Are you having trouble getting customers to respond and interact when on a virtual call?! The problem is that virtual audiences tend to be more passive – engaging less and observing more.
Here are three quick and easy tips that will really change the level and amount of responsiveness you get from customers when leading a sales call.
Virtual Engagement Tip #1: Pause. Pause. Pause!
It’s time that we, as salespeople, finally embrace the uncomfortable silences! Cringe-worthy, I know, just bear with me.
When on a virtual call, it is imperative that you pause much longer than feels comfortable following a question asked. Here’s why – People need to, one, hear the question and, two, have the time to then process what has been asked of them. Most importantly, if/when there are multiple people on the call, a customer must often consider whether to leave the question to their fellow attendees or answer it themselves. While waiting for an answer, any answer at all, the sales person rushes to fill the silence, unable to stand the quiet any longer. That, my friends, is the death of a sales call, so I encourage you get comfortable with the uncomfortable.
Virtual Engagement Tip #2: Expect an Answer
I hear a lot of so-called questions from sales people that go a little something like this, “What kind of results are you getting today.” Sounding more like a statement rather than an explicit question, this doesn’t elicit the desired result – audience engagement!
You must be very clear, almost painfully so, that you expect a response, an answer to your question. Instead, it should sound something like this, “Tell me, what kind of results are you getting today?” With intentional word choice and the slight modifications in vocal intonation and body language, this second question demands the response you are looking for.
Virtual Engagement Tip #3: Eye Contact is Key
Or, rather, camera contact is key! Meaning this – you need to look at the camera, not the attendees on the screen below, when asking a question. It’s much different to be on the receiving end of a question directed right to your eyes than somewhere at your chin or feet. By looking into the eye of the camera, you are looking into the eyes of your customers.
There you have it! Three quick ways to improve interaction on customer virtual sales calls. Try them out and do let me know how they work. For more information on the Selling On-Camera Master Class, where I provide more tips and tricks to help sales people deliver winning sales presentations, check out my website.