Video Call Mastery: 3 More tips to Elevate Your Sales Game

In today’s digital world, video call skills are a must-have for any sales professional. Building on our last newsletter, here are three more tips to help you rock your video calls even more. Ready to dive in? Let’s go!

1. Smile: The Power of Positivity

First off, never underestimate the power of a genuine smile. It’s the simplest yet most effective tool you have. Smiling makes you look more approachable and friendly, creating a positive vibe that can be contagious.

Plus, a smile can convey confidence and sincerity. Clients are more likely to trust and engage with someone who seems warm and enthusiastic. Even though they can’t shake your hand, your smile can bridge that gap and help you connect better.

This may seem obvious, but the next time your on a call, check your face,? does it say “I’m interested”?? If it scares you, then it will probably scare the prospect.

2. Ask Questions First and Lots of Them: Understanding Your Client

In our book, Sales Made Easy for Entrepreneurs, we emphasize the importance of deeply understanding your client's needs. Start your sales calls with open-ended questions like, "What are the primary challenges you're encountering?" or "What specific objectives are you aiming to achieve?" This tactic not only values their input but also provides crucial insights that allow you to tailor your conversation.

By engaging clients with thoughtful questions, you demonstrate genuine concern for their success, shifting the conversation from a generic pitch to a personalized discussion. What do we mean by thoughtful questions?? When you ask questions that are based on your understanding of their business, and your experience in their industry, you become more credible in their eyes and gain more engagement.

Don’t pitch on the call.? Treat it as if your in person.?

3. Book a Meeting from a Meeting: The Follow-Up Strategy

One great strategy to keep the momentum going is to always schedule the next meeting before ending the current one. This keeps the conversation going and ensures your client stays engaged.

Before wrapping up, suggest a follow-up to discuss more details, answer further questions, or present specific solutions. For example, you could say, “I’d love to dive deeper into this. How about we set up another call next week?” This shows you’re committed to their needs and willing to invest time in helping them succeed.

Booking a follow-up also keeps you on their radar and maintains continuity. It prevents them from slipping through the cracks and shows you’re organized and professional. For instance, propose, “I’d love to explore this further. Can we schedule another call next week?” This approach keeps you on your client’s radar and shows your commitment to their success.

Incorporating these three strategies—smiling, asking plenty of questions, and booking a follow-up meeting—can significantly boost your video call success. These tips help create a positive, engaging atmosphere, build trust, and ensure ongoing communication. Remember, successful sales are not just about what you sell but how you connect with your clients.

Hope these tips help you nail your next video call. Stay positive, stay curious, and keep the conversation going!

About the Author:

Robert Kinch is a Managing Partner at Get More Sales, a Fractional Sales company that finds you leads, builds your pipeline and most importantly closes your deals, gets you more sales with less risk. He has over 30 years of experience leading teams at companies like IBM and Microsoft, with proven results. The Get More Sales Predictable Growth Method systematically delivers growth to revenue challenged companies. If you are growth challenged - Rob and his team can help.