrate that you’re a leader who walks the talk.
Being an active, value-adding voice on social media will not only strengthen your digital brand but also help you build deeper, longer-lasting relationships with your audience.
Summary
Building trust online is about blending a professional appearance with authentic engagement and value creation. By curating a visually appealing and professional space, engaging your audience with body language and eye contact, and building your personal brand on social media, you’ll create a strong digital presence that drives business and builds relationships.
Want to learn more about taking your digital presence to the next level? Join our upcoming webinar where we’ll dive deep into strategies for building successful client relationships online. Sign up here!
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