After a bit of experience in sales, you’ll notice that most buyers don’t decide based on logic. Most people decide to buy based on how they feel during their encounter with your product. They’ll later justify their feelings with logic. That’s why using face-to-face video conferencing tools is the best option when in-person selling isn’t possible.
Want to know how to sell effectively on video? Here are a few secrets to help you create that ready-to-buy emotion on a video call.
Sell a Feeling, Not a Product
During HubSpot’s pitch contest, G2Crowd gave a spot-on demonstration of selling of a feeling, not a product—in a 20-second elevator pitch. Although G2 is a software company, in this pitch, they’re selling authenticity. They’re not selling an SaaS solution; they’re selling the experience of hearing “real reviews from real users.” Listen for yourself here.
Position Your Capabilities
As top consultant Andy Raskin wrote in an essay on the greatest sales pitch he’d seen all year, “you’re Obiwan and your product (service, proposal, whatever) is a lightsaber that helps Luke battle stormtroopers.” You can watch him analyze that pitch in-depth at HYPERGROWTH 2018 here.
Video conferencing tools make it possible to slay those monsters in real time via product demos. When you give your demo, be sure to frame it as a story. First, show the monster—the problem your prospects are facing. Then, “slay” that monster before their eyes, showing the before-and-after and how your product brings peace and tranquility out of the chaos. At the end of your presentation, your audience should feel relieved that your product or offering came in to save the day.
One great example of this comes from Xactly, which automates the commission process for sales teams. This Xactly rep entices potential buyers with the promise of “getting you off an Excel spreadsheet or a home-grown, cumbersome system.”
Set the Stage
A video call is an opportunity to perform. Just as a rockstar prepares the lighting and stage setup in advance, a rockstar salesperson sets the stage for a video pitch. Take ownership of the “environment” in which you’ll be pitching. In other words, in advance of a call, you should:
- Test the lighting conditions: If the room is either too bright or too dark, you might look shadowy or washed out. If you can, optimize your lighting by bringing in a lamp, changing the angle of the screen, or setting up a laptop near a bright window.
- Control the soundscape: Distracting sounds can kill the ready-to-buy feelings you’re working to produce. Do what you can to eliminate background noise.
- Clean up the area in the frame: Throw away that empty coffee cup in the background, and get cables, papers, or other messy objects out of the way to keep the attention on you.
Trust Your Tech
None of the above work is worthwhile if your call is going to be sabotaged by subpar audio quality, a spotty video connection, or other technical difficulties. Make sure you can trust your video conferencing tools to work flawlessly—every time. That’s how you can ensure a consistent professional presentation.
We can help with this part. Businesses of all shapes and sizes are using GlobalMeet to communicate with more than 100,000,000 people day in, day out.