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5 Must-Dos For Engaging Sales Prospects
August 6, 2015 by Zoom

There is a lot of advice out there for sales professionals. Inside sales, outside sales, introverted sales people, inexperienced sales people, “non-sales sales people,” and so forth can get advice from bloggers, Ted Talks, webinars, and more. But having never sold a day in her life, this blogger went straight to the source for virtual sales: the successful, dedicated, awesome Zoom sales team, who spend all day Zooming with prospects and customers. We asked for their trade secrets and this is what we learned…

shutterstock_1567923261. Get Face-to-Face

Every experienced sales person knows that face-to-face communications are essential. You can sell in person 10x better than over the phone. Say your client has just gone silent in the middle of the meeting. Are they deep in thought considering your proposal? Are they speechless with joy? With displeasure? Did they space out and forget they were in a meeting just now? You won’t know if you can’t see their face! Face-to-face, you can read their body language and facial cues. Face-to-face meetings also allow the customer to see you, to internalize the fact that you’re a real human being, with a family and friends and a mortgage, and not just some faceless, disembodied voice trying to sell them software or paperclips or whatever it is you sell.

But, you can’t spend your entire life traversing the country (or planet) to meet with your customers in person. And frankly, there’s no point when you can just open up the Zoom app and start a HD video meeting with your customer over your computer, tablet, phone, or conference room system. Even if you’ve only been traveling locally, you could still meet with several customers over Zoom in the time it takes you to go to and from one customer site. You get all the benefits of face-to-face with the efficiency and cost savings of never leaving your desk!

Of course, it always helps to visit your key accounts a couple times to close a big deal, make sure everything is smooth sailing, and perhaps deliver a little swag, but for day-to-day communications, nothing beats a quick Zoom session!

shutterstock_1002694132. Social Selling

Social selling means building personal relationships with prospects and customers. This is often done via social networks like Twitter, LinkedIn and Facebook. Here are some ideas for social selling on social media we’ve taken from our own sales team:

  • Share with your networks. Link to interesting articles, announce company news, and give your perspective on the industry. Just make sure you’re balancing your posts so you’re giving useful information in addition to promoting your company.
  • Find prospects via social network groups, like a LinkedIn group where people are discussing the merits of different products in your industry. It is totally fair to give advice and offer to demo your product – you’re an expert, after all – as long as you don’t pretend to be someone you’re not.
  • Write LinkedIn recommendations. If you’ve had a great experience with a particularly professional customer, write them a quick recommendation on LinkedIn. They’ll appreciate you making them look good!

3. Stay Connected

It’s important to have a work/life balance. You need to sleep in some weekends and take a vacation every once in awhile, but it’s also vital to be instantly available to your key customers when they really need you. Zoom can help! When you get a big account, you can invite them to be a Zoom messaging contact so they can reach your mobile and desktop devices in real time. More on Group Messaging.

shutterstock_2527219034. Get on the Same Page

Have you ever tried to explain a tool or product in detail to another person? It’s tough to paint a clear picture, especially when its comes to describing features and how-to’s. For this, it’s best to turn to screen sharing with remote control for your live demos. Start your Zoom meeting with screen sharing your product’s interface or website, then allow your customer to take control of your screen to try it out for him or herself. Or, if your customer runs into a problem and Zooms you to discuss it, they can screen share and give you remote control so you can make a quick fix. Zoom’s screen sharing is easy (it starts with one click from your meeting interface), full-featured (with co-annotation and desktop and tablet whiteboarding), and it runs across various Zoom-supported platforms. More on Screen Sharing.

5. Show You Care

Say you’re in a meeting with your customer. They’ll probably mention an upcoming vacation, that they have a terrible cold, that they drink three Diet Cokes a day, or some such other small talk. This might sound unimportant, but in reality you’re getting a tiny glimpse into their world. Then the next time they stop by your office, you ask them how their vacation went, inquire if they’re feeling better, and pass them a Diet Coke. They will feel instantly cared for. They’ll appreciate you listening about the little stuff, and know that it means you’re listening about the big stuff too. Of course, there is a fine line between caring and creepy. Don’t Facebook stalk them and then tell them how handsome their husband is! Just listen to them – the good, the bad, and the boring – and let them know you’re really hearing them.

If you want to learn more about creating effective, efficient prospect and customer engagement on Zoom, sign up for a live demo with a Zoom specialist!