The near Herculean effort by many companies to arm their sales teams to conduct business 100% virtually should be applauded. When in recent history have so many sales organizations been restructured so quickly?! The missing piece in virtual sales training Sales teams are rapidly being trained to adopt new tools, platforms, and messaging to succeed in a virtual world. Yet there is one missing piece in virtual sales training vital to success in which sellers have been left woefully on their own to figure out, and that is this: how do they communicate and connect successfully on-camera? I hear sales leaders say things like, “it just takes practice” when it comes to using the camera effectively. Yet we all know that familiarity doesn’t automatically lead to expertise. Practice the wrong things over and over and you’ve simply reinforced bad habits. Talking and listening on-camera are not natural skills. The thousands Read More
This is one of the biggest excuses I hear from sellers on why they don’t use video more on sales calls. And I say excuse, because it’s not a good reason.
Why? Because the seller is making a choice based on his/her own comfort and inability to feel connected – not the customers. And if you’re truly a customer-focused salesperson, your comfort needs to come second.
Yes, in a perfect virtual world, you and your customer would both have your camera on. You’d be able to read each other’s body language and expressions, share eye contact and both feel more comfortable and connected.
But we don’t live in a perfect world. Customers are not always going to have their camera on (especially after all the uncomfortable vendor encounters they’ve been subjected to!), but they can still benefit by feeling more connected to YOU – seeing your eyes, body language and expressions.
So absolutely do what you can to encourage your customer to use his/her camera, but ultimately, it’s more important that you use yours. No excuses.
BTW, when sellers say they’re not using video because the customer doesn’t, it often masks a deeper discomfort with being on-camera — simply because they don’t have the necessary skills or training specific to this new environment.
Find out how you can get the skills you or your team needs to communicate with confidence and credibility with video at SellingOn-Camera.com
Feel like you’re not connecting with customers on video? Unsure where to look or how to move? Difficulty engaging your customers or expressing your personality when the camera’s on?
You’re not alone. Speaking on-camera is not a natural skill. And very few salespeople have any formal training on how to communicate effectively with customers on-camera.
That’s why I launched The Selling On-Camera Master Class: to help sellers master the art & science of connecting with customers on-camera with techniques I learned as an actor transitioning from stage to screen!
Here’s a sample from the self-paced video course:
The Selling On-Camera Master Class was designed specifically to help you become a confident and compelling salesperson on video – one who customers will remember and choose to do business with.
You’ll Learn how to:
Create natural eye contact that builds relationships
Deliver your message with confidence and impact
Gesture and move within your “frame”
Read listener body language
Increase audience interaction and responsiveness
Transition between camera, notes and slides
Record engaging videos to send to prospects
Channel nerves into positive energy
And much more!
Your Selling On-Camera Master Class Includes:
The Master Class Video Series
10 videos with guided exercises to help you master the technique of selling on-camera.
Virtual Selling On-Camera Resource Guide and Tools
Cameras, lighting, background, microphones – the latest information on what you really need to look and sound your best on-camera, and where to find it!
+ Optional Video Call Evaluation and Coaching
Practice your skills with a professional and receive feedback and coaching on delivering your own virtual presentation, pitch, or story. Plus, get a 20 point evaluation of your “virtual stage.”
To suddenly see yourself on a video call is both extremely compelling and distracting. Up until recently, we’ve all remained blissfully unaware of that funny thing we do with our mouth, the frequency with which we blink, or the unflattering shadows under our eyes. It is not a small thing to come face to face with how others see you.
Which is precisely why the one person you should never make eye contact on a video call is YOU.
Like most myths, the Greek god Narcissus falling in love with his own image was based on human impulses. Focusing on yourself is a pool you don’t want to fall into, even for a second.
I see so many salespeople clearly checking their image, then glancing back to their customer, then back to their image again to see if anything has changed! Not only does this take you completely out of the moment, but it looks as if you are oddly distracted to your customer.
Like any performer, you need to do your preparation and practice “off-camera.” Learn the technique. Record yourself practicing it. Then when you’re on a video call with a customer, hide your image. Don’t turn off your video, just hide your image so you don’t fall prey to the siren call of your image. That way you will remain 100% focused on your customer – which is much more important than if you have a hair out of place!
Pro tip: To hide your image on Zoom, simply right click on your video and select Hide my image.
Salespeople and customers alike have quickly risen to the challenge of connecting in a virtual world. But now that customers are being bombarded with Zoom calls both internally and externally, they, like many of us, are experiencing Zoom Gloom*. Zoom Gloom is an unforeseen side effect from being on video call, after video call, after video call – all with an overwhelming sense of sameness. Symptoms of Zoom Gloom include: 1…Exhaustion. It may seem physically easier to meet on video, but in reality our brains are working extra hard to process this new environment. A video call eliminates our ability to intuitively pick up on dozens of non-verbal cues that help us process a conversation. When we can’t see a person’s hands, or gestures, or if the quality is poor, even read facial expressions, our brain struggles to fill in the gaps. The result: we wear out quicker. 2. Strain Read More
I once made a sandwich, responded to an email, and let the dog out – all while “watching” a virtual presentation. I’m not proud. And I’m not alone. InterCall, the world’s largest conference call company found that audiences are engaged in a number of activities while on conference calls. For example: Doing other work (65%) Eating or making food (55%) On-line shopping (21%) It’s not a huge leap to conclude that similar behaviors extend to a virtual presentation where the cloak of invisibility and easy access to multiple devices invites the opportunity to escape. And if your customer is not engaged, the odds of moving the sale or conversation forward are slim. Maintaining your audience’s attention presents a unique set of challenges in a virtual world, but here are some proven tips for making your virtual presentation a “must watch” event! 5 Tips for an Engaging Virtual Presentation Get On-Camera! Read More
According to research done by Gong.io webcams are used 41% more often in deals that close than lost deals. There’s never been a more important time for sellers to master their on-camera and video skills and ramp up remote sales. Your eyes and your face help to quickly establish a relationship with customers and build the credibility and trust they need to make buying decisions in uncertain times. So what is keeping you from using video? Maybe you’re intimidated by the camera, not sure if you’re doing it right, or just feel awkward. You are not alone. Speaking to a camera is an unnatural act. The good news is that even actors who transition from stage to film struggle with it. But they overcome it by learning and practicing specific on-camera techniques, like: The secret to appearing “natural” on-camera How to create eye contact with your audience and make them feel Read More
Are you tired of other people looking anywhere but in your eyes on video meetings or calls? And, (this may sting a bit…) are you possibly botching up eye contact with your customers, manager or employees? I get it. You’re looking at the other person’s picture or video. But here’s the secret: while it feels like you’re making eye contact, it doesn’t read as eye contact to the other person. In fact, it feels like you’re not paying much attention at all! And eye contact is so important in business because it’s one of the quickest and most effective ways to build a relationship with another person. Yes, you can build a relationship without eye contact but it’s slower and more difficult. So don’t take eye contact lightly in sales. Learn how to master effective eye contact on your video meetings. Talking on-camera is not a natural skill! That’s Read More
My first job was selling advertising for KBPI (Rocking the Rockies for 50 years!) In radio, your success was closely tied to your ranking in the quarterly audience ratings. Buyers who controlled the biggest media budgets would often only buy the top two or three stations in a particular demographic – no matter how much value-added you provided. One sunny spring day my sales manager asked our team to report in the conference room for the results of the latest ratings report. An anxious buzz filled the room as we wondered aloud whether the next three months would bring feast, famine, or something in between. The room went quiet when my manager entered, report in hand. He looked around the room in silence before presenting the verdict: “Get out your snorkel – we’re going down.” Yes, we had tanked in the ratings. Yes, it was going to be a long Read More
Ah the eighties. A great decade for music, parachute pants and PowerPoint! Launched in 1987, PowerPoint revolutionized the way we pitch to clients and speak to audiences. PowerPoint is still going strong 40 years later, but in order to better connect with modern audiences they’ve adapted their style with design tips, sharing options, mobile access, etc. Have you adapted your style as well? If your presentation is stuck in the eighties, it is as ineffective as trying to stream music on your Sony Walkman. Even if you weren’t around in the eighties, the odds are you may be using old-school presentation techniques that have been handed down from generation to generation. How do you know if your presentation is stuck in the eighties? Check the following 7 signs below and follow the tips to modernize your presentation. 7 Signs your Presentation is Stuck in the Eighties 1. “Let me Read More