Virtual Selling: Best Practices for Mastering the Art of Sales

The art of sales has changed dramatically in recent years. Whether it’s due to the pandemic or simply the changing landscape of business, there’s no doubt that remote sales are here to stay. If you're a newbie in the virtual world of sales, or if you're looking to brush up your knowledge, this blog post is for you. We'll share some best practices for mastering your virtual selling skills, as well as tell you a couple of fantastic success stories from some industry giants. Are you ready?

Virtual Selling: Best Practices for Mastering the Art of Sales

Why are virtual sales important?

In today's business world, more and more companies rely on remote selling to drive revenues. There are many reasons for this shift, but the most important one is that virtual sales are more efficient and effective than traditional dealing methods. Why so?

Selling virtually, you can:

Reach a larger audience with less effort

With a remote sales team, you have the potential to open up your business to a whole new world of potential customers - a global audience. There are no geographical boundaries when selling virtually, so you can close deals with anyone, anywhere in the world. This gives you a huge advantage over businesses limited to working in a specific location.

Target your message more effectively

Another perk of virtual sales is their ability to help businesses reach their target audience more effectively. By identifying the right people and tailoring the message to their specific needs, you can increase the likelihood that they'll take the actions you want them to. What's more, modern virtual selling tools, including those for boosting up sales engagement and enablement, give businesses the ability to track customer interactions and metrics, allowing sales teams to further optimize their message.

Save on travel and other physical expenses

Many companies are now reaping the benefits of investing in virtual sales teams. Rather than incurring the costs of travel to meet with potential clients, businesses can reach them virtually through platforms like Whoosh or GoToMeeting. This can be a huge cost saving for enterprises, especially if they are seeking to expand their reach to new markets. Moreover, when you can save on travel and various office expenses, you can reinvest that money back into your business to ensure its growth.

Be more flexible

You may already consider your team is flexible enough but moving to telecommuting can make them even more flexible. Virtual sales can help them reach more customers, bypass scheduling conflicts, and close deals faster. Thanks to advances in technology, sales professionals can now reach a global audience with just a few clicks. And best of all, they can do it from the comfort of their own homes.

Build a personal connection with clients

The traditional sales process is time-consuming and expensive. Fortunately, these days sales reps can reach and connect with prospects in new and innovative ways. Virtual sales can help build rapport and trust with clients without the need for face-to-face meetings. You can use sales video conferencing to give prospective clients a tour of your product or service, or use online chat to answer any questions they may have. You can even use virtual reality to let them fully immerse themselves in the process.

Create a more positive customer experience

The goal of any salesperson is to create a positive experience that ultimately leads to a sale. While some people may be hesitant to buy something without meeting the salesperson face-to-face, the reality is that virtual selling can be just as effective as in-person sales. 63% of sales professionals prove that fact, according to a Hubspot study. In many cases, a virtual selling environment drives greater efficiency because the customer can easily research the product or service beforehand and feel more comfortable purchasing without any pressure.

Overall, remote sales are a great way to reach more customers and create a positive customer experience that can lead to more sales. So if you're thinking of switching to virtual sales, go for it!

Going virtual: what makes your business unique?

Now that you know the main benefits (yes, that's not all) of virtual selling and have firmly decided that it's exactly what you need, a little preparation is essential.

With modern technologies, it's now easier than ever to run a business entirely online. But what does this mean for your company? What makes it unique in the virtual world?

There are a few things to consider when moving to building a virtual sales process:

Ready-to-use website

As a business owner, you know that having an online presence is essential for reaching new customers. But if you're selling remotely, you need more than just a website. You need a website optimized for sales. It's your virtual storefront and first impressions matter. There are a few key features that your remote sales website should have to be effective. First, it should be easy for potential customers to find your site and navigate it. Second, it should have a clear and concise sales pitch that explains what you offer and why it's valuable. And finally, it should have a simple and efficient checkout process so that customers can buy your products or services with ease.

Product adapted to online sales

To achieve the desired results in online sales and reach a larger audience you'll need a product adapted for the virtual environment.

There are a few things you should do before you start selling your products or services online. First, you should prepare clear and concise product descriptions, high-quality product photos, and detailed FAQs. Secondly, you must be able to reach your target market online. This means having a strong online presence and using effective marketing and advertising techniques. Lastly, you must be able to close the sale remotely. This means having the possibility to accept online payments and delivering the product in a timely and efficient manner.

Proper customer service

Serving your clients properly is almost half of the success. According to the latest Zendesk data, 81% of consumers state that after getting a positive customer experience they are more likely to return for another purchase. However, with remote selling, there is often a disconnect between the buyer and the company. This can make it difficult to provide the level of customer service required to build a satisfied customer base. However, by implementing a few best practices that we'll cover later, businesses can provide their consumers with the level of service they need and deserve - no matter how far away they are.

Trained specialists

Another critical thing you should do is to make sure you have trained sales specialists on your team. With the right training, your employees will be able to sell effectively to customers wherever they are. They'll know how to use the latest technology to their advance, and be able to build strong relationships with buyers even if they're not in the same room. Luckily, there are plenty of great resources out there to help you build a remote sales team. From online courses to training programs, you can easily find many ways to get your team up to speed on the latest selling techniques.

Powerful software

Sales reps working remotely need not only sales experience but also powerful and reliable software to track their leads, make appointments, stay organized and close more deals. But with so many options on the market, it can be hard to choose the right solution. So what can you include in your toolkit:

  • CRM platform
  • Online meeting app
  • Email client
  • Messenger
  • Scheduling app
  • Call center service
  • Data-gathering platform
  • Sales enablement service

From CRM software to video conferencing apps, these tools will help your virtual sales team close deals no matter where they are.

7 best practices to speed up the virtual selling process

Virtual selling can be a great way to reach new customers and grow your business. However, it can also be a bit challenging to get the hang of things, especially if you're new to the process. But don't worry - with a little bit of practice, you'll become a pro in no time.

Here are 7 tried-and-tested practices to guide you on your way:

1) Learn to love the video call

At first, the idea of selling over video chat can be daunting. How do you build rapport with a prospect who isn't in the same room with you? How do you read their body language?

But with a little training, you'll be surprised at how easy it is to close deals through video calls. In fact, you might even come to prefer them to in-person meetings. Here are a few tips to get you started:

- Check connections. Make sure you have a strong signal and a good connection. No one wants to be on a call with a fuzzy signal or constant interruptions.

- Control the meeting length. There are two types of meetings: those that feel like they go on forever, and those that fly by and leave you wanting more. You should definitely aim to hold only the second type. Scientists say that the ideal meeting length for everyone to stay on the same page and drive expected results is 15 minutes.

- Find a way to cope with the video call fatigue. Feel anxious about an upcoming video call? You're not alone! According to HRExecutive, 38% of participants in their survey claim they’ve experienced video call fatigue at least once since the start of the pandemic. Fortunately, modern video meeting apps, like Whoosh, are aware of this problem and trying to make video calls as comfortable as meeting in reality. Whoosh offers AI-powered touch-up tools, virtual backgrounds, and other handy features to make you love video conferencing.

2) Pay attention to your environment

Audio and video are increasingly important in sales as we live and work online more and more. Plus, studies show that people prefer to buy from companies that offer a "human" touch, even if that touch is virtual.

So how do you create a virtual sales environment that is engaging, personal, and human? Here are a few tips:

  • Use high-quality audio and video equipment. This will ensure your voice and image are clear and professional.
  • Look around your environment. Make sure your background is neat and tidy. You want your prospects to focus on you, not your messy kitchen or home office.
  • Dress the part. Even though you're not meeting in person, it's important to dress as if you are. This will help you feel more confident and professional.

3) Use social media to your advantage

In a highly digitized world, social media is a powerful tool that businesses can use to reach new audiences and drive sales. By understanding how social media works and how to use it to your advantage, you can open up a whole new world of possibilities for your company.

Here are a few tips to get you started. Use social media to:

  • Connect with potential clients and nurture relationships
  • Create a community of customers and followers
  • Drive traffic to your website or online store
  • Create and share content that educates and informs your audience
  • Promote your brand and show your potential customers that you’re an expert in your field who they can trust.

4) Define your ideal customer profile

By understanding who your ideal client is, you can more easily create messaging and content that resonates with your audience.

Think about what your ideal customer looks like. What are their demographics? What are their interests? What needs do they have that your product or service can help with? Once you have a good understanding of your ideal customer, you can move on to creating content that will attract them to your business.

5) Remember that body language is still important

You might not think that body language is vital during a virtual meeting - after all, your prospect can't see you. However, if you're taking part in a video call, body language is still important. It conveys your confidence and authority and can help build trust and rapport with clients.

To make sure your body conveys the right message, there are a few things you can do. First, ensure you sit up straight and have a good posture. This will make you look and feel more confident. Second, make use of hand gestures to emphasize your points. Then, make eye contact with your prospect – they’ll see your gaze and it will help to build a connection. And finally, keep smiling. It truly makes a difference.

6) Be prepared

The customer is always right - but in the world of virtual sales, they're also always listening. This means you need to be prepared before every call, be able to anticipate their needs, and deliver a top-notch performance.

Here are some tips to help you prepare for a virtual sales call:

  • Do your research. Before a meeting, you should know everything about your customer. Who are they? What do they do? What are their pain points? The more you know, the better equipped you'll be to address their needs.
  • Plan your pitch. You should have a solid idea of what you're going to say before you even start talking. This will help you stay on track and make sure you hit all the key points.
  • Learn every detail about your offer. Know your product inside and out and be ready to answer any question the buyer may have.

7) Give your community a platform

In today's world, sales teams constantly look for new and innovative ways to reach and engage potential clients. With the rise of the internet and social media, prospects are now more informed than ever before and have more options to choose from.

So how can sales keep up? One answer is to give your community a platform that is both powerful and affordable. Virtual sales apps like Salesforce and HubSpot offer sales teams a way to reach and engage potential customers on a more personal level. By using a virtual sales platform, teams can reach their target audience from anywhere in the world, at any time.

3 virtual sellers who conquered their niches and drive revenue

Loom and Braze

What is Loom?

What is Braze?

Loom is a simple, powerful, and easy-to-use video messaging app that lets users record short video messages and share them with anyone.

Braze is a modern customer engagement platform aimed at helping brands to deliver more targeted, timely, and relevant messages across various communication channels.

 

Problems:

  • Not a diversified marketing mix that lures not enough leads
  • Lack of video content
  • The need for an affordable video service to create content without hiring a production team

Loom solution:

  • Create and post diversified new video content daily
  • Product video and other content with high ROI and at a low cost
  • Assist internal teams in their operations

Results:

  • +1,800 unique page views
  • +18% of blog post readers
  • More than 100 videos were created for the price of one
  • Enhanced keyword indexing and boost in MQLs

Zoom and Brauz

What is Zoom?

What is Brauz?

Zoom is the most widely-known video conferencing service with 191,000 enterprise customers.

Brauz is an Australian-based global retail platform, specializing in video commerce, online retail, and in-store reservations.

Problems:

  • The need for a more advanced video platform
  • No possibility to try on clothes live
  • No designer or stylist online consultations
  • Inconvenient purchasing process

Zoom solution:

  • Live Connect video platform based on the Zoom functionality. This platform allowed users to shop at various stores from the comfort of their homes, get professional assistance from real stylists, and safely pay for their purchases online.

Results:

  • Retailers got their conversion rates over 60%
  • A video channel has increased average transaction levels by five times, compared to other channels

RingCentral and 24 Hour Tees

What is RingCentral?

What is 24 Hour Tees?

RingCentral is a cloud-based telephone system that enables businesses to make and receive calls, faxes, and hold conference calls using VoIP.

24 Hour Tees is a custom t-shirt company that specializes in producing high-quality custom-printed t-shirts in a quick turnaround time - 24 hours.

Problems:

  • No automated processes
  • Not enough flexibility in business communications
  • A remote team experiencing a lack of internal communication

RingCentral solution:

  • Automation tools provided by the RingCentral API. They are AI-powered and integrate with other apps the company uses
  • Business numbers that allow for hassle-free international calls between remote team members

Results:

  • The company saved on hiring 4 additional full-time employees
  • Routine processes like confirmation email or text messages are automated and don't require any assistance
  • 24 Hour Tees has launched a sister company with the same team and resources

Wrapping up

Selling is art, and like any art, it takes practice to master. With the right mindset and approach, anyone can follow this rough path and achieve the desired results. Just like in-person selling, the key is to be knowledgeable about your product, understand your customer's needs, and be able to build rapport and trust. By following the best practices laid out in this article, you'll be on your way to becoming a top-notch virtual seller in no time.

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