Master how to drive business through using video conferencing to present
Prior to this blog there is part one – watch it here>>>
5. Get the client onboard Video Conferencing
OK, so now you need to ensure you are very clear as to what is in it for your client when they jump on VC. You’re fully aware of the benefit to you – but clients are not after that, they need to know the value to them. VC is a slightly higher bar to scale than a phone call. For most hopping on a call is seamless and easy. Clients even carry that device around in their pocket so they can call or be called at anytime. VC on the other hand requires some planning, clients need to feel presentable and not multi-task.
Draw up a list of why instead of a phone call, VC is better for them, peel off a powerful sentence and use it. You need a compelling reason, so they want to engage and want to listen. Practice your sentences, as you need to sound confident, in control and certain (not desperate and needy).
6. Be slick
Not often I say that, but I mean you shouldn’t be making a big deal about jumping on a video call. I often email a client back with ‘great, I can chat then, here is a zoom link if you are able to jump on, makes it easier to show a few things I think may be of value’. You have to reduce or eliminate the mental barrier and make
it seamless, obvious and natural as then you project same. Reduce the font size when copying and pasting the essential meeting link details, removing any of the unnecessary information. I’m implying, this is easy, jump on.
7. Be prepared
Practice. Sit tall. Ensure you look act and behave professionally. Do you have
food in your teeth? Removed all distractions. Turned off your phone. Turn off your computer notifications (no ‘pinging’ when an email arrives). Check you have a professional looking background in your room and you have got the lighting on your face (being backlit is a sure way to look dodgy). Remember you are building trust here! You have all the videos, content, material etc. that you may require either easily accessible or already minimised on your desktop. Your desktop is clear and organised.
If you are showcasing your wares and sharing the screen, let’s quickly discuss your desktop image. Consider if it’s a new client and you are scratching around for a rapport then you could use your own desktop to create some banter (well, that depends on what it is – keep it professional!). If not, best to be plain – the focus and attention needs to be on you and what you are showcasing, not on the zebras crossing the savannah.
8. Be sold
Being sold or not sold on your solution is going to come across in your posture, voice and language. It will come across in the questions you ask them and how you welcome questions back. Most notably it will be in what you say and how you say it. You need to be sold on what you are selling plus the investment (the cost). If in doubt, get someone else to explain. You need to be 100%, upside-down, inside-out certain of the value it will bring them. You also need to know where else they can get a similar solution and what the differences are.
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Smarter Selling is sales and mindset coaching for high performing leaders and teams
