However, even though the same product and arguments may be used during the sales process, it must be taken into account that the channel has changed drastically. The way in which a product is presented in face-to-face meetings must differ from the way in which it is presented online, and that will be where the success of the sale or the total boredom of your client will lie.
At Bannister Global , we want to help you make all your online sales meetings a success, and to do so, we recommend following these five tips:
1. Conduct good business prospecting and research
Until relatively recently, one of the easiest ways for companies to obtain new contracts was through conferences, meetings and fairs. However, the pandemic with restrictions on mobility and capacity has made it difficult for this to continue happening, so the acquisition of new clients is currently carried out through good commercial prospecting .
Finding the right potential customers is one of the most important aspects of achieving sales success. Good prospecting takes time and is one of the most important processes when it comes to identifying new customers. To do this, it is necessary to assess their specific needs, sales volume, financial capacity or growth potential, among others. The more information we have about the prospect, the easier it will be to make decisions. In addition, you can use customer relationship management (CRM) tools, which allow you to segment different types of profiles and have their information centralized, or even LinkedIn, which helps you to easily identify the problems that your potential customers want to solve.
2. Personalize communications and personal treatment
During a sales meeting , you don't just have to focus on promoting your company and all the services it offers. The goal is to get to know the client's needs and expectations through personalised communications and a close and personalised treatment. Thanks to good sales prospecting, it will be much easier to get to know all their preferences and needs and make them feel that they are taken into account at all times. The ultimate goal is to build customer loyalty and there is no better way to do this than by listening to them and telling them that their needs are important to your company and that your main objective is to offer a solution to all their problems.
3. Set an agenda with the steps to follow
A few days before the meeting, it chad email address would be ideal to provide each participant with an agenda containing information about the meeting, such as the duration, topics to be discussed, objectives and times of the meeting. In this way, each person can prepare their participation so that the meeting is much more dynamic and fruitful.
It is essential that after the first contact we always try to close the meetings with the next step to follow , whether it be with a second meeting, a product demo, a webinar, etc. In this way you will generate a positive impression, demonstrating organization, speed and respect for the client.
It is essential that you follow up. According to official data from Invest, 48% of sales professionals do not follow up . Whether the initial meeting went well and you left with good feelings or whether you have noticed certain reluctance. Think about how to follow up, whether by email or by phone . And what happens if after several weeks there is no response? You can create a plan B to assess whether the lead is still interested and try to contact them through professional networks such as LinkedIn or send them a final email leaving the door open to collaborating in the near future.
