The last 5 years have created a unique opportunity for salespeople. There has been a shift in the customer perception of meetings and sales calls. Today, we find the C-Suite executives we contact no longer are asking you to show up in person. They prefer a video call. Why? They can get on a call quickly, don’t have to travel, and can deal with business and move on to the next thing. The downside of this shift, is that if you don’t take the video calls as seriously as in-person visit, you can blow it.
We spend a lot of hours every day on video calls selling our clients solutions. We have had success closing prospecting, working the pipeline and closing deals, all on video calls. Here are a few techniques to consider to keep your calls professional and effective.
Video Call Rapport: Research The Business & The Prospect
Before you get on the call, visit their LinkedIn profile: where they live, their city, their interests. Look for commonality to initiate the call. Don’t just jump into business. Make a connection.
Next, take the time to research their business. Understand their industry, their challenges, and their goals. Show them that you value their time and are genuinely interested in helping them succeed. Mention specific details about their company during the conversation it will create an instant connection and build trust. For example, you might say, “I noticed that your company recently expanded into the European market. How has that transition been for you?” This approach not only demonstrates your knowledge but also opens the door for a meaningful conversation.
Listen More Than You Speak
One of the most common mistakes is talking too much about your product or service. Focus on listening to them. Ask open-ended questions and let them share their needs. This not only helps you understand their situation better but also makes them feel heard and valued. It adds credibility when you understand their how their business works, and you ask relevant questions. Remember, the goal is to build a relationship, not just make a sale. By listening actively, you can tailor your pitch to address their specific concerns, making your solution more relevant and appealing.
Don’t Pitch Your Product
While it might seem counter-intuitive, avoid jumping straight into a product pitch. Instead, focus on understanding the prospect’s needs and offering solutions to their problems. Share success stories and case studies that are relevant to their situation. This approach positions you as a trusted advisor rather than just a salesperson. For instance, you could say, “I worked with a client in a similar industry who faced the same challenges. Here’s how we helped them achieve their goals.” This method not only builds credibility but also makes your prospect more receptive to your solution.
Look at the Camera
This may seem obvious, but it is the number one thing that can disconnect you from the prospect. We have all been on a call where we are staring at the side of someone’s face because they are looking at another screen.
Eye contact is crucial in building trust and rapport, even in a virtual setting. On a video call, make sure to look directly at the camera rather than at your screen. This gives the impression that you are looking into the eyes of your prospect, creating a more personal and engaging experience. It might feel awkward at first, but with practice, it will become more natural. Remember, your goal is to replicate the in-person experience as closely as possible.
Smile and Have a Natural Conversation
A genuine smile can go a long way in making your prospect feel comfortable and at ease. It conveys warmth and friendliness, which are essential in building rapport. Be yourself, show enthusiasm, and let your personality shine through. This authenticity helps in creating a connection and makes the interaction more enjoyable for both parties.
Mastering video call sales requires a combination of preparation, active listening, and genuine interaction. Follow these five simple steps to drastically improve your results. The key to video call sales mastery is making the virtual experience as close to the in-person as possible, because people still buy from people – even if they are miles apart.
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