Category Archives: Sales Tips

Pitch Perfect: 25 Tips for Virtual Sales Calls


In sales, you have only one shot to deliver the right message. In the blockbuster hit Pitch Perfect, Anna Kendrick’s character and her all-female acapella group must stay perfectly on pitch in order to win the regional acapella competition. (Spoiler alert – they do!) Clap Pitch Perfect2 GIF from Clap GIFs nbsp; In order to win the virtual sale, you too must also stay perfectly on pitch – using the right delivery to convey the right message to the right prospect. Customers are distracted, short on attention, and much less likely to engage virtually. To complicate matters, it’s difficult to read body language and gauge interest.  I’ve compiled 25 of my favorite tips for overcoming challenges and improving your success rate on virtual sales calls. Stay on pitch! 25 tips for a perfect virtual sales call Find your confidence: Confidence is vital to virtual sales! Why? Because the camera picks up Read More

How to Find the Best Lighting for Your Zoom Call


Lighting can make or break your Zoom call! Too dark and you look like you’re in a hostage video.  Too bright, and you look other-worldly.  Proper lighting allows your customer to properly see you, your facial expressions, and most importantly, your eyes – which is where they connect with you.

The best lighting for video is sitting directly facing your chosen light source, allowing the light to illuminate your face.  Avoid shadows and backlighting, which happens when you have your back to a window or other light source.

Here’s a quick and easy way to find the best lighting for your Zoom call.

Find your best light:

  1. Take your phone or tablet with you as you walk through your home or office to test the lighting in different areas.
  2. Flip the camera’s image so that you can see yourself on the screen.
  3. As you walk through your home or office, notice how different camera angles or windows affect the lighting.
  4. Find the best spot and stop! This is it.  Your best lighting spot for your video call. 

A warning about natural light:

The quality of natural light is subject to change throughout the day based on the position of the sun, so be sure to double-check your lighting before every video call. Lighting that was sufficient one day, may not be the next. Weather is another often-overlooked factor that can influence the quality of lighting on your video. If overcast, the sun may no longer be the most reliable light source available and you’ll need to supplement with artificial lighting. 

Tips on using artificial light:

If the weather is not on your side or you simply are not in close proximity to a window, you’ll need to find an artificial light that works for you. A properly placed lamp or a ring light can provide you with sufficient lighting for your video call. Experiment with the lights you have.  Often times replacing the harsh white bulbs with softer LED bulbs with a high CRI provide a more flattering look for video.

Note that artificial lighting can cause glare or reflection in your glasses. This can be fixed by adjusting the angle of the light, moving it farther away from you, or raising the earpiece of your glasses so that they tilt down slightly to avoid catching that glare.

Want more help Selling on Video? 

*For improving your confidence, credibility, and connection with customers on video, check out the self-paced Selling On Video Master Class.

*For workshops, keynotes, and events, get in touch with us here.

*For free tips, tricks, and tools, sign up for our newsletter here.

Be More Confident On-Camera with These 6 Proven Acting Tips


Confidence is crucial in virtual sales! Why? Because the camera picks up everything – including a lack of confidence. Salespeople must learn to be confident on-camera in order for potential customers to place their trust and business with a credible partner. “Just act confident!” … So much easier said than done! When preparing for a video call or message, you would likely find this common piece of advice entirely unhelpful! Not only does it lack obvious steps or tactics, it’s important you not only appear confident but that you feel confident in front of the camera as well. Ultimately, my training as an actor has taught me more about being confident on-camera than video than any sales training I ever have. These six powerful (and easy!) acting tips are tactical and proven to work in an art form that really knows what it takes to appear and, more importantly, feel Read More

What to do with your hands on video: The do’s and don’ts


Taladega Nights Ricky Bobby GIF from Taladeganights GIFs What should I do with my hands when on a video call?! Whether you are new to virtual selling or a virtual veteran, communicating naturally on video can feel anything but natural! What comes easy to you during an in-person conversation becomes entirely unnatural and quite challenging the moment the little light turns red at the top of your screen.  Sales professionals often struggle with what to do with their hands when on a video call, like: Am I gesturing too much? Too little? How big should my gestures be?  How small?  How often?  Who wouldn’t be confused?!  But learning how to gesture and use your body language authentically and effectively on video is critical.  It can help bridge that virtual gap between you and your customer and make your message come to life, so here are some must know do’s and Read More

Hate the way you look on video? How to change that for good!


Do you hate the way you look on video?! You are not alone.

Almost no one sees themselves on video and says, “You know what, I look fantastic!” In fact, in a poll of nearly 500 salespeople, not liking how they looked on-camera was ranked the 3rd biggest challenge with being on video.

While there are some technical things you can do to improve the way you look on-camera, such as improving your lighting, making sure you’re framed well, and upgrading your camera, most of the time the problem is not your physical appearance. As long as you are maintaining professional dress and grooming, and have decent equipment, you will look fine. The real problem is that apprehension that you’re carrying around about how you look and specific behaviors you’re exhibiting.

Before virtual selling, there were very few opportunities for us to come face to face with how we look in real time, so a little apprehension is expected. 

The secret isn’t about looking good, it’s about feeling good!

When you feel insecure or uncertain about the way you look on camera, that informs the way you speak, move and talk. As well as how your audience sees you. Instead of your normally engaging self, that lack of confidence can read as disengaged or under-prepared to customers.

So, quit beating yourself up about the way you look and instead focus on these concrete tactics that will have you feeling camera ready in no time.

Get specific about why you don’t like the way you look …

You must first understand why you think that you look terrible. Only when you understand what’s behind the why, will you actually take steps to improve the way you feel about your appearance on screen.

One strategy is to record your next video sales call and watch it back. I know! This is the worst part! But I want you to watch it in a very specific way:

How to review yourself on a video call:

  • Look for what you did well. Perhaps you have a nice, inviting tone. Your head was still and not moving back and forth in front of the camera. Taking note of the positives first makes you a tad less critical for this next step.
  • Identify the specific things you are doing that makes you cringe. Stay constructive by asking yourself specific questions. For example, “how is my eye contact” or “am I using engaging body language/hand gestures?” or “am I moving within frame?”
  • Now that you know what specific behavior is affecting how you see yourself on video (and therefore how you feel!) find out what training or tools you need to improve. It could be an on-camera master class or coaching or searching online for the right vocal drills.

Get your free 20-Point Video Self-Evaluation

Want to really understand how you’re coming across in your video selling journey – the good, the bad, and the ugly?  Download this  free 20-Point Self Evaluation.

Want more help Selling on Video? 

*For improving your confidence, credibility, and connection with customers on video, check out the self-paced Selling On Video Master Class.

*For workshops, keynotes, and events, get in touch with us here.

*For free tips, tricks, and tools, sign up for our newsletter here.

Contact


Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment