Posted to Volacci's blog on February 21st, 2012

Get To "Yes" Faster with Video Meetings

Todd McCormick, CRO at Terminus, brings us our guest post for the week. You can find more posts by Todd over at his LinkedIn page.

As marketers, we love options. We love to be able to choose the best, most affordable solution. And the Internet puts so many of those options right in front of us, right now. This sheer volume of options and the fact that so much information is available without actually talking to someone has put the traditional sales pitch in jeopardy.

The conundrum, however, is that face-to-face meetings are almost always more effective, but can be expensive and time consuming. So how do you get your foot in the door? Online meetings are often a simple, cost-effective way to get face-to-face with prospects.

Here’s how to make the most of your opportunities using video, by overcoming objections and getting prospects to say “yes” more quickly and conclusively.

Common Sales Objections During Meetings

Typically, “No’s” are a result one of three common objections:

  1. You don’t understand your client’s needs
  2. Your sales pitch was weak or off the mark
  3. Customer’s lack of understanding about the value proposition

So, first keep these objections in mind by putting yourself in your customer’s shoes and tailor your pitch to avoid them.

Before Your Meeting

Set the stage for your virtual sales meeting by paying attention to the details:

  • Look the part. Jump into your meeting before it begins, turn on your video feed and make sure your hair looks good, you don’t have anything in your teeth (seriously!). Your head will be likely be front and center, so take a second to make sure it’s in order. Test your video to make sure it is feeding properly.
  • Clean up your office. Remove distractions and clutter from your background. If you have anything that will take the focus off of your pitch, remove it. If your office is in a high traffic area, you might consider moving to a conference room or another office for during the video conference.
  • Research your client. Figure out who they are personally and what their company is doing. Jump on Twitter to see what you can glean about their interests and personality. You can also spend a few moments prior to the meeting learning more about the client. Read about the initiatives their company is focusing on by checking out press releases, the company Facebook or Twitter page and website. Communicate this knowledge to them, but take some time to them questions to make sure you completely understand their role and what they do.

During the Meeting

  • Read visual and verbal cues. Video makes this possible. When you’re presenting, focus more on your customer than trying to sell yourself. Read their facial expressions, their tone of voice. Whether consciously or not, they’ll notice that you’re taking an interest in them and not just trying to push a sale.
  • Make it personal. Begin with a question about their family or their interests outside of work. This will bring the conversation to a human level. Some video meeting services allow you to see customers’ social media profiles. Read what they are saying on Facebook or Twitter and ask them about it. Be human.
  • Know when it’s a No—for now. Sometimes getting to yes means getting through a couple of no’s first. So whether it’s a customer’s temporary budgetary limitations or another objection, don’t be afraid to pick back up later with your pitch. They’ll appreciate your patience.
  • Ask great questions. Uncover the real opportunity with good, informed questions. Ask what your client’s reservations are, what is holding them back, and answer those reservations with facts and how you have helped other decision makers get to yes in the past.

With all of these tools, you can get to yes faster in your next video sales call. By getting your customers face-to-face and having an engaging discussion, you can overcome common objections and get to ‘Yes’ faster.

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