Build Stronger Relationships and Shorten Sales Cycles with Video Conferencing ·
A great sales person knows the power of a positive interaction.
When it comes to making a sale, the more intimate the communication method, the more engaged the potential customer will be. That’s why emails rarely close deals, cold calls are still preferred, and face-to-face meetings are almost always the most successful.
But meeting in person isn’t always possible. With the rise of technology, goods and services can be provided over enormous geographical distances. This broadens the pool of potential customers for any sales person, but it also means relying on less personal forms of communication.
Technology may have made in person interactions more difficult, but it made face-to-face meetings easier than ever before. With the rise of cloud video conferencing, high-quality video meetings are possible on a wide range of devices.
In effect, video conferencing has become an essential tool in the sales arsenal, allowing for intimate customer interactions from anywhere.
Here’s how it helps:
Builds Stronger Customer Relationships
As stated above, face-to-face is the preferred communication for any sales person worth their salt. But it’s important to understand just why this is preferable to both the seller and potential customer.
The simplest, but perhaps most profound, is its novelty. How many times have you picked up a phone to have a cold caller on the other end selling something you’re rarely interested in? For many, this can be tiresome, and most seasoned sales people are used to the sharp click of a phone abruptly hung up.
Door-to-door sales people face a whole other set of problems. While they leverage the power of in-person interaction, their presence at a door unannounced can seem intrusive. Many prefer at least some barrier before being accosted.
This is where video conferencing really shows its value. Like an in-person meeting, it established a more personal connection with a potential customer, laying the foundation for a strong relationship. It’s no longer a disconnected voice over the phone, but a real person having a conversation.
And, unlike an unannounced knock on the door, video meetings can be scheduled and are generally less intrusive. This means you can get off on the right foot with a potential customer, allowing a strong relationship to form.
Shorten Your Sales Cycle
What’s the benefit of a strong relationship with your customer? Beyond a more pleasant sales experience for both parties, gaining the trust and confidence of your customers will help you shorten your sales cycles.
If sales has anything in common with journalism, it’s tight deadlines. Quotas have to be met by specific dates, and long sales cycle can be a struggle to cope with.
Video conferencing once again proves itself an ally to the time-crunched sales person. First, by building stronger relationships and developing a positive rapport with the customers, a sales person is able to move more quickly into proposing a definite solution. And, in turn, the customer will be more likely to sign a deal if they feel confident of the recommendations provided during the sales cycle.
With cloud video conferencing, you can leverage the interoperability and connect with customers over a wide range of platforms, meaning you can stay in touch frequently, and ensure it remains highly effective face-to-face communication.
This allows to move the process along more efficiently (and conveniently for the customer) meaning they will be in a better place to close.
Taking advantage of technology to improve the sales process is a time honoured tradition. Sales people were some of the earliest adopters of emails as a form of communication.
However, nothing quite replaces the benefits of face-to-face. That’s exactly why video conferencing is such an asset — it’s the next step in building stronger relationships with your customers, thus shortening your sales cycle and improving your business relationships.
Don’t wait — contact RP1Cloud today too discuss how video can help you sell.
Please sign in to leave a comment.