In-person meetings are important, and this is what sales like, what gives energy. But now, none of it is possible. We may need to resist the temptation to binge watch Netflix. But what for? How can we be productive in these times? How can we optimize our time and continue selling during social distancing?
So, the question is “How to sell in a time of Fear, Uncertainty and Doubt?”
Correct? Then, take a few minutes and read on. Watch the recording of our webinar “Selling from home”
Grow relationships by putting the customer first
Genuinely caring about your customers is more important than ever. We therefore not only need to maintain contact but also build deeper relationships. As we probably have concerns, our customers do as well. About the general situation, but also about how to maintain their business afloat. If our products and solutions can support their business, they will certainly be open to hear how we plan to continue deliver what is valuable to them. However, this will not work by talking about our business and products like ‘talking brochures’. More on this in our blog: ‘Are your sales people like talking brochures?’
They will be curious to hear how (fast) we adapt to the new situation and how we can help them adapt faster as well. So, reach out and have authentic remote conversations geared towards getting past the current challenges.
Become an expert in video conversations
You want to focus on the quality of the conversation, not the channel. If you are not used to video conversations through Zoom, Webex, Teams, FaceTime or other platforms, practice with family, colleagues or friends. Make sure to properly install and test your audio and video. You don’t want the line to drop, or have trouble hearing what customers say. Ask feedback on your tone of voice and body language. Test how close or far from the camera you need to be in order to respect the personal distance, exactly like in face-to-face situations. Don’t forget that 97% of our communication is non-verbal.
If you’re familiar with video, whatever the amount you dedicated up to now with customers, double or even triple it. Your customer doesn’t just need your product or service. Your customers need to know that you’re available and that you care!
Don’t prepare but be prepared
Prepare video calls even better than you do for live meetings. Content-wise and appearance-wise. Review your notes from your previous touchpoints and prepare conversation scenario’s. You also have to prepare physically and mentally. Some even dress up as they would on a visit in order to feel in ‘working mode’. All fired up. Everybody is working from home today, so there is no dress code as long as you are in ‘visit’ mindset.