Things You'll Need:
- Internet
- Computer
- Video Conferencing Service
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Step 1
1. Connections in Spite of Distance
It's well known that conference calls, video conferences, and web conferences save the sales department time and money. They do this by providing an alternative to the flights, car rentals, hotel rooms, and per diems by allowing a salesperson to meet "face-to-face" with their customer, anywhere in the world.
It goes deeper. Especially if the customer is far enough away that they only get visited once a year, regular video conferences vastly improve the relationship. With plenty of "face time," the salesperson can better understand what is going on in the company, identify any changing needs, and be ready with suggestions, answers, and possibly new products. -
Step 2
2. Instant Support
When a salesperson is in the customer's office, they are all alone. In fact, they are worse than all alone as picking up the cell phone to call headquarters for an answer is frowned upon. Not so with a video conference. If the customer asks a question that the salesperson can't answer, they can bring in someone who can. In an instant, the sales call becomes a three-person consulting call. If logistical questions arise, it's easy to add a fourth person who can make everything clear. -
Step 3
3. Training
In most cases, when someone starts off in sales they follow an established salesperson around to get the feel of things. Usually, this is one or two days, then the fledgling salesperson is kicked out of the nest. Some rise to the occasion, some don't, and some mess up so badly, they tarnish the company's reputation.
Sales training can be much more thorough if video conferences are used. Every time a salesperson does a video conference with a customer, there can be any number of new salespeople at their own computers watching. They don't have to be on camera, they can just watch and learn from the "master." And, they can do this with every sales call until they are comfortable enough to take flight on their own. -
Step 4
4. Streamlining the Funnel
A sales funnel is the metaphorical vetting and culling of potential customers from actual customers. At the "top," you dump in a lot of leads and contacts and only a few come out the end. Depending on your company, products, and the industry, the time it takes for a potential customer to become a customer can range from days to even months.
To severely cut away wasted time due to dead-end leads, use a video conference in the beginning stages. In every cold call, blast email, advertisement, or flyer, include a "big event" video conference announcement. Include the date, time, and access codes and links - or simply send them to your website where the information is easily seen. The people who show up can be instantly classified as "good leads." They wouldn't join the video conference if they weren't interested even a little bit in what you have to say.
