Virtual meetings have become an essential part of the future of B2B sales, and we want to help you nail them.
For some time now, and especially since the 2020 pandemic, video conferencing has become the new normal for businesses. In 2024, it seems that meetings beyond the physical world will continue to be the norm for many B2B business interactions, due to the ease it offers when it comes to avoiding certain trips and resolving certain issues quickly.
While there are many differences between face-to-face and virtual meetings, an online sales meeting has the same ability to attract potential clients, nurture opportunities or boost deals, and even keep relationships with existing customers active. In addition, it can sometimes open the door to new clients beyond our geographic boundaries.
That’s why it’s important to know the best practices guatemala whatsapp data when it comes to successfully organizing a sales meeting. Today, we bring you 6 tips that you can easily pass on to your sales reps and that will help them thrive in the virtual environment as much as they do in their in-person meetings.
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Here are some basic best practices reps should internalize to make virtual meetings successful.
7 tips to hit the nail on the head in your virtual meetings
1. Prepare for the meeting with personalized content
Any business meeting involves some preparation. Whether it is to present our product for the first time or to review it with a regular client, meetings are moments that mark a before and after in the success of sales. This should not be different due to the fact that the meeting is held virtually and even from our home.
Just like an in-person meeting, virtual meetings need to be participatory for all attendees . Sometimes clients have lower expectations, and assume that it will be a one-sided presentation. But this should not be the case. It is important to convey to the client that the meeting will be handled like an in-person meeting.
To do this, preparation prior to the sales visit is key: research the market, offer performance analysis, prepare updated information and, very importantly, personalize the content for each meeting. This will make the client feel taken into account in the meeting and will encourage them to participate, with questions more focused on their needs.
For example, a salesperson well prepared for the meeting would send relevant content to the client before the video conference, and a short summary of the key points at the end.
2. Know the technology you use well and teach it
Sales representatives should be well versed in the best video conferencing solutions. Chances are, a single platform will be the most commonly used platform in a business context, but salespeople should be familiar with the most popular options to be able to adapt to customer preferences, so the company should provide this training.
In this regard, it is a good idea to practice with the platform well before the meeting takes place, especially if the representative has never used the system before. Time should be spent navigating the interface and testing its various controls: muting, screen sharing, chat, recording, etc.
This way, we can avoid wasting time on technical issues, so that the salesperson can fully focus on the conversation with the client during the meeting.
But it doesn't end there. If you're hosting the meeting on a platform that the client doesn't know well, it's a good idea to send them some instructions along with the meeting request, with basic tips on how to install, open, and use the tool . You can also spend some time at the beginning of the meeting going over the basic pillars of the platform and how they'll be used in that conference.
3. Capture attention by sharing content
It can be difficult to capture the attention of meeting attendees without the help of an eye-catching visual or interactive element . In fact, visual aids are also essential for participants to better retain the points discussed in their memory.
Your sales team likely has a lot of sales content that they regularly use during in-person visits. It’s a good idea to make this content digital , as screen sharing is a great way to actively engage customers – while also using content that we already know will resonate with them.