If you don't already know the fundamental tools, such as Zoom, LinkedIn, and a growing list of others, it's time for learn them. Quickly.
Beyond the tool sets, appreciate that we loose some bonding and rapport tools, such as some body language, that we traditionally leveraged. Moreover, it's not unusual for bonding and rapport to take longer when only online meetings are available.
2. Take advantage of the upsides of Online Meetings
All your online video meetings can be recorded. Take advantage of the opportunity to review your calls, observe and coach based on real-world interactions.
3. Don't be a sales person. Think about them first.
While this is not unique to online selling, the dynamics change. Your first engagement may be via social media, email or phone, and without the benefit of an in-person meeting.
Here's some basic building blocks you'll want to utilize
- Build social capital by giving and listening first
- Build relationships by staying connected
- Build authority by adding value
- Build intimacy by opening up and being personal
4. Refine Your Sales Process
Your sales processes needs to migrate, not transform. Examine if online selling will require more or less meetings from initial engagement to close. This is your new pipeline. Examine how your ideal customer profile should change. Examine which pain points are more important or less important in today's environment. Above all, adopt a sales process if you don't already have one.
While this is our fourth tip, it's certainly only a starting point. If you'd like more depth on the subject, we invite you to join our webinar, "How to Succeed at Remote Selling", available both on-demand or Live (June 17th).