Your virtual first impression can make or break your sale. In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. To ensure you’re making a strong first impression, look no further than your television screen. Most of the stars you see had to audition on film or video to make it past the eyes of critical casting directors and onto your screen. By applying the 5 secrets from the stars, you can gain an important competitive edge in your video calls: 5 Secrets from the Stars for a Memorable First Impression Be prepared: “We started every practice with that warm-up … We knew that sh*t like it was second nature. And that’s when magical stuff happens with acting: No mind, no body.” – Mark Ruffalo | Spotlight No star would ever Read More
Smile! It’s your selling on-video superpower. People who smile are perceived as friendly, approachable, caring. And yet, smiling is such an uncommon expression in business – especially on video!
Yes, there are many times you may be discussing serious matters, but a video message or presentation delivered by the grim reaper can be pretty wearing. Surely you can find the occasional reason to smile in a conversation. Surely you can find the occasional reason to smile in a sales conversation!
I’m not advocating you paste on a phony smile – your customer can read that – especially on-camera. But think about what good news you may be sharing and let your face know! For example, are you:
Solving a problem?
Saving your customer time or money?
Creating a vision of what’s possible?
Sharing a success story?
Or just smile and let them know you’re enjoying your conversation!
Look for moments to smile on video.
p.s. If you’re out of practice or find you “think” you’re smiling and you’re not, you likely need to warm-up your facial muscles and re-connect to how you feel about what you’re sharing and why it matters. Check out the Master Class below for information on how we can help you connect to that smile and start seeing results!
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.