“The only way to not make any mistake is by doing nothing at all; and that is my friends the ultimate mistake!”
Yes, chances are when it comes to Virtual sales, you will make mistakes, that’s only human.
Because of the novelty of Virtual Selling platforms, mistakes are pretty common.
Here are 9 mistakes SDRs make in Digital Selling Environment and which you must avoid:
1. Not leading the conversation
When selling virtually, you must take the initiative and lead the meeting.
Buyers want direction and assistance from you. Contribute value by moderating the conversation and setting a clear agenda.
This instills faith and confidence in you and your solution.
2. Not using video
Video assists in developing rapport and establishing a connection with buyers.
Even if a buyer does not share their video, it is a good idea to keep yours active. If you inform the buyer in advance that you intend to use video, they are more likely to follow your lead.
3. Unprofessional background
You and your background serve as ambassadors for your brand. We are all confronted with new situations as a result of working from home.
This is not to say that the buyer must view your closet office, box stacks, or headboard. Reduce the size of your workplace and create a space behind you with a simple bookshelf, a monotone wall, or a virtual background using a green screen.
4. Lack of technical preparation and clear instructions
Nothing aggravates a buyer more than being unable to enter the meeting, see screens, or hear the seller.
Become a technology expert in advance for optimum usage of tech tools.
5. Inadequate lighting and placement
Backlight obscures faces, while above lights create glare and unattractive shadows. Take note of your setup’s lighting and modify it for an evenly-lit, crisp video look.
Keep the camera position such that it is at your eye-level.
6. Managing mute
There are five words you should never hear from a buyer during a meeting: “You need to unmute yourself!”
While it is necessary to manage your mute in order to minimise background and typing sounds, be aware of and manage your mute setting properly.
7. Background noises and alerts
Dings, buzzes, appointment reminders, and other notifications are all irritating. They divert customers’ attention and divert your attention as well.
Switch off your alerts, hide your phone, and shut the door. From barking dogs to lawnmowers to background conversations, background noise is very distracting.
While certain challenges are unavoidable due to new reality, investing in a noise-canceling headset goes a long way in minimizing distractions.
8. Using no visuals
A benefit of selling virtually is the opportunity to share pictures fast and simply. Utilize this.
Demonstrate your screen to excite buyers, share a fresh concept, uncover requirements, and create an impact case. Visuals are processed 60,000 times faster than words. So, in short use it!
9. Not paying attention to your appearance
When conducting a virtual sales meeting, keep in mind the “critical in-person meeting.”
You wouldn’t want to show up unwashed and wearing a unclean t-shirt to a client meeting. Avoid logging into a virtual meeting in this manner.
Additionally, you must take into account the colour contrast with your background. If the background is dark, avoid wearing a dark shirt.
Are you using a green screen? Avoid care not to wear anything green. On video, avoid crowded patterns. Exude a sleek and professional appearance to inspire confidence.
There are new challenges associated with the shift to virtual selling. To achieve the best success, learn from others and avoid the blunders mentioned here. Happy Selling!!!