How to sell almost anything virtually - 6 tips for successful virtual sales
I was interviewed by Kauppalehti Optio about how to sell products and services virtually. I agree that the Zoom fatigue we’re all feeling is real. But luckily with some tips you can hopefully enjoy your virtual time a bit more. Here are the tips on how to sell almost anything virtually and how to make negotiations effective.
Face the facts. It’s okay to say you have virtual fatigue. Remember - you can always just call or email! No need to organize virtual meetings every time.
Build trust. We generally trust people we know. So if you jump straight into your presentation or pitch, you’ll fail to build connections and build trust. In real life, you’d often touch base with the people you’re presenting to; you’d maybe have a cup of coffee before your presentation. In virtual environments, you should try to do the same. Start with some small talk. Ask about the weather, how the weekend was and stick to safe topics. No religion or politics unless you already know their take on these risky topics.
Prepare your tactics. Virtual meetings are more tactical than in-real-life meetings. You have to understand why these people are here to listen to you and what you can offer to help. Don’t waste their time (they’re like to also suffer from Teams-fatigue…). The worst you can do is to rely on your charisma! In virtual meetings, almost 80 % of your expressive power are missing as people can also see a portion of you. Think: What is the problem you are here to solve? How can you help them?
Make them FEEL. Stories are the best way to make people feel. Facts tell but stories sell! You should think about your stories beforehand - I for example have a few stories about myself and my work I can tell in different situations (short and longer versions). You can use a classic “hero’s journey” formula to build your stories. You can describe the problem you noticed in the world, how you started your journey to conquer that problem, what obstacles you faced, how you solved them and how in the end you put together this amazing service or product that solves the problem you stated with in the beginning.
Invest in tech. Good lighting and a good camera are the essentials. The most annoying thing to your audience is when they can’t see your face. Make sure you’re not in front of a mirror (it might reflect light) or in front of a window (back light leaves your face in the dark). Invest in a web camera if your computer camera is in an awkward place (like bottom of the screen) or has poor picture quality. And when you want to make that sale, try standing up! It makes you feel and look more confident.
Interact! This is the most important factor in selling anything. It’s not a monologue, people! Think about how and where you’ll ask people to share their views. Use tools like Mentimeter to ask questions. Don’t expect people know how to interact with you and the group. They might not have the courage to submit their views unless you tell them to! Start your presentation by letting everyone know how often you’d like them to comment, how you’d like them to ask questions and whether there’s someone monitoring the comments.
Not even the fanciest virtual studio set-up or smoke machines can save you unless you know how to interact in a caring way. If you don’t think about your audience first you’ll come across as arrogant. Audience first, everything else second.
Hope these tips are helpful! If you want to keep posted on more tips, sign up for my newsletter. And feel free to share this topic with your friends.
Lots of love!
Marjo xxx