Your prospect is cooling off... warm them up again by video conference

Below you will find 5 tips and tricks for a successful sales process using video conferencing.

With winter and its virus, new business managers are facing difficult conditions. The number of new clients and signed contracts is affected by this new reality, which is dragging on… This means developing new sales approaches that incorporate the now unavoidable video conference!

The key to successful business-to-business selling is building a strong relationship of trust.

As we avoid face-to-face meetings, we depend on video conferencing to develop this relationship with new prospects. Building a personal relationship through a webcam requires a specific methodology to succeed.

This means that if you have the opportunity to initiate new relationships (through inbound or outbound marketing), as soon as a door is opened... it is up to you to occupy the room. If you don't have enough open doors, ask us how!

Here we briefly describe the process to follow once a contact has been established (the open door) and the aim is to turn that contact into a relationship (occupying the room) and into a client (redecorating together😉).

To get there, here are the 5 tips and tricks that lead to a sale in a digital environment, through online meetings, for B2B sales.

⏳Manage the CYCLE

Video conference contacts are shorter and the atmosphere is sometimes less warm. That is why we advise you to increase the number of contacts in order to win trust. The sales process may seem longer because of the number of contacts, but it is up to you to manage their timing.

We are all used to having more meetings in a week than before (back when we travelled to meet each other)... so make the most of it and define each possible contact, its content, its objectives and its conditions before moving on to the next contact

☝️Prepare the GROUND

When a prospect expresses interest in a video conference meeting, send the invitation link.

In an accompanying message, ask whether you may send more information before the meeting starts. In fact, you are already starting a first conversation.

To build personal trust, invite your prospect on LinkedIn and so share your profile before you meet.

Reconfirm the appointment a few days beforehand (definitely not the day before)

⚙️Master the TECHNOLOGY

On the day of the video conference, it is important that all the technical aspects are in order:

• Is there a good internet connection?
• Is the picture good?
• Is the room tidy?
• Can I share my screen?
• Are the presentations ready?
• Is the screen at eye level with the camera in the centre?
• Am I on time?

👥Build a personal RELATIONSHIP

Break the ice quickly.
You are in their office and they are in yours… in short, you are already sharing something very personal.

Switch to first-name terms at the right moment to speed up the personal relationship while remaining professional.

⏱Manage the TIMING

Respect the start and end times; don't overrun. The aim of the first video conference is not to sell, but to initiate the next step, i.e. a 2nd, 3rd or even 4th contact. Bear this in mind when you write the script for your video conferences, giving each one a precise objective.

It is important that these contacts follow on from one another according to the timing you have in mind, but which will ultimately be decided together.

Would you like to explore these topics further and adapt your sales approach to your markets?

👉 Discover the corresponding consulting and training programme here 👈

We look forward to contributing to the success of your next video conferences...