Virtual relationships aren’t new and neither are virtual business relationships. What is new are the expectations and the tools. Instead of in-person meetings, we are now expected to meet via Zoom, GoToMeeting, Facebook Live. Technology is consistently providing us with more and better ways to connect. We must now:
- Become comfortable with virtual-relationship platforms (social networking),
- Transition from traditional to virtual relationship-building habits and platforms,
- Learn and master the art and science of virtual relationship prospecting, creation and development.
- Have a good grasp of our current strengths and weaknesses in relationship-building so we can better understand what we need to improve upon in virtual relationship-building.
- Understand that the advent of pandemic(s) may greatly alter the willingness of prospects to meet person-to-person, thus changing the landscape of prospecting and selling forever.
“The web has one big drawback: It’s harder to connect on a human level with people when they exist in two dimensions on your computer screen or mobile device. You need to work extra hard to make sure you’re interacting in a way that allows you to build genuine, meaningful relationships.”
“People want to work with colleagues they know, like and trust. When building professional relationships with people online, consider the intersection of these three qualities: transparency, likability and credibility. Transparency lets people get to know you, while likability reflects their interest in you and credibility builds trust.” William Arruda Senior Contributor Forbes
This shift in the way we conduct business may have changed permanently and we must change with it. We need to understand and adapt to this cataclysmic shift so that we may be successful in this volatile new environment.
Here are the key concepts, practices and skills that should be considered and employed as you move forward growing your sales.
- Prepare yourself for the following:
- It will be easier for people to ignore you. It will take longer to connect.
- “Don’t look, act or sound like every other salesperson.”
- Develop a tenacious Will to Sell (watch video or click link) to be successful.
- Overcome any negative beliefs you have about virtual relationships: e.g. “I can’t sell virtually”.
- Whatever challenges you have in the normal course of selling, be prepared for those challenges to be magnified.
- Best Practices – you must have a set of best practices.
- Have a checklist for each meeting:
- Do a rehearsal prior to the meeting. Have any presentation pre-loaded and ready to show.
- Check that lighting, audio and video are all in good working condition.
- In advance, share your agenda.
- Be yourself- be vulnerable, transparent. Don’t dominate the conversation to fill space. Ask questions. Listen intently.
- Use virtual backgrounds if your room is a garage.
- Dress appropriately for the meeting.
- Be memorable and unusual in a good way
- Know what your competition is doing virtually. While you don’t necessarily have to compete, you should understand how your virtual room will be evaluated.
- Finish each meeting with a clear next step.
- Common issues:
- Camera Angle and Distance- Spend time to view how others will see you. Eliminate distractions and “nose shots”.
- Fumbling to find and load a source or presentation.
- Finding a good tempo; one that will hold audience attention.
- Any weakness you have in personal meetings will be magnified on camera. Your desire, commitment and outlook must be strong. Your SALES DNA must support building and selling relationships in a virtual model. (Score your Sales DNA)
- Hone your sales process and approach. Because so much at the beginning of the sales cycle/buying cycle lays the groundwork for the proceeding steps, gaining trust and confidence while operating virtually might take longer. For example- You might have to do a better job with Proof of Concept. Or Qualifying might require different questions. Remember to Qualify for Budget and Decision-Making.
Our Sales Growth Coach can help you leverage virtual tools!