Lights, Camera, Sales

Posted October 2, 2020 in Sales

Adam Cole

A significant portion of work and socializing are still happening over video conferencing these days. If you’re in a sales role, you’re under some pressure because virtual selling practices are now the norm, since face-to-face sales meetings are not an option.

It’s been a good six months since the start of the COVID pandemic, so it’s worth a refresher about how to optimize your video sales calls. Here are few tips:

  1. Don’t assume that the people you’re meeting with understand the video conferencing platform.

    We are using different platforms like Zoom, Google Meet, Microsoft Teams and more. Some calls may start rocky because people are trying to figure out how to connect.

    In advance of the first meet, send out a meeting confirmation with a link to an explainer video. You can pull a video from the platform’s website or even create your own. Also, plan for a few extra minutes for things to get started so you don’t run out of time at the end of the meeting.

  2. To be or not to be on camera?

    Using your camera increases your close rate by about 10%, so use your camera! When setting up the meeting, set the expectation upfront that it’s a video call with a camera.

    In the subject line of your email calendar invitation, clearly state the platform’s name.

    In the body of the invitation, restate which conference call platform you will be using and include something like, “I have set up our meeting with Google Meet, so I will have my camera on; please turn your camera on too. I am looking forward to seeing you on Thursday.”

    Many people still are not entirely comfortable on camera, but you’ve got to build relationships and make sales, so be firm about using the camera.

  3. Sit up straight

    Be mindful of your posture throughout every sales call.

    When you’re sitting back or slouching on a video call, you convey that you’re not energetic or confident. Plus, it’s just not professional. You want to win this person’s business, so fully engage with them. Let them see that sparkle in your eye as you face them with your full attention.

    Try standing for your sales calls; it positively impacts your voice and manner of presenting. If you don’t have a standing desk, no problem, stack up some books or boxes.

Happy selling to all you sales superheroes!


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