63% of sales leaders think that virtual sales meetings are equally or sometimes more effective than face-to-face meetings.
75% of B2B customers prefer virtual sales meetings over traditional meetings.
64% of sales teams that have moved to virtual selling models have met or exceeded their targets by 2020, compared to only 50% who did not.
Numbers say it all. Virtual sales are what buyers want, what sellers like, and what drives revenue.
But what is virtual sales?
How do you get started with virtual sales?
What are some key tips that can help you outperform competitors?
Here are all the answers. Keep reading.
Virtual Selling – An Introduction
As we socialize online using text, image and video-based social media platforms, work and sales are shifting online. You do not want to be frustrated if you cannot get the right pitch so invest in a good capo. They don’t have to go to your store or office.
You can quickly schedule a meet through GoogleMeet, Zoom, Skype, Microsoft Teams, or some other video conferencing platform.
Or you can send them videos or emails. Regular audio calls are also often used. All this comes under the scope of virtual sales.
In a nutshell, any online sales talk or transaction without meeting in person is virtual selling.
- You go to Amazon.co.uk and see a picture of a product and buy it and upload it without seeing the seller is an example of virtual sales.
- When you sign up for a subscription-based online dance class, it’s also a virtual sale.
- And you are buying your insurance by comparing online options, this is also a virtual sale.
Why is virtual sales gaining ground?
Why do people want to meet each other from both sides of the camera and not sit at the table with each other?
Well, there are multiple personal, social and situational reasons for this.
- Some people are naturally shy. And for such introverts, private meetings can be stressful. Virtual sales meetings help them stay comfortable.
- The epidemic has made virtual sales a safer option. We all know the struggle to maintain the mask and distance. A video call or an online sales funnel is certainly easy.
- Moreover, buyers and sellers can reduce travel costs through virtual sales.
- Another advantage of virtual sales is convenience. You can stay in your bedroom, sit with a crisp shirt and your shorts (because no one will be able to see them!) And make a million bucks on a sale deal.
How to actually start selling?
Multinational corporations, small businesses, startups and even freelancers are moving towards virtual sales.
But how does one do it? Where does one start?
You start by redesigning your sales process.
Redesign your sales process – Quick 3-step guide to getting started
The sales process you used to sell personally will not work for online or virtual sales.
While the basics remain the same, you need to factor in certain aspects in order to sell remotely.
And here’s how you can redesign your sales process to actually start selling:
Step 1: Change the customer’s touchpoint
Did you rely on people walking in your store to start your sales pitch? That needs to change. Now you need to start your sales pitch when a potential customer visits your e-store or your website. You can be proactive and use social media and emails are the sales touchpoint.
Before we move on: To start a virtual sale, it is important to have a website. Even if you don’t sell anything directly from your website, your website becomes the face of your business in the digital world. If you don’t have a website yes, here is a 7-step guide that will help you create a website. And if you have questions about how you can get your website ranked higher, I’ve answered several FAQs in my SEO podcast. You can watch the video here.
Step 2: Codify your sales process.
Once you’ve changed and modified your sales process for virtual sales, make sure you have the proper documentation and reference material. This is especially important if you have a large sales team working for you. You want everyone to be on the same page, so it’s important to document the virtual sales process.
And yes, be sure to extend training to vendors and ensure that everyone involved in the sales process points to and adheres to the coded virtual sales process.
Step 3: Set virtual sales goals
Your salesperson gets 10 conversions per day and 2 of them get conversions per day. But now that they’re working online and actually selling, they might be able to meet up to 15 people. Thus, it is important for them to expect that they will convert 3 possibilities into customers
Depending on how the sales process has changed, you also need to change your virtual sales goals.
Virtual strategy improves your bottom line
Once you’ve designed your virtual sales process, here are some strategies you should follow to better see the following lines.
Note: There are many ways to sell virtual. However, today I will focus on virtual sales strategies through video meetings.
If you want to learn about virtual sales strategies for selling via social media, email or other digital channels, let me know in the comments section below and I’ll create a guide for that as well.
- Get the right sales tool – Choosing between Google Meet, Skype or Zoom is not easy. You need to look at their features in detail before committing. Also, you will need a virtual sales management tool (for example Salesforce) or a lead management system (such as Hubspot). You may want to do project and team management tools. Finding the right ingredients is just as important as finding the right ingredients for a recipe.
- Get ready – Yes, you do not have to leave your comfort zone to attend a virtual sales meeting, but be prepared. Professionalism is also important when you are closing the deal with your computer. If this happens to you personally, be prepared for the meeting.
- Communicate the sales process of the parties clearly involved – The process is new to you and the buyer. Be sure to make the process clear to the buyer as well. Let them know what will happen, how and when.
- Observe the interaction closely – What you read in the previous meeting can help you avoid the same mistake in the next. Monitor your interactions with potential buyers closely to gain effective insights on how to move forward with future leads.
- Make buyers feel comfortable – A simple email reminder about a scheduled meeting, a follow-up email after the meeting, sending your sales pitch deck to buyers before the meeting, and ensuring uninterrupted connection during the call হল these are just a few things you can do to keep your buyers comfortable and engaged.
- Relevant metrics track – Like traditional sales, make sure you are actually tracking relevant metrics when selling goods / services. With the right information, you can better prepare for the future.
- Don’t skim over the basics – Good video and sound quality, a problem solving attitude, knowledge about using video conferencing platforms and a ready salesperson are the keys to transitioning to the virtual world. Make sure you don’t skimp on anything.
With this, you have all the basic information about virtual sales and you can start your journey.
Before you go, here’s a breakup suggestion: Virtual Sales is best for staying here and if you take the time and strive to perfect your virtual sales skills. Feel free to experiment and learn what works for you and your potential customers.