“Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”
― Abraham Lincoln
Although face to face is often seen as the most desirable form of contact there are several benefits to video sales calls, and they certainly seem to be here to stay!
Surprisingly, video meetings require more preparation than ones in person. Spend time before your call, and don’t just wing it in the moment. Although you may be partially hidden behind your screen, your lack of effort will be loud and clear. Below we walk you through preparing for the perfect sales call – video style…
Why opt to go virtual?
An added upside to virtual meetups is the lack of travel. This allows more time for quality conversations and connections, but only if you utilise your added time to make the most of each opportunity!
Where to begin?
When swapping face to face meetings for video, it doesn’t mean that everything else goes out of the window. It is always worth remembering that the same rules apply to meeting online, as those you would naturally use for face-to-face conversations.
Once the date and time is set, send a confirmation email, with the video conference link and your agenda. If more than one person is expected on the call, state that too. Your time is as valuable as theirs, so make sure you emphasise the importance of everybody joining in.
My top tip (in person or online) is to always research the company and the person/persons you will be conversing with before your meeting. People like to feel important; research prior shows you are interested and invested in building a relationship with them moving forwards. That is always a rapport building winner!
Plan
Planning is vital for the smooth running of your call. Think logistics to start – if a technical glitch presents itself, are you prepared with a backup plan? Do you have an email address or phone number on hand to continue the conversation?
Have everything you need ready. Test the technology beforehand, as technical issues at the start of a meeting will delay timings and look unprofessional. Whilst testing your technology, check that you can share screens if necessary. Check your lighting and camera beforehand too.
Try to start as promptly as possible, whilst finishing on time. This shows you are respectful of their time.
Set objectives for the call
What do you want the outcome to be from this conversation? How will you get there? Use the notes below to help guide you:
M- What is the minimum outcome you want from the interaction? E.g you come off the call with something positive and a next step.
I – What do you intend to get from the interaction? This will be like above, but in more detail e.g a date to aim for.
L – What would you like to get from the interaction? As stated in the previous two points, you will get something positive, a next step and more detail. Furthermore, you will also come away with a ‘wow’ feeling.
The ‘wow’ feeling is when you know the conversation has gone well and benefited your business. Perhaps you have secured an appointment to meet again with more time allocated, or gained an agreement to see a demonstration. You may have even been asked to submit a proposal. Whatever it is, it means the sales conversation has been a great success!
Set your agenda.
Set an agenda for the meeting. What needs to be discussed? Have this written down to help prompt and direct the conversation. Know your story thoroughly so that you don’t stumble. Where will you take them in the conversation? It’s good to have an estimate of how long each point will take to cover, and to try and limit diversions.
On this note, have a think prior on how you will keep the conversation on track if it goes off on a tangent whilst conversing.
Getting stuck in and banishing nerves…
Practice! This will help you to look out for weaknesses in your conversation. You can even rehearse with a friend or family member.
Plan your opening statement and don’t forget to have a ‘hook’ to get their attention. What is in it for them? Why should they listen? First impressions are important here. You want to instantly get them intrigued and excited about your conversation.
Don’t forget to dress appropriately, as much as the idea of loungewear on your bottom, smart at the top may be appealing. Dressing professionally will help to get you in the right frame of mind.
Prepare some good questions to ask them. It’s also important to show an interest and to show you care. There won’t be the usual face-to-face visual cues to read, so be sure to use active listening skills, and give your attendee plenty of time to answer and interact back. The internet can cause a slight delay, so it’s important to pause after your questions.
You could always record the call and watch it back later to see how you can improve next time. Self-learning is never ending when it comes to profitable conversations.
Done and dusted…
If, during the call, a follow-up meeting is agreed, confirm the date and time during the meeting. This will help to gain commitment to that next step.
After the call, send a follow-up email as soon as possible, summarising what was discussed and what the next steps will be. This keeps everything fresh in your mind, as well as theirs and looks seriously professional.
In sales preparation is everything. If you remember that it is all about them, not you, your conversation will be focused and professional. You’ll be able to show genuine interest and leave them feeling valued.
If you’re looking to get back into the field, then head over to my blog post here. Get in touch today if you need more assistance with your profitable conversations.
