Tips for Zoom Selling
Between business meetings, classes, tutorials, family meetings, and everything else, more than 3.3 trillion meetings take place on Zoom yearly.
The power of Zoom can be leveraged by sales teams as well, as it gives you personable access to people who aren’t in your immediate environment. With the modern business environment going virtual, Zoom selling is more important than ever.
You can sell anything on Zoom. Let’s go over twelve tips that we promise will help your Zoom selling game.
1. Keep Your Gaze on the Camera
Look at the camera. Eye contact plays a vital role in communication. You may be unaware, but when you look at the other party's face and not the camera, you give off the impression that you are staring downward. It doesn't inspire or reflect confidence, which doesn't sell.
Do your best to ensure your computer or streaming device isn't placed below your gaze. Ninety degrees is the ideal angle that brings you directly within eye level with the camera; it also ensures that you are looking in the right direction and conveying the appropriate body language.
2. Smile, seriously
Many people already know this, so why state something so obvious?
You can easily forget to smile often or enough in a Zoom call. For instance, between the presentations and sharing your screen.
Do you know what will help you remember? A note to yourself!
You can write "smile, love," or something kind and encouraging on a sticky note and attach it somewhere you'll easily see it.
Every time you glance at the message, you'll break out your thirty-two and increase your chances of closing your deal.
3. Focus on your Audio Quality
You are giving a presentation that will close the deal with your potential buyer.
The goal is to close the deal, and you will use your words, body language, the quality of your products or services, and affordability, among others, to sell to your prospective consumer.
However, if the audio quality is poor, it will dilute your message. Plus, it won’t be fun listening to a sales pitch that is constantly cracking, so prioritize the audio quality.
Use earphones, and remember that your intonation is key, so vary the volume when appropriate.
4. Look Sharp
You want to look your best, even if it’s just from the waist up.
The most important consideration is this: do you have soft, natural lighting? Preferably, have it facing you; otherwise, you risk appearing as a silhouette. This LinkedIn article will help you accept that your appearance can help you sell your product or service.
A welcoming background can say a lot about you, much like your appearance.
If your background is clean, organized, and professional, it conveys that you are the same! Organized, professional, and deliberate. The three things most people look for in a business partner!
5. Don’t Hide Behind Your Camera
Hiding behind your camera won’t turn the cold lead into a warm prospect. This is a common habit, especially for people with performance anxiety!
Having your camera on when you can give you an avenue to communicate better with your body language and facial expressions.
Ok, we’re all set up and we’re ready to take on the world. The call is about to start. Now what?
6. Know What Motivates your Customers
Do you want to sell something fast and effectively? Know what motivates your consumer. Do your homework.
You need to sell in a way that communicates value and how it satiates your client's needs. Specifically.
Tailor your communication to the other party’s tastes, needs, and desires. Do the research that helps you to not just connect with them on a higher level but that will also help you identify what appeals to them.
7. Make the Mute Button Your Friend
Working remotely is fantastic. However, some background noises can be personally embarrassing and may also distract your prospective buyers. So, get noise-canceling headphones, use a quiet spot in your home, or do whatever it takes to keep the background distractions to a minimum.
Or you could use software that helps minimize background noise.
But you know what works? The mute button.
Just by keeping your finger on the space bar on your computer when you need to speak can help you stay on top of background distractions.
8. Invite a Loyal Client
In this case, a third party isn’t a crowd.
If you want to convince a potential buyer to purchase what you're selling, it can be done easily by inviting a delighted customer. Let them sell your brand for you.
Their testimonials will be honest, and your potential customer will catch these happy and satisfied emotions. That can convince them that you're capable of getting the job done.
9. Use Effective Questioning Techniques
At some point, you’ll probably need to ask your customer some questions. Even if they have somehow drifted off the discussion mentally, you can bring their attention back to you.
However, you don’t want to pose your questions in a manner that puts pressure on the other party. Check out these question types and learn how to use them for offline and Zoom selling.
Open questions are engaging. They leave room for you to probe deeper because they aren’t simply yes or no answers.
These questions require the other party to provide more information you can build on and use to improve customer satisfaction. You can also use these questions to create rapport and trust with the persons at the other end of the camera.
Example – “what do you expect when you use a moisturizer?” “Where would you like us to begin?” “what has been your experience with jade rollers?”
A closed question is a great way to specify the answers you want to get. Unlike open questions, a closed question ensures that the response is either yes or no.
It helps you build momentum before diving into your sales. Sort of help your prospective buyer warm up to the pitch that's about to happen. You can also ask a question tailored to the problem you want to solve.
For instance, ‘Do you want a safe investment opportunity with guaranteed returns?” “Are you tired of poor audio and visual quality?”
With the right leading questions, you can also direct the Zoom meeting in the direction that's favorable. The most common mistake that many sales professionals make is that they allow the client to take over the conversation.
Of course, you should let them speak, and they will. The questions you ask determine the response your pitch will invoke. You need to take charge of the conversation.
Your leading questions should be directed at discovering your client’s internal and external goals. For instance, “why do you want to invest in the stock market?” would be a leading question that helps you identify their external goal.
On the other hand, the internal goal is personal and differs from one party to another. If you determine their immediate and long-term internal and external goals, you’ll be on your way to establishing a strong business relationship on top of making a quick, isolated sale.
While conducting a Zoom call to sell something, only ask rhetorical questions when the answer is already known or apparent. Ask questions that have generalized answers.
For instance, “If I scratch off ten percent of my retainer fee, what’s stopping you from hiring my services?” They can also serve as strong or subtle call-to-actions.
Some final things to set up if you want to be a Zoom selling pro.
10. Learn Appropriate Keyboard Shortcuts
Keyboard shortcuts save time, but that’s not all they may be saving when you’re making a Zoom sales pitch.
What happens if you mistakenly hit the wrong key, or start sharing content that you didn’t intend to?
These things can happen! Knowing how to quickly exit the scene without fumbling with the cursor is crucial if you want to save face. Be ready for anything!
11. Optimize your Desktop, or Don’t Overshare
You need to prepare accordingly if you are presenting some graphics for your products, statistics, or other data. First, optimize your desktop for ease and appeal.
You don’t want a disorganized desktop to be displayed while switching from presentation to Zoom call and vice versa. Gather the information you want to share in a single location so that finding won’t be a hassle.
Don’t overshare. Your audience does not need to know about your personal life unless it helps you build a rapport or deeper connection. Even then, it is best when the shared information is done deliberately, which is why it is important to organize your space.
If you want to ace something, all you need is the knowledge. Confidence helps too, but only when you know what you’re doing.
What are you armed with that can help you close the deal? Is it knowledge about the preferences of your prospective client? Are you offering them an exclusive service?
Whatever it is, ensure you are adequately prepared to pitch your ideas. Know the areas you want to touch on and avoid going off-topic.
A Zoom business call can help you connect with an audience thousands of miles away. This means Zoom breaks distance barriers, but you also have a role to play.
Apply these tips to your Zoom sales pitches, and you’re guaranteed to close deals as easily as taking a walk in the park!