Transferring from In-Person to Virtual Sales
Many businesses have had to close their doors for an extended period of time due to the pandemic. For most, this created a transition from your typical in-person meetings and sale interactions to more of a digital business world and digital business interactions. Virtual sales will continue to rise as technology keeps advancing, so you might as well get the training needed in virtual sales as soon as possible. The shift from in-person to digital isn’t always easy, but with these helpful tips, you’ll be a pro in no time.
Preparation: The first thing that you will need to begin any sale is PREPARATION. Virtual sales will require more prep time than your typical sales because your clients will not have a physical version of your product in front of them, and they will have more distractions than in your typical sale. You will need to know your product or service like the back of your hand to be able to explain what it is that makes this product appealing to your client.
Focus the Client: When you are in a remote sales situation, you will not be able to control the distractions that are in your customer’s environment. What you will have to do is make your client’s attention focus on you and not their distractions. To do this you will have to overpower your client’s distractions with interactive elements and visuals. Different colors, sizes, and animations will help draw them towards you and your product or service information.
Build that Relationship: Just because you aren’t meeting someone face to face does not mean that you can’t create a connection with your customer. If you have always looked after your customers when you were meeting in person, you will be just fine connecting with them digitally. Check up on your clients, see how they are doing, see how your product or service can help them. You don’t need to reinvent the wheel to build relationships with your customers digitally.
Prime the Customer: When explaining to your customer different aspects of your product or service, some information will be more important than others. With that being said, you will want to diversify the most important parts of your sales points. You will want your customer engaged during the whole meeting, but you want them to pay attention to what matters most. If you prime your clients before the important information, it will help them retain the information better. Identify the key information that you want them to know and intensify your priming sentences to build up a powerful choice of words for your next few sentences.
Many people will naturally forget most of what you communicated with them after a few days. With any sale, you will need to keep your clients engaged. Engagement through virtual sales isn’t necessarily more difficult, it is just different than what most are used to. Make sure that you go into a digital sale with plenty of preparation (especially if it is your first time). Focus the client on what matters the most by priming them before laying out the big facts and create that relationship with your customer. Believe in your knowledge and be genuine with your words. Take a deep breath, you will be successful with virtual sales, as long as you accept the change.