Many people prefer purchasing things online nowadays. In fact, three-quarters of surveyed buyers prefer virtual sales over traditional sales.
If virtual selling is already part of your business strategy, you might want to ramp your efforts up. Here are 5 proven tips to help you increase virtual sales.
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Many people prefer purchasing things online nowadays. In fact, three-quarters of surveyed buyers prefer virtual sales over traditional sales. For buyers, this means that they can have more frequent communication with the seller because they need not meet in person. It’s also cost-effective and convenient, removing the need to leave their house or travel to purchase products or services. Lastly, purchasing online allows buyers to interact with more sellers. Through a simple call, message, or email, they can even converse with multiple sellers at once to find the best product for them.
If virtual selling is already part of your business strategy, you might want to ramp your efforts up. Here are some proven tips to help you increase virtual sales:
Acquire virtual sales training
While the time, effort, and resources needed to train people can make it a little tedious, virtual sales training is critical in increasing sales. A thought leader in relational and collaborative sciences, Keith Ferrazzi, notes how today's new virtual dynamic is an opportunity to recalibrate teams to be more collaborative and effective. With the pandemic increasing the number of prospects willing to purchase things online, virtual sales training equips employees with the right skills, such as persuasion and proper online presentation, to carry out their job more efficiently.
Repeat important points
According to neuroscientist Carmen Simon, customers will remember very little about your conversation, especially in this digital, information-filled era. They can only retain information for a few seconds at a time before it is replaced or distracted with new thoughts. This is why it's important that you repeat important points once every minute — especially if your sale is happening via a call. If you're selling products via email, repeat words that will convince them to purchase your product, such as the benefits it can give them. More often than not, your customer will remember the points you’ve made, positively impacting their purchase decision.
While this seems trivial, listening to what a potential customer has to say mid-sale can go a long way in convincing a lead to feel their value to your company. In fact, sales strategist Michelle Seger believes listening to your clients' thoughts and opinions is crucial, despite the consequence of a delayed agreement. This allows salespeople to know how to provide better service, explore how leads want to buy from the company, and make better deals moving forward. Knowing when to switch from selling to listening is key in securing sales.
Keep your social media platforms active
Social media is a convenient way for sales teams to potentially "seal" deals with prospects before even meeting them. After all, consumers and potential clients will visit your social media profiles before making purchasing decisions. It’s the most accessible way for them to get to know about your company and product, so these platforms must be active. As such, consistently publish relevant social media content regarding your products and services so potential clients stay informed.
Encourage product reviews
Finally, don't forget to tell your customers to leave a review if they like the product they've purchased. Product reviews can influence a potential customer’s buying decision more compared to star ratings alone. Apparently, it’s the text that makes a difference; without it, potential customers are not swayed. Thus, encourage buyers to leave a product review with their thoughts and experience. If you're selling a service, receiving a testimonial from them via email or virtual call (and posting it on your website) works just as well.
Virtual sales are becoming the preferred method of the majority of buyers. Hopefully, these tips help you satisfy leads and increase your sales.