If you’ve been in sales over the last six months you’ll know getting quality virtual sales meetings is challenging.
Plus, now the ‘honeymoon’ period is over, just asking for a quick catch up is no longer going to excite your audience.
Here are some ideas on how you can get greater acceptance of your meeting invites.
- What is in it for them? – Ask yourself what will they learn? How will their condition or knowledge be improved by taking this meeting?
- Are you stuck to your script? – Ask yourself am I just delivering an automated presentation or have I tailored it for them? Have I included ‘space’ for questions and interaction?
- How well do you know your audience? The general issues facing their industry and more specifically their own company and personal objectives.
- Give a fresh perspective. Focus on adding your value, use your insight, unique expertise and network to educate and expand client’s viewpoint. Leaving them feeling they’ve learned something worthwhile.
Using this approach will give you earlier and more frequent access to decision makers.
But remember, in a virtual environment this value needs to be demonstrated early on and often during the relationship.
Focus on helping not selling and you will be on a winning path!
If you’d like more resources on this topic here’s a link to a full webinar: https://www.linearstructure.com/video/how-to-create-an-outstanding-virtual-customer-experience/
“Dedicated to Your Continued Sales Success!”
Peter
