By Ashley Williamson
Before the advent of the Web, businessmen and women would frequently travel, sometimes even across continents, to conduct in-person meetings with prospective clients, investors and partners. Nowadays, with modern conveniences like Skype, businesses can just carry out the meeting online. There is no need to travel long distances or make reservations for a hotel, all of which will go on the company’s tab. With current technology, there is no need for all parties to convene at a single location. Video conferencing enables participants in the meeting to hear, see and interact almost as if the other person is sitting right next to them.
Why Transition to Video Conferencing Software?
Sure, some may argue that meetings via video conferencing feels less personal, and some sales agents may even argue that it’s more difficult to establish a rapport as you can with a face-to-face meeting. Yes, in some instances, this may be true and companies can continue to conduct occasional in-person, corporate conferences for meetings with those very important clients and business partners. However, for the most part, the benefits of online conferencing far outweigh any reservations that some may have in regards to the method being too impersonal.
With Skype and other similar voice-over-IP services, every party involved can save tremendous time and expenses. Most systems are also easy to use and can be used anywhere with secure Internet connection. Furthermore, meetings can also be recorded so that portions of it can be reviewed or watched by those who were unable to attend.
How to Use Video Conferencing to Increase Sales
Engaging with potential customers via video conferencing is not all that different than if you were to speak with them in person; all the tactics and salesmanship 101 still applies. Here is a step-by-step process that you can implement to maximize the effectiveness of your video meetings and ensure a higher return of investment.
Show the Product
If you are promoting a physical product, such as a new brand of sneakers, coffeemaker or whatever, be sure to have the product with you and show it to your client by keeping it on screen and if applicable, provide a demonstration. For services, you can highlight the advantages and how it would be of benefit to them. Most video conferencing programs also enable you to pull a website or other document on screen. This is particularly helpful if you want to introduce your business website or show a graph or some other chart to illustrate your point.
Show the Problem
Products and services are usually produced in response to a common problem. A SEO company, for example, can explain why so many e-commerce businesses fail within the first year and why it is so hard for sites to receive regular and steady traffic much less traffic that converts.
Show the Solution
Using the same example from step two, the company can explain what its services can do to get any site indexed and ranked by every major search engine. This may include specific solutions like the use of social media, email marketing and guest blogging.
Brag a Little
Don’t be afraid to brag about your company’s success. You can, for instance, point out the number of years your company has been in operation or name some of your high profile clients. Just be careful not to overdo it because you don’t want the consumer to get the sense that you are just pulling their strings in order to snag a sale.
Propose Some Personal Solutions
Engage with the consumer and suggest a solution. If you’re promoting a weight loss supplement, and the client explains the frustrations of hitting a plateau, then suggest some dietary or exercise modifications and then use that as a lead-in for your product.
Web-Based Technology Creates New Sales Opportunities
There are some great reality training courses on how you can maximize conversions when engaging with consumers through Web conferencing. Whether you are a business engaging with another business or directly with the end-consumers, programs like Skype provide a whole new medium of pitching your product or service and generating new leads. It can also be used as a marketing tool for getting consumers to take some form of favorable action, such as visiting your website or subscribing to your blog or e-newsletters.
