Tag Archives: customer engagement

Why All Virtual Sales Calls Should Start Full Video

Got ONE MINUTE? And want to know the ONE THING you can do to immediately improve your connection with your customer and increase interaction on virtual sales calls?

Always start with full video.

90% of the salespeople I coach are making the mistake of starting a video call already in a PowerPoint. The first few moments of any virtual sales call, presentation, or demo should be dedicated to establishing a connection with your customer. In order to do that, you need to be as visible as possible so that your audience can see your face, see your eyes and truly feel like they are connecting to a real person. When your image is a small box shoved to the corner of a screen, you will not feel real to your customer and your connection will suffer.

Remember to use the power of the human face and go full video often and you will draw the attention of your audience with ease and greatly improve your connection (and sales!).

PRO TIP: Plan ahead! As you move through your video call, identify moments that smoothly allow for you to transition between full video and sharing your screen: Perhaps it’s when you have finished up a topic and are summarizing. Perhaps it’s when you are taking questions at the end (this one is a given!).

Learn the Skills that will take you to the Next Level in Virtual Sales:  

In the  Selling On Video Master Class you’ll learn the unique skill set how to:

  • Make soft, personal eye contact that makes your customer feel heard and seen.
  • Understand when and how to look at the camera in a natural way.
  • Read customer body language without breaking your connection.
  • Understand what that unique video language your customer is using means – and when to react.
  • Improve the response rate to your questions and increase interaction.
  • Create more actively engaged customers.
  • Leverage your body language to reinforce what you’re saying, not distract from it.
  • And much more!

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

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3 Factors to Improve Attention and Interaction in Virtual Meetings


May I have your attention, please?! … Gosh, if only it were that easy! I’m sorry to say that virtual interaction rarely happens on its own. Meaning that, as the salesperson, it is your responsibility to create both the desire and the opportunity for your customer to easily interact with you when on a virtual sales call. Too many salespeople think of video engagement as lobbing a few questions at their audience or inviting them to type something into the chat. Unfortunately, this simply will not do! With audience attention spans spinning ever downward and distractions on the rise, random acts of forced engagement are not going to produce the consistent level of involvement necessary for your message to be heard and (ideally) acted upon by buyers. To promote attention and interaction successfully, you need to have a plan. This plan should consider the limits on virtual attention, typical social Read More

3 Movie Secrets for an Engaging Virtual Presentation


Looking for the secret to an engaging virtual presentation?! The movies have mastered the art of engaging audiences on-screen from years of practice and experimentation. While your virtual presentation doesn’t have to be worthy of an Oscar’s nod, it does pay to use these movie secrets for an engaging virtual presentation that stands out from the competition. 3 movie secrets for an engaging virtual presentation Cut to the chase Filmmakers know that people have increasingly short attention spans and little patience for a lot of exposition. A blockbuster film doesn’t start with the director’s commentary – featuring a clip outlining their filmography or detailing their artistic approach to the film’s creation. So, neither should you! Cut right to the chase… When the competition for a customer’s attention is stiff, there is no room for introductory fluff (and yes, I am talking about your corporate overview!) once you dive into your presentation. Read More

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