As more organizations offer work from home flexibility, sales professionals are finding ways to adapt their approach to connecting with prospects and customers.
Fortunately, there’s a simple tool that can help sales reps meet with potential customers, contacts, and employees from anywhere in the world. If you guessed that we’re talking about video conferencing technology, then you’re right on the money.
While email and messaging can be useful for day-to-day communication, when it comes to sales, video meetings are hard to beat. It’s not just a useful tool for meetings. When used to its full potential, video conferencing can help you fill up your pipeline and close more sales.
Here are five ways leveraging video meetings can make you a more productive and efficient sales professional.
1. Video meetings allow prospects to put a face to your name
One of the biggest benefits of meeting clients in person is that it allows you to build rapport and trust with a new contact. Research suggests that only 7% of a message is conveyed by words—the remaining 93% consists of tone of voice (38%) and body language (55%). When you’re just communicating over the phone or via email, it can be hard to express yourself fully.
Video conferencing allows you to meet face-to-face so you can see how your prospect is responding to your pitch and adjust your approach accordingly. It also helps your prospects remember you as you’ll no longer be just another email in their inbox. They can see your face and form an impression of you, which can go a long way in building and maintaining a strong, professional relationship.
2. You can meet more decision makers via video conferencing
When you’re trying to meet with customers and prospects in person, it can be hard to get one key decision-maker to commit to a time and place, let alone a whole team. And if the company you’re working with is mostly remote or has key team members in different locations or time zones, coordinating in-person meetings can be nearly impossible.
Video meetings allow you to meet your clients where they are. For example, with RingCentral Video, attendees can join a video meeting with one click from any device of their choosing, making it easier to meet with people on the go.
And even if the stars don’t align and you’re not able to get everybody you want to meet with on the same call, video conferencing makes it easy to check in with your prospects by booking follow-up meetings or answering any questions they might have for you.
3. Win over customers using screen sharing
Regardless of whether you’ve built an initial relationship with a prospect and told them all about the features and benefits of your company’s product, nothing compares to a live, in-depth demonstration. Screen sharing gives you the ability to do walkthroughs, answer more questions, and even assist with setups.
Similarly, you can also share presentations and other collateral (videos, infographics, datasheets) as part of your video conferencing sales pitch.
4. Meet with more clients without having to travel
From gas mileage to plane tickets to hotel fees, meeting in person isn’t just costly—it’s also restrictive. After all, there are only so many partners you can visit in a single day. Plus, being on the road or constantly in and out of airports can be physically and mentally taxing, making it even more difficult to be productive on the job.
However, with video conferencing, sales reps can meet with a lot more people in a smaller time frame, as they don’t have to physically go out and meet with each one. This means reps can widen their territory and discover more potential customers. They can connect more quickly, which can help them meet their goals and hit their sales targets faster than before.
5. You can speed up your sales cycles and spend more time building leads
In today’s fast-paced world, productivity is the name of the game. We all want to do more in less time without adding extra stress to the mix. Sales teams are no exception.
When sales reps don’t have to meet with customers and prospects in person, they can use that extra time they would’ve spent on the road to connect with even more potential leads and fill their pipeline.
Additionally, the right software won’t just help you cut down on travel time. With RingCentral Video, joining and hosting meetings is simple, because users can hop on a call with one click without wasting time fussing with downloading applications and setting up software. Users can also connect on any device, so reps can connect with a prospect when they’re on the go or vice versa.
Once they’re on the call, sales professionals can cut right to the chase with a live demo complete with engaging visuals and content-rich presentations. They can also create tasks and action items for themselves during the call so they can get to work right away. Post-meeting, sales reps can quickly share meeting highlights with prospects or schedule a follow-up call to see how they’re getting along.
Drive sales with video conferencing
Sales is all about building strong client relationships, and even without all the bells and whistles, this is where video conferencing shines. You can connect face-to-face with people all over the world and do so in a way that saves teams time and money. When you can increase the capacity of your sales team, close deals faster, and generate more revenue for your company, everybody wins.
Want to see what your organization’s sales reps can do with a seamless video-conferencing experience? Check out RingCentral Video to learn more.
Originally published Apr 11, 2020, updated Aug 10, 2020