HARDISON’S TIPS – AUGUST 24, 2021 – Managing Virtual Selling in 2021-1
The COVID-19 pandemic has pushed many companies to move wholly or partially to work remotely to reduce the virus’s spread. With the uncertainty of when the world will return to some form of “normalcy,” sales organizations need to be prepared to navigate 2021 with the notion that most of their sales may still need to be done virtually. Embracing strategies to manage virtual selling in 2021 will enable your sales team to meet and exceed sales goals in the new year.
Keep Using Virtual Meeting Tools
Based on the fact that social distancing guidelines are still being enforced at the beginning of 2021, virtual selling continues. Videoconferencing tools such as Zoom, BlueJeans, Google Hangouts, etc., have been used more than ever since the pandemic began. Many people in the sales industry have reported being able to reach more customers than ever before. Aside from making sales, companies can also conduct team meetings or record presentations that can be used repeatedly for meetings with prospective clients.
Professionalism shouldn’t stop once you and your sales team are no longer in the office. The place you choose to conduct sales should look as if you are still in your office or business, and your salespeople should follow suit.
Here are some tips to spruce up virtual sales meetings:
- Use high-quality equipment, such as an HD camera or handset microphone.
- Add a green screen if your background isn’t professional.
- Have good lighting that doesn’t make you look like a shadow.
Become as comfortable as possible conducting one-on-one virtual meetings with customers, as they are an effective sales strategy during the COVID-19 era.
Develop Stronger Relationships with Customers
The inability of many salespeople to meet with prospective customers in the traditional, in-person format has made them find other ways to connect to develop personal relationships. The convenience of remote selling can allow salespeople to meet with customers they may have never met pre-COVID-19. Huble Digital states that virtual selling may also help a salesperson go more in-depth with a customer who has questions or concerns about the product or service they’re selling.
In your 2021 business plans for your company, make sure that social selling is included. Social selling can be defined as discovering and conversing with customers online. Salespeople are social selling when they engage with customers on social media platforms to speak about their products or services.