Strategies for Optimizing Remote Sales Presentations
Sales presentations can be great for your company or not so great, depending on you—the seller. Whether you’re selling the next big company product or you’re trying to pitch something new to an old customer, you’ll likely have to do it remotely at some point if you haven’t already. A changing business landscape and the COVID-19 pandemic have forced businesses to adopt more remote practices, and sales is no exception.
In this guide, you’ll find helpful strategies for optimizing your remote sales presentations to make them more effective. Use the right tools—like conferencing apps—to make sure you’re communicating well to your customers. Combined with these tips, you’ll nail your next sales presentation.
Know Your Product Or Service
Of course, the key to any successful sale is how well you know your product or service. You should know at least as much as possible about your product or service, if not everything. That means the cost, all of its features, why your version is different from other companies, and how can it benefit the customer? These are key things to keep in mind, and your customer will almost certainly have questions along the way.
That being said, it’s equally important to plan ahead for any questions. Write down some questions you might think a client would ask. Put yourself in their shoes looking for a new product or service, and think about what you would ask. Would you ask about the price, or how the price breaks down in relation to the service or product? Would you want to know about the features or benefits, or how they can work for you or your company?
Write these questions down and create well-thought-out answers for them. This can also help save you time during a presentation, and makes you look well-informed about how your product works and how it will benefit the customer. Someone who knows what they’re talking about and does it confidently will always have an easier time closing a sale.
Know Your Potential Buyer
Doing some research on your potential buyers can tell you a lot about them or their organization. You might even learn how they plan to use your product, so you can be better prepared to answer their questions. It only takes a little extra effort to learn about your buyers, but the benefits are monumental.
In lieu of researching, you can host a one-on-one with your client beforehand to learn more about their needs. You should have questions ready so you can be quicker and more efficient. A quick conference call should do the job! If you’re not using a web conference tool, try a conferencing service like Vast for quick, reliable calling. You wouldn’t want to drop the call during your sales pitch.
Use An Agenda
Every conference call, meeting, or sales pitch needs to have an agenda. An agenda can save you time, effort, and prevent the call from becoming derailed. Agendas should be short and concise, containing the time, place, login info or phone number, the reason for the call/meeting, a guest list, and the time limit. Keep your meetings as short as possible to keep them productive.
When you’re dealing with a new customer, the last thing you want to do is bore them to death with a long meeting or conference call. Customers appreciate it when you keep things concise, because it shows that you value their time. This can be helpful for building trust between you, and might even lead to further sales down the road.
You can create an agenda on a Word document, email, or using a template, but be sure to share the agenda and follow it whenever possible. Deviating from the agenda is dangerous, so only do so out of absolute need.
Be Courteous and Charismatic
A good salesman or woman is charismatic, courteous, and confident. Charisma doesn’t come naturally for everyone, but you can look like you have a lot of charisma by holding yourself in a confident manner. Be confident when you’re talking about your product or service, look your customers in the eye, and show off those pearly whites.
Customers will remember confidence, but they’ll also remember insecurity. People can tell when you’re nervous, but when you become too nervous, it starts to show in your sales pitch. If you have trouble speaking, practice beforehand with a trusted colleague. You wouldn’t want to scare off a potential customer by being reserved and shy.
Closing a sale can be tough, especially when you have to do your entire presentation remotely. It’s important to have all of your materials available and know your product or services inside and out. Plan ahead for any questions that you think your customer may have, and get to know who you’re selling to. The more knowledgeable, kind, courteous, and confident you are, the more likely you are to close the sale and secure that trust between you and your customer.