The SmallBizLady Buzz - Issue 182

Phone Calls vs. Zoom Calls - which is better for sales calls with prospects?

Whether phone calls or Zoom calls are better for sales calls with prospects depends on various factors, including the nature of your product or service, the preferences of your customers, the complexity of your sales pitch, and your communication style. Let's break down the advantages and considerations for phone calls vs. Zoom calls.

Phone Calls:

Simplicity and Accessibility: Phone calls are easy to set up and don't require any special software or equipment other than a phone.

You are initiating the call: An outbound call to your prospect can reduce the number of no-show appointments.

Quick and Efficient: Phone calls can be faster for simple discussions or quick updates, allowing you to reach more prospects in a shorter amount of time.

Considerations:

Lack of Visual Cues: Phone calls lack the visual element, which means you miss out on body language and facial expressions that can help gauge prospect reactions.

Complex Presentations: If your sales pitch is complex, visuals, charts, or demonstrations convey this information better than audio alone.

Personal Connection: While you can build rapport over the phone, video calls offer a more personal touch by allowing participants to see each other.

Zoom Calls:

Visual Communication: Zoom calls provide the advantage of seeing your prospects, allowing for better connection, understanding, and relationship-building. Sales calls can also be recorded for future reference.

Demonstrations: If your sales process involves showing products, software demos, or presentations, Zoom calls enable you to share your screen and provide visual explanations.

Body Language: Video calls allow you to interpret prospects' body language, facial expressions, and non-verbal cues, helping you adjust your pitch in real time.

Considerations:

Technical Requirements: Zoom calls require stable internet connections and devices with cameras and microphones. Some prospects might not be comfortable with the technology or may face technical issues.

Distractions: Both you and your prospects might face distractions during video calls, which could impact the focus of the conversation.

In general, for sales calls with prospects, Zoom calls often provide more advantages due to the visual and interactive nature of the communication. However, it's important to consider your prospects' preferences and the specific context of your sales pitch. Some prospects might prefer the simplicity and familiarity of phone calls, while others might appreciate the engagement and visual aspect of Zoom calls. A flexible approach that allows you to switch between the two methods is most effective. Additionally, hybrid approaches, like starting with a Zoom call to establish rapport and moving to phone calls for follow-ups, can also work well.

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Melinda F. Emerson,?“SmallBizLady”?is America’s?#1?Small Business Expert. She?is an internationally renowned keynote speaker on small business development, marketing and social selling. Melinda is also the president of the Quintessence Group, an award-winning marketing consulting firm based in Philadelphia, PA, serving Fortune 500 brands who target small business market. LinkedIn named her a Top Voice for 2019 in Small Business and Entrepreneurship.?In addition to being a former NY Times columnist, she is frequently quoted by media organizations including The Wall Street Journal, Fortune, MSNBC, CNBC and Fox News. She is the host of?#Smallbizchat?LIVE and The SmallBizChat Podcast. A prolific writer, Melinda has published more than 5000 articles on her blog?www.succeedasyourownboss.com. Her small business advice is widely read reaching more than 3 million entrepreneurs each week online. She is the bestselling author of?Become Your Own Boss in 12 Months, Revised and Expanded?and?Fix Your Business, a 90 Day Plan to Get Back Your Life and Reduce Chaos in Your Business.