Think about the first time you drove a car. Nerve-wracking, right? You didn’t know what every knob and lever did. You might have had to triple-check which was the gas and which was the brake. You weren’t sure how you’d ever manage to watch the road and check your mirrors frequently. Now? You drive like a pro - easily navigating traffic and changing conditions. You understand each road sign and its meaning, and you can get to where you’re going without any fear.
Virtual selling is not much different than driving a car. You might not feel confident at the start, but with practice (and some lessons), you’ll be a pro in no time.
To help get you started, we have put together our best tips on virtual selling meeting etiquette.
How To Get Started With Virtual Selling
If you’re not quite sure what virtual sales really are, make sure you read “What is virtual selling?” first.
Now that you are spending your time at your desk conducting sales, rather than out in the field, it’s critical that you set your office space up for success. Whether that’s an at-home office or your desk at your company office, it needs to be a space that is effective.
- You need great audio. People will forgive a lot of errors during a virtual sales meeting, but choppy and inconsistent audio? Forget it. Do not use the built-in microphone on your laptop or desktop. The quality just isn’t the same! Furthermore, internal microphones pick up on all background noise - not just your voice. Be sure to invest in a separate microphone and headset. It doesn’t have to be expensive, but it does need to be external.
- You need great lighting. If it looks like you’re in a dark and dingy dungeon, nobody will feel inspired to stay on the virtual sales call with you. Consider purchasing a ring light, a soft light box, or a studio light. Consider drawing curtains over your windows, as the time of day will change the lighting in your office. Instead, create consistent lighting with a dark room and lighting fixtures.
- Always be on video. A virtual sales appointment is not the time to kick your feet up and turn your camera off. Making a connection with your lead is critical - and showing yourself is a big part of that!
- You need a great background. Whether it’s real or just a static image, put some thought into your video call meeting background to make your virtual sales call feel inviting and comfortable.
Virtual Sales Etiquette
Now that you’ve got your office set up for virtual sales, it’s time to start booking those calls! Many of the basics of sales etiquette apply to virtual selling.
The number one sales skill is active listening. But how do you know someone is actively listening to you? In a traditional sales environment, you can watch for body language cues. For example, when someone is pointing their feet towards you or angling their body towards you, they’re interested in what you’re saying. But in a video call virtual sales setting, we can only see a portion of the person in the frame.
When selling to people virtually, call on them by name and ask a direct question about their thoughts and opinions. Rather than saying, “Does anyone have any questions?” (which inevitably will lead to everyone looking down, or away, and certainly not asking any questions) try calling on someone by name.
“Do you have any questions, Cynthia?”
“What are your thoughts on this, Robert?”
This encourages active listening, engagement, and ensures people won’t check out of the call. Another method to keep your leads engaged on a virtual sales call is to look into the camera. It sounds simple - it is - and it’s also effective. It can feel a bit strange to stare into the camera, rather than look at who you’re speaking to, but think back to our car analogy. In no time, it becomes an automatic habit to direct your eyes upwards to the camera (or rearview mirror) without missing a beat of what’s happening. This is a helpful method to indicate your engagement to others.
Your body language is as important as that of your leads. Since a video call limits what you can see, you will need to make some adjustments to your own body language to appear engaged and effective.
- Sit close to the camera. Lean in! Look directly at the screen - and camera. Ask yourself, “Do I look engaged? Is my appearance indicating I am engaged?” Leaning in is a great indicator of being hooked on a conversation - you can replicate this by sitting closer to the camera, not leaning away from it.
- Use hand gestures. When we speak with our hands in a traditional sales setting, we will usually gesture around our waist height. With video conference calls and virtual selling, you’ll want to move your hands up to shoulder-height so the video sales tool can capture your gestures.
- Be positive. Don’t cross your arms over your chest, lean away from the camera, stare off-screen, look like you’re about to interrupt when someone is still talking, furrow your brows, look bored. All of these are important in traditional sales and virtual sales settings!
If you need some help practicing your sales techniques on a virtual sales call, we can help you boost your confidence and prepare for your next sales meeting. Book a free 20-minute sales strategy session where a team member will help you navigate to the best solution for you and your virtual sales team!