Virtual sales pitches are as old as video conferencing technology. They've been crucial to so many users, however, until now. Virtually every salesperson has used video conference and remote meetings during the lockdown, once a top priority for international business. According to Simply Business, 1 in 5 small businesses has adopted new technologies to combat the effects of the pandemic.
While we may be returning to business as usual, it seems like this technology and practice will continue to exist. Gartner's recent research shows that remote working, a key catalyst for the rise in virtual meetings, will continue after the pandemic. Moreover, more than two-thirds of respondents (74%) intend to shift their employees permanently to remote work.
It can be challenging to close a sale via video. However, if done correctly, they can be very effective ways to do business. They also have their set benefits. Below I will show you how to create engaging virtual sales pitches, both now and in the future.
In any sales pitch, it is essential to tell the prospect about your product or service. It would help if you also highlighted its benefits. There are two messages that you need to convey.
Recent events will make stakeholders warier of disruption and cautious. Therefore, it is essential to show them that you can provide security. It doesn't matter if they need a reliable system or excellent customer service.
People are more conscious of how much they value their time and expect to leave a call feeling informed about your business. Flexibility and tailoring to the client's needs are crucial. It would help if you did your research on each company before you make a virtual pitch. Show interest in what they do.
Your message should be tailored to them. It will show that you are capable of meeting their needs and providing a personal service.
It can be challenging to win clients over, even if you are a skilled salesperson. It can be difficult to establish rapport with clients, keep their interest, and close the deal via videoconference using traditional techniques. But, it doesn't have to be complicated. Here are some simple ways to adapt your pitch, so you get the results that you want.
First, keep your pitches short. There is no doubt that you have a lot of information to convey. You're more likely to keep them interested in your presentation is simple. Spend more time at the beginning of the call to break the ice and emphasize the Q&A section. You can then gauge any delays or connection issues before you start your pitch. It will allow you to build rapport and get to know each other better.
A more extensive Q&A section allows you to provide more detail and conversationally, which is easier for potential clients to understand. In addition, it is possible to invite people to ask questions during the presentation, rather than waiting until the end. You can also allow them to ask questions during your presentation, which will give you more time and make the conversation less time-consuming.
It's easy to appear casual when using video conferencing. Although it's great to be friendly and approachable, you should still make an effort to present professionally. It would help if you were not too casual in your appearance, body language, and demeanor. You should also make sure the background is appropriate for your video, especially if you are working remotely.
Different companies may have other preferences when it comes to video conferencing software. Therefore, it's better to learn about all the software options than trying to force them to use the same one as you.
It would help if you also considered whether your software is being used effectively to tell your story. You can find new ways to communicate your message and can keep clients interested. Instead of just telling potential clients what you can do for them, use multimedia to show them and provide data via infographics and charts.
You can also use technology to impress the people you meet. You can use the technology to show off your VR products remotely, including screen sharing and embedded media. You can use all kinds of software and programs to accomplish everything you would in person during a video conference. Do your research to find out what is available so you can get an edge on your competitors.
Although virtual technology is an excellent tool for the tender process, it's best to practice. Hikes, errors, and any other issues that could hinder the accessibility and ease of your pitch may cause people to be put off. If you are going to take this route, you must be confident in your ability. It's also essential to make it easy for clients to work.
Remote work can lead to screen fatigue and burnout. Even if your presentation is engaging and eye-catching, it may be difficult for the recipient to concentrate for long periods. To keep them engaged, allow them to have a few shorter meetings, show respect and give them time to breathe.
You could propose the first meeting to understand each other and outline your company history and expertise. Then, please give them a brief overview of what you offer. Then, if they are interested, you could arrange a second meeting to discuss your tailored services and go further.
Although you might have used video conferencing before to present sales pitches, virtual meetings are here for the long term. So it's worth spending the time to make sure they are perfect. These tips will help you plan your ideal pitch and create more presentations.
Disclaimer. The opinions and views expressed in this article are the authors Judge Napolitano.
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