For example, video conferencing allows for more personal, face-to-face interactions with prospects; the medium lends itself to product demonstrations; and the ability to hold a conference without travel means you can accomplish more in less time and with less driving. While each of these are good reasons to start using video conferencing, having a smart strategy is even better.
Why Make the Switch to Desktop Video Conferencing?
Did you know that roughly 80 percent of non-routine sales happen AFTER at least five previous sales calls? That’s a lot of “no’s” in order to get that “yes.” What’s more, a huge chunk of sales people (44 percent) give up immediately and an additional 22 percent give up on the second no. Only about 8 percent stick around for the eventual win. By planning a series of in-person, phone, and video meetings and understanding that, in most cases, you’ll need to interact at least five times after the initial contact, you’ll have the opportunity to close more deals.
As you likely know, the most costly and time-consuming meetings are in-person, face-to-face meetings. Yet, they are crucial. The vast majority of sales people have indicated that they’ve lost sales due to a lack of face time.
Video conferencing allows you to get that precious one-on-one, face-to-face interaction with your prospects without the hassles of travel. Because of its ease of use, desktop video allows for more frequent contact, too. Like an in-person meeting, conversations are more nuanced, complete with facial expressions, body language, and other nonverbal forms of communication. By tuning into these cues, you can steer the conversation accordingly, overcoming potential objections or providing educational information based on the vibes the prospect is giving off. Plus, video conferencing is highly engaging, resulting in an increase in attention spans and stronger, more personal relationships.
Since you can share your screen with desktop video collaboration, presenting an existing PowerPoint, YouTube video, or product photos is a snap. You could even demonstrate a product your video call or take prospects on a virtual tour of your office or factory.
By engaging with your prospects more often, you can also decrease the length of the sales cycle, boosting your sales as a result.
Individual vs Group Video Sales Calls
Should you invite a single prospect or hold a group video sales call? It depends on the situation. For example, if you sell products to individual office managers, small business owners, or purchasing personnel, one-on-one video conferences are appropriate.
Group video sales calls may be necessary, especially if multiple people are involved in the buying decision. For instance, if you sell products or services to a school district, you may need to have the school principal, facilities manager, and the district’s purchasing manager on the line.
Using Video Conference Calls Before the Sale
Whether working with an individual or group, desktop video serves as a helpful sales tool before the sale. For example, you could use it to pitch a new product or service to a B2B prospect instead of scheduling a sit-down meeting. Since the pitch may only take 5 to 10 minutes of your prospect’s time, you may find that scheduling a video conference is easier and less intimidating to the prospect than scheduling an in-person meeting.
As mentioned above, you’ll likely encounter a series of rejections before the prospect finally converts. Thus, you need a plan to get past all of those no’s. Your plan may follow a specific sequence such as:
- An initial in-person meeting to introduce yourself and learn about the business
- A video conference to gather requirements and / or share relevant research applicable to the prospect’s business
- A video conference to meet other decision makers, build rapport, and demonstrate your solution
- A phone call to answer general questions
- A third video conference with one of your engineers to answer technical questions
- A video conference to educate and expand upon the benefits of your solution
When your prospect finally says “yes,” what better place to go over and finalize the terms of the sale than in a video conference?
Using Video Conference Calls After the Sale
Desktop video remains valuable long after the sale. Common uses include:
- Client onboarding and product training
- Following up to make sure the product or service is working as expected
- Providing support as needed
- Sharing additional resources and information helpful to the customer
- Staying in touch
Using Video Conferencing to Supercharge Your Sales Team
Did you know about half of all sales managers lack the time to train and develop their sales teams? Not only does video conferencing free more of your time so you can focus on your team’s progress, it’s an effective medium for learning.
Likewise, imagine if each member of your sales team were able to hold two-to-four more sales meetings per week consistently. With additional training and extra and more frequent meetings with prospects, an increase in sales is an expected outcome.
Desktop video conferencing is an easy-to-use, affordable sales tool that can become a strategic sales asset. Your prospects don’t need any fancy equipment, and will likely appreciate the time savings afforded on their part as well. Build stronger relationships, stay at the top of your prospects’ minds, work your way through the buyer’s journey, shorten the sales cycle, and increase sales by adopting video conferencing today.
“3 Ways the Newer Generation of Video Conferencing Benefits Sales Organizations.” 2017. BlueJeans. Accessed July 25. https://www.ivci.com/wp-content/uploads/2016/07/Sales_eBook_3_Ways_the_New_Generation_of_Video_Conferencing_Benefits_Sales_Organiza.pdf.
“How to Improve Sales Calls with Video Conferencing – Highfive.” 2017. Accessed July 25. https://highfive.com/blog/how-to-improve-sales-calls-with-video-conferencing/.
“Video Conferencing for Sales Reps Should Be a Requirement – Why Face to Face Is Still the Best Form of Communication.” 2017. Accessed July 25. https://www.edgewaternetworks.com/blog/2015/02/video-conferencing-for-sales-reps-should-be-a-requirement-why-face-to-face-is-still-the-best-form-of-communication/.
“Why 8% of Sales People Get 80% of the Sales | Marketing Donut.” 2017. Accessed July 25. http://www.marketingdonut.co.uk/sales/sales-techniques-and-negotiations/why-8-of-sales-people-get-80-of-the-sales.