Not too long ago, sales reps had to travel miles from their office and spend multiple hours with prospects trying to finalize a sale, which didn’t even guarantee success. Luckily, those days are long gone thanks to virtual selling tools.
Now a sales rep can engage with customers from all over the world and increase sales for their company without ever leaving their office. With the right tools and skills, you can increase sales for your B2B business, completely virtually.
And if you’re new to virtual selling, we’ve gathered some tips that could be of great use to you.
Use the right tools
A good virtual salesperson knows the importance of tools, and the type of tool you will use will depend on the outcome you’re hoping to see.
Some of the tools you could find helpful include:
- Customer relationship management platform;
- Customer-engagement software;
- Video conferencing tool.
But if you want to go above and beyond, you need to use a tool that will help you create a great social selling strategy. As much as 78% of sales reps who are engaged in social selling outsell competitors who aren’t, so you need to come up with a way to engage people on social media.
It’s important to mention that social selling works differently with B2B and B2C customers. Since as a B2B company you sell exclusively to other businesses, you need to be active on a social media platform that is filled with other professionals. And that, of course, is LinkedIn.
On LinkedIn, you can make connections and create an extensive sales funnel if you use the right sales automation platform. With this platform, you can send 700 weekly invites, auto-invite and follow, easily find the right clients, and more.
Use videos as your primary selling tool
While you should use other methods such as social selling and email marketing, videos should be your primary selling tool for one simple reason. Viewers retain 95% of a message when they watch it in a video, and today’s consumers love to get their information this way.
If you’re relying on video calls for your virtual sales, make sure to follow Hoppier’s tips. You can use video aids such as sharing your screen, sending infographics, and showing images and documents on your screen.
You can also send presentation materials to your clients before the call takes place. This will allow them to prepare for your call and give you the chance to go into fewer details while focusing on the important ones. And if you run into technical details, you can fall back on these materials.
If you’re creating videos to send to prospects, make sure you personalize your pre-recorded videos. It won’t take you a lot of time, but taking that extra step adds a personal touch that shows you care about your prospects, not just their money.
Finally, don’t forget to add a CTA to every pre-recorded video you make. This will remind your prospects that they can immediately finish their buyer journey and start their relationship with you.
Keep a close eye on buyer interactions
One of the drawbacks of virtual selling is that it doesn’t provide you with the personal touch you get when you meet with a prospect face-to-face. However, just because these meetings aren’t in person doesn’t mean you can’t still assess what your prospects are thinking.
It’s easiest to do this with video calls. Keep an eye on the facial expressions and body language of your clients to see how they feel during your pitch. If you’re attentive, you can easily see how interested they are in the conversation and how likely you are to make that sale.
When it comes to emails, the best way to predict whether or not a prospect is interested is to track open and click-through rates. This will show you their level of engagement and overall interest. To make this easier for you, you can use email tracking software.
Invest money in your equipment
Even though you should always be on the lookout for strategies to keep your business finances healthy, there are some things you shouldn’t skimp on. And when it comes to virtual selling, you need to be prepared to get the best equipment money can buy.
First of all, you need to ensure you have a fast and stable internet connection that can handle video streaming and any program you’re using. You don’t have to get the most expensive one on the market, but you shouldn’t look to spend as little as possible.
This also goes for the accessories you will use during your virtual selling that will have an effect on the quality of your sound and video. This means you need to have a good microphone or at least a headset as well as a high-quality web camera if you don’t already have one built-in on your computer or laptop.
Final thoughts
Virtual selling isn’t a new concept by any means. However, when nearly the entire business world went remote in 2020, this type of selling took off.
Virtual selling comes with a lot of benefits and very few drawbacks, so if you’re willing to change up your style of selling, you should switch to virtual selling. Just remember to follow the tips you read about here and you’re good to go.
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