Wondering how to sell virtually?
This question has never been more important in today’s new economy…
Especially at times like now when you can’t actually see your customers face to face!
The lock downs and travel restrictions may have limited our ability to meet with customers.
Fortunately they don’t stop anyone from flipping from selling in person to virtually.
To make the shift, however, the first rule is to consider the science of selling, and how to apply it to virtual sales.
With more customers sequestered at home, forced to shift all of their internal meetings to virtual meetings, a shift has occurred.
Online and virtual meetings, once considered a nuisance and ineffective, have quickly become the norm. Your customers are no different.
In fact, I’d suggest that once this is all behind us, many, if not most, of your customers will prefer to have virtual sales meetings and presentations.
This shift, however, is not about converting in-person meetings to virtual meetings. It goes much deeper than that.
Selling virtually requires that we apply what we know about sales psychology to a virtual environment, when we aren’t physically present.
The Science of Selling
When you consider that most sales begin with a conversation and presentation, the belief for decades has been that trust and rapport are built faster and more effectively when meeting face to face.
This is particularly true for businesses that sell highly complex or expensive products, or customized services.
The reality is, however, that trust and rapport can be built just as quickly (and much easier) using online meetings and virtual sales strategies.
By making simple shifts in how you connect with your customers, and how you present your product or service, a virtual presentation can be just as powerful as a face-to-face presentation.
Virtual Selling Science
Considering the selling science above, shifting to selling virtually requires that we apply what we already know about the psychology of selling to virtual interactions.
There are five fundamental components to virtual selling science.
- When a purchase is made, the ultimate decision is made by a person.
- People buy from those they believe they know, like, and trust.
- Trust and rapport are built when customers believe that we understand their problem.
- Our solution must look unique or different from what everyone else is offering to pique interest.
- The decision to buy comes when the benefits of buying our product or service outweigh the investment and provide a significant ROI.
Keep in mind that each person who buys will approach these fundamentals differently.
Virtual Selling Strategies
Shifting to selling virtually requires that we apply these fundamental components to our virtual sales processes, aligning them to be as powerful as they would be in person, if not more so.
We must “perfect” the fundamentals in a new way to be successful in virtual sales.
Use the following foundational checklist for building trust and rapport when shifting from in-person to virtual selling:
- Hold a meeting virtually to ask questions “in preparation for” your presentation.
- Send periodic emails to check in and share insights that build trust and rapport.
- Include testimonials in your virtual interactions such as emails and presentations.
- Share stories and examples of your customers’ success in emails and social media.
- Present only once your customer has experienced your virtual selling preparation sequences.
- Present to your customers between the hours of 10 am and 2 pm.
- If lunch was part of your face-to-face sales strategy, send a gift card or lunch to your prospective customer.
- Align your presentation with anything learned from above.
These “foundational” points will ensure that you quickly build trust and rapport even when selling virtually.
Imagine, your sales are up and you haven’t left your desk, or flown on a crowded airplane.
By following the steps I’ve outlined above, you can make the shift to selling online. It begins with understanding how to take sales psychology and apply it to a virtual sales environment, shifting you from making in-person visits to capitalizing on the science of selling virtually.
© Shawn Casemore 2020. All Rights Reserved.