HARDISON’S TIPS – AUGUST 25, 2021 – Managing Virtual Selling in 2021-2
Changing Prices
Many companies cut their prices in 2020 to stay afloat during the pandemic. However, this can lead to even more losses for your company.
While this may seem like a good idea at first, it can cause more losses to your company that you would like. Avoid using the “last man strategy” as this can lead to your salespeople throwing discounts at prospective customers that don’t need them.
This article suggests taking a more creative approach with payment terms, contracts, or services offerings in order to maintain prices.
Use Data and Metrics to Keep Up with Sales
Ensure that your sales enablement team keeps track of your company’s activity in customer engagement (meetings, social media interactions), and sales. Virtual operations (selling, learning, events) don’t seem to be going anywhere anytime soon, so be sure to have a team of individuals who provide data and metrics on how your company performs virtually.
Use Virtual Tools to Keep Up with the Sales Team
Aside from using videoconferencing tools, having other virtual applications to communicate with your team is vital. This can include managing tasks, providing training, creating projects, and much more. Listed below are some tools that you may find helpful for your company.
- Google Drive
- Slack
- Basecamp
- Todoist
- Trello
- Evernote
- ZenDesk
These remote tools allow your company to stay updated and organized when in-person meetings are not possible.
Provide Materials to Customers Before a Virtual Presentation
While this may be something you or your salespeople already do, providing your prospective customers with information for them to review before a meeting is vital. This can be a time-saver and allow the customer to have already questions prepared to ask about your product or service. Technology can also be unpredictable. If the connection is terrible, providing materials ahead of time will ensure the customer still has the information they need about what you’re selling.
Conclusion
Remote work will only grow as we move through the pandemic, which means that virtual selling for the sales industry will be necessary for success. Knowing how to manage virtual selling for your business can boost revenue and strengthen customer relationships.
Social selling should also include having more in-depth conversations with customers. Unlike traditional selling, social selling has the intention to produce long-lasting relationships with customers. Social selling can be especially beneficial during the pandemic, given that current social distancing guidelines create challenges for traditional selling methods.
