How to master video conferencing, part 3
Master how to drive business through using video conferencing to present
Prior to this are two video conferencing blogs to watch>>> see part one here…
9. Keep their engagement
If you want to keep your client’s engagement this is what you need to do… EARN IT!!
- How do you earn it – make it about them! Get them talking, they are then a participant, an active contributor in a two-way conversation and not a passive observer being ‘talked at’.
- Give them your full attention. When someone is in rapport with you, they will match you. So, if you permit distractions, it’s saying they too can allow distractions. So, no looking away to a different screen for notes – even looking down at a note pad can be swapped for touch typing on a word doc which is placed up near the camera.
- The camera is your friend, stop looking at yourself, rather keep eye contact with your client. It’s OK, you look fabulous.
- Make the interaction all about them, ask them questions, listen – be present – ask more questions, seek to understand their situation. Ensure the order and sequence of selling is intelligent questions first, listen to understand, listen some more then lastly, pitch your perfectly aligned solution. You don’t know what they need, want or desire until they have explained that, so you need to be all ears and no mouth.
- Prepare as if it’s a face-to-face presentation (which it is) in other words, if something you were going to show the client now isn’t applicable (as you have just gathered further intel about their situation) then dump it. You should have a tight compelling reason for them to use your services. Anything that doesn’t fit needs to go or it becomes distracting. This means you are adapting as you go.
- Heighten your awareness. Read what they are saying and what they are asking. Observe when did they lean in or lean back, when and how did they ponder and consider what you said?
- They need to be 100% sold if they are to sell it onto someone else. They need to be your ambassador if they are to get someone else to ‘buy’ into it. So, check your timing and don’t rush off the VC call. Too many people leave the ‘selling’ to the email. Whilst on a VC call you have 100% of their attention so ensure they have bought in to you and your solution.
- Is it appropriate to record the call? That’s up to you. If you check that the client is OK, then flick it on. Whilst it does mean you can go back and learn from the conversation, it also means you will double up on time, so choose wisely who you do this with.
- Be professional. How you act, behave and communicate is going to be what they are buying into. If you say you are going to do something, then do it. You are saying ‘I’m reliable, I’m going to do what I said I’m going to do’.
10. Post VC
If your VC meeting was an exploration, review your notes, and if you recorded the meeting download and review it. You may cringe at how you sounded. Watch it again, learn this time, see what you may have missed and call them back. Get as much exploration as you can before you send over a final solution.
If the VC meeting was delivering your solution, then ensure you follow up with appropriate notes, answering questions and clarifying the offer. Be timely on this. You are, at all times, demonstrating that you are efficient and effective.
Considering ‘sales’ is really just a normal conversation where they need something and you have that something, the conversation should flow organically through
to a sale. The conversations should be seamless and natural. If they don’t have a response for you straight away, then hopefully the engagement has been such that they will openly tell you what’s happening next.
Learn and improve each time. Smile, we are lucky to have this technology. Be fabulous.
Register for our upcoming Video Conferencing Webinar for tips on how to communicate effectively and with results >>>>
Smarter Selling is sales and mindset coaching for high performing leaders and teams