If you’re someone who is used to closing the deal face-to-face, the remote work movement could be difficult for you to cope with; but you should consider polishing up on your remote sales tactics. Prior to COVID-19, remote work was gaining momentum across many industries and companies of varying sizes and now 82% of U.S. businesses have incorporated flexible work locations. It’s becoming increasingly clear that this will change the way we do business forever.
If you’ve recently transitioned to remote work, you’re aware that it comes with its own set of challenges and getting into the groove of remote sales may prove to be difficult at first. There are obvious challenges such as creating a work-conducive space and keeping to a schedule, which we’ve discussed here, but what about the changes specific to your sales strategy? Here are a few things to keep in mind:
You can tailor your virtual demos, so they are essentially the same as your in-person presentations with minimal tweaking. Remember to prepare – and not just your run of the mill customer research. You’ll want to do a few test runs with whatever technology you’re using and get comfortable in front of that webcam. It’s easy to get distracted with your monitor in front of you, and you’ll naturally want to look at everyone’s reactions but be sure to look directly into the camera as often as possible. If possible, place your camera as close to eye level so it’s more natural. Your customers will also appreciate a meeting agenda since this is new for them too!
Here are some tips on how to present yourself on camera.
Sharing the value has never been more important. It may be difficult to understand a certain product through a virtual demonstration but as long as you know the needs of your customers, don’t wait hit on these points to keep them engaged.
Since you won’t be able to read the room as accurately, and your customers may not want to interrupt, but sure to pause and ask for questions often. Lastly, make your call to action very apparent. Your customers should know exactly what to do next. Providing a link is an effective way to end your sales call.
Needs for customers across the board have changed since COVID-19. It’s important to keep in mind when doing remote sales that your goals and what you’re trying to accomplish from the call may be vastly different from what your customer actually needs now. Your strategy prior to the pandemic could not only be ineffective but considered a nuisance.
As mentioned previously, it’s important to share the value of what you’re offering early on – and have the confidence that it’s what your customers are interested in. If you’re coming from a place of wanting to help and subduing your urge to be overtly salesy, you’re on the right track.
Focus on the Long-term
Sales quotas can be stressful, and you may be inclined to implement a more aggressive approach if you find yourself playing catch up. If you’re attempting to close deals by the end of each month, you may need to shift your focus to a longer-term sales mindset. Building relationships is critical will benefit you in the end. If you work on those relationships, they’ll turn into a wide-spread referral network and you’ll have no problem with your monthly quota.
Stay patient with your leads and keep following up.
Final Thoughts on Remote Sales
Whether you are permanently transitioning to remote sales or this is a temporary situation, you don’t necessarily have to lose your sales momentum. Practice your demos enough so you’re comfortable with your webcam, ask for feedback so you know you look natural which will help your customers feel more at ease and can concentrate on your product. Be empathetic and anticipate the changing needs of your target audience. Reevaluate what you’re offering and why. It may be a matter of slightly changing your description of your existing products. Keep working on those relationships – just because your customer does not buy now, does not mean they won’t later! Make the most of remote sales by perfecting your techniques and adapting to the new business landscape.