Advertising
Advertising

Should Your B2B Sales Team Use Video for Sales Calls?

Should Your B2B Sales Team Use Video for Sales Calls?

With the advent of digital communications, face-to-face meetings have become increasingly scarce. Thankfully, video conferencing is an alternative way to make an impression without actually meeting in-person. There’s no doubt that in-person pitches are more effective, but sometimes it’s either not possible or feasible. However, closing sales over video comes with its challenges which is why there hasn’t yet been widespread adoption of this.

For those who know how to capitalize on the opportunities that video conferencing provides, they have a distinct advantage over their competition.

Forming a personal connection

A salesperson doesn’t have to be told that body language is important, but without the right cues they may have a tendency to recite when it comes to a phone call rather than react. Video conferences give the salesperson a chance to see how the client is responding to the information delivered, and then tweak their approach if necessary.

Advertising

The flight cues for instance are the most telling: when a client closes or rubs their eyes, leans away or tries to put any kind of barrier between themselves and the salesperson. Clients often give these cues before they even consciously realize they’ve checked out of the conversation or decided they’re not interested, so the sooner the salesperson turns their opinion around, the better.

Saving on travel expenses

When you can’t justify the expense of traveling to meet clients all over the world, video conference calls are crucial in helping to build and maintain key relationships.

If you’re left with no other possible way to see a client (even with all the effort in the world) due to budgetary concerns, your next best investment will be in quality video conferencing software that can support multiple participants on the same call. You’ll also find this to be a more economical solution compared to paying for airfare, lodging, and meals.

Advertising

Ability to cover more granular details

Over the phone, product demos can be cumbersome to complete. Even if the person has already seen a video of the product in-action, a live demo can really help to put its different use cases into context and perspective. Plus it provides a real-time opportunity for buyers to ask deeper questions about the nuances of the particular features. Therefore, salespeople should aim to incorporate video conferencing in future sales calls.

These kinds of conversations are what can fast-track interested prospects into actual customers, and they can cut down on the total amount of touch points it takes to clinch the deal. Questions can be asked in the moment rather than get lost in the sea of other tasks on the agenda for the day.

Potential pitfalls of video conferencing

The downside to video calls is that they do take more effort (for all parties involved), so you’ll need to be empathetic to your client’s situation.

Advertising

Perhaps they don’t want to be troubled to have to clean up their office before they get on the call, or they’re used to a power stance where they have their feet on the table as they chat. They may not have a designated place to do video calls, especially if they’re in a cubicle farm. It could be as simple as the fact that they don’t like to see themselves on camera.

There’s a reason why video calls aren’t used more often, especially in light of the simplicity of email when it comes to staying invisible, casual, and convenient. Be persistent without being pushy. If you do have a client agree to a video conference, the initial calls will have to really impress and delight your prospect, otherwise they’re likely to decline future correspondence.

Advice for improving your video sales calls

Video calls are its own kind of art, so sales reps have to invest time into perfecting their approach. The lighting in an office might be too bright and cause the room to look harsh or the salesperson to look sickly or tired. Too much sound interference, even from the seemingly innocuous whir of a computer in the background, will make for a less enjoyable video call.

Advertising

The rep must be dressed correctly and put in an environment that will not distract the viewer with clutter. If a salesperson is using a new device (e.g. new mobile phone, updated video app, etc.), ensure they have ample practice with it before they make the call. Many of these preparation tips are obvious, but they’re not necessarily always followed.

There is real value though in taking care of all the details: understanding how to screen share, giving people another way to call in if they run into technical issues, and setting up a killer profile on the service itself. If you can get a customer to agree to taking a video call, be mindful that they’ve taken extra steps to participate and be prepared to deliver information and value that makes it all worth their time.

More by this author

Giving Gifts to Clients: How to Avoid a Generic Choice Should Your B2B Sales Team Use Video for Sales Calls? How To Future-Proof Your Website 5 Low-Touch Ways To Keep Sales Leads Warm When They Aren’t Ready To Buy 4 Compromises to Offer When Clients Ask For a Discount

Trending in Entrepreneur

1 The Lifehack Show: Staying On Top of Your Game as an Entrepreneur with Frank Fiume 2 10 Employee Engagement Ideas to Improve Teamwork 3 Effective Employee Onboarding (The Complete Guide) 4 How to Become an Entrepreneur (Advice from a Serial Entrepreneur) 5 How to Succeed in Business: 10 Skills Every Entrepreneur Needs

Read Next

Advertising
Advertising
Advertising

Last Updated on December 10, 2019

7 Strategies to Keep Employee Motivation High

7 Strategies to Keep Employee Motivation High

Highly motivated employees are essential to the success of any business. Most people spend a third of their lives at work.[1] That’s a significant amount of time away from home, apart from the people who make us happy and the things we love to do. So keeping employee motivation high is essential for creating an office environment that gets the best out of our people.

But do you know what motivates your people?

It’s simple:

  • Is their work stimulating?
  • Does it challenge them?
  • Is there room to grow, a promotion perhaps?
  • Do you encourage creativity?
  • Can they speak openly and honestly with you?
  • Do you praise them?
  • Do you trust your staff to take ownership of their work?
  • Do they feel safe in their work environment?
  • And more importantly, do you pay them properly?

Every one of these factors contributes to the general happiness of your employees. It’s what motivates them to come into the office each day and work hard, hit goals, and get results.

In contrast, an unmotivated employee is typically unhappy. They take more sick days, they’re not invested in seeing your business succeed, and they’re always on the lookout for something better.

Stats show that 81 percent of employees would consider leaving their jobs today if the right opportunity presented itself.[2] So it’s up to you to set aside time and energy to create a work environment that benefits every one of your employees.

These seven strategies will help you motivate your people to consistently deliver quality work and, more importantly, to stick around for the long term.

1. Be Someone They Can Rely On

You rely on your people to turn up to work each day, to come to you when they have a problem they can’t solve, to be honest, and to always engage professionally with customers.

Advertising

But this is not a one-way street. You, too, need to be someone your team can rely on. They trust you to have their backs when a client is unreasonable, to know that the decisions they make are in your best interest, and to make good on your promises.

If you say you’ll attend an important meeting, be there. If your company makes a profit and you’ve said you’ll pay a bonus, pay it. The goodwill of your people is something you never want to test, let alone lose.

Be reliable; it’s astounding how much this motivates your people.

2. Create an Awesome Company Culture

There’s no denying that company culture trickles down from the top. Your leadership and attitude massively influences the attitudes, work ethic, and happiness of your staff. If you’re always stressed-out, overly demanding, and unreasonable, it’ll create tension in your office which will adversely affect your employees’ motivation levels.

In fact, the HAYS “US What People Want Survey” found that 47 percent of staff who are actively looking for a new job, pinpoint company culture as the driving force behind their reason to leave.

So if you have high staff turnover, you need to determine whether your company culture might be the motivating factor behind your churn rate.

Here are four ways to build a culture that keeps your employees highly motivated.

  • Be conscious of the image you present. Your body language and attitude can positively or negatively impact your employees. So come to work energized. Be optimistic, friendly, and engaging—this enthusiasm will spill over to your people and motivate them to be more productive and efficient.
  • Appreciate your people and be reasonable. Celebrate your team’s achievements. If they’re doing a good job, tell them. Encourage them to challenge themselves and try new things. And reward when deserved. If they’re struggling, help them. Work together to find solutions and be a sounding board for their ideas.
  • Be flexible. Give your people opportunities to work remotely—this is highly motivating to staff, particularly millennials. They don’t want to be battling traffic each day on their way to work. They don’t want to miss their kids’ baseball games or ballet rehearsals. Stats show that companies that offer flextime and the ability to work from home or a coffee shop have happier and more productive employees.
  • Create employee-friendly work environments. These are spaces that inspire and ignite the imagination. Have you ever been to Google’s offices? No headquarter is the same. From indoor slides and food trucks, to hammocks, and funky work pods on the wall, gaming rooms, and tranquil interior gardens, there’s something for everyone. It’s a space where people want to be, catering to their need for creativity, quiet, or team building; you name it.

So take a look at your company culture and ask yourself, Is my business an attractive workplace for talented professionals? Does it inspire commitment and motivate my people? What could I do to improve my company culture?

Advertising

3. Touch Base with Your Team Weekly

Make time for your people, whether you run a remote business or work in an office, set aside time each week to talk to your people one-on-one. It’s non-negotiable.

When there’s an open line of communication between staff members, work gets done. Don’t believe me? A study by Gallup found that 26 percent of employees said feedback from their leaders helps them to do a better job.[3]

Your people want to feel trusted. They want to take ownership of their work, but they also need to know that when they have a question, they can reach out and get answers. If you’re unwilling to make yourself available, your team will quickly become unmotivated, work will stagnate, and your business will stop growing.

So block off time on your calendar each week to touch base with your people, even if only to let them know that what they’re working on matters.

4. Give Them the Tools They Need to Do Their Jobs Well

Imagine trying to run your business without electricity. How would you contact your clients? What would happen when your phone or computer battery died?

Technology is super critical to the success of your businesses. It allows you to work more efficiently, to be more productive, and to handle matters on-the-go. That’s why you need to give your people tools that will make their jobs easier.

Make sure their equipment is in good working condition. There’s nothing more frustrating than a laptop that takes ages to boot up. It’s got to go. Replace outdated software with new software. Don’t make your designer work in Coreldraw; give them access to the most up-to-date version of Adobe Creative Suite. Take it a step further and buy them a subscription to Shutterstock or Getty Images.

Make working for you a pleasure, not a pain; and watch your employees’ motivation levels rise.

Advertising

5. Provide Opportunities to Learn and Upskill

Would you believe me if I told you that 33 percent of people cite boredom and a need for new challenges as the top reason for leaving their job?[4] If you want to retain your talent, you need to upskill.

Thanks to technology, we live in a rapidly evolving world that demands we change with it. A copywriter is no longer just a writer; they now need to be experts in SEO, Google Adwords, CRMs, and so much more.

A pastry chef needs to be a food stylist, photographer, and social media manager. An entrepreneur needs to be a marketer—or at least take ownership of the marketing message for their business—if they hope to scale.

Technology makes all of this possible. No matter your location, your people can continuously expand their knowledge and gain new skill sets—something that’s highly motivating to employees. They want to know that there are opportunities to grow and develop themselves.

If you won’t invest in your people, then your business becomes just another job to tide them over until they find where they truly belong. So be the company that sees value in developing its people.

6. Monitor Their Workload

Overworked employees tend to be unproductive and unhappy. Your people cannot be at full capacity every day, month to month. Something’s got to give. They’ll become deflated and their work will eventually suffer, which will negatively impact your business.

What I like to do is implement a traffic light system. It helps me to keep a finger on the pulse of my business. So there’s red, yellow, and green:

  • Red means they’re fully loaded.
  • Yellow means they’re busy, but they can potentially take on more.
  • Green means they haven’t got enough to do.

I use this traffic light system because I don’t want my team members to be stressed out of their brains all the time. If they are, they won’t make good decisions and they won’t do good work.

Advertising

If my people are regularly overloaded, I have things to think about. Perhaps I need to hire a new person to help ease the load or take a closer look at what projects are good to go, and which can take a back seat.

And this is why #3 is essential. If I’m regularly engaging with my people, I’ll know that while they’re coping with their workload, it is impacting their performance and health, and I’ll take action.

7. Don’t Mess Around with Your Employees’ Pay

Never mess around with your people’s salary. As a business owner or high-level manager, it’s easy to forget that most people live from paycheck to paycheck. Delayed compensation can mean a missed bill payment, which could result in costly penalties they can’t afford or hits to their credit score.

So it’s your job to ensure that you pay your people on time.

The Bottom Line

A motivated team is an asset to any business. These people never give up. They get excited about coming to work each day and can’t wait to test a new theory or tackle a particularly tricky challenge. They’re proud of the work they do. And more importantly, they have no reason to leave.

Wouldn’t you rather be part of their success story than the business that drove them away?

More to Motivate Your Team

Featured photo credit: Emma Dau via unsplash.com

Reference

Read Next