How to win at virtual sales: 9 Tips and best practices
Sales reps, listen up! Follow these best practices to make the most out of virtual sales—and increase your paycheck with commissions:
1- Create an engagement strategy
2- Make it personal
3- Use a video conferencing tool
4- Create content to win leads over before the call
5- Learn how to host engaging sales calls
6- Use sales enablement calls
7- Leverage pre-recorded content
8- Track your performance
9- Educate your team
1. Create an engagement strategy
When you’re selling virtually, you can’t leave anything to luck. You need to know exactly how, when, and where you’ll contact leads. For this to happen, you have to come up with an engagement strategy and choose the best communication method for each of them. Do they prefer to be contacted through email, phone, video call, instant messaging, or social media-targeted ads?
Then, you need to come up with a personalized sales script per prospect and media outlet—you use different voices for phone calls or LinkedIn.
2. Make it personal
Personalized approaches convert more. Call people by their preferred name, point out a personal fact, and speak directly to their desires. So, instead of doing this: “Hey, don’t miss out on this opportunity. Get a 20% discount on the first three months of service.”
Try this: “Hey, Farah! We’re offering a 20% discount on the first three months of service. I immediately thought you might like it as this applies to the Pro plan you’ve been taking under consideration. Hit me up if you have any questions, it’s available until the end of this month.”
Pro tip: Use virtual selling tools that help you enable personalization in bulk. Most customer relationship management (CRM) apps let you segment your email lists based on custom tags. You can also use Livestorm to capture leads by adding custom questions to registration forms and keeping track of them in your active contacts list.
3. Use a video conferencing tool
Just because you’re not visiting clients in person anymore doesn’t mean you can’t talk to them face-to-face. In fact, you should push to see them and catch their facial expressions at some point in your selling process to foster human connection and build rapport.
Using a video conferencing tool like Livestorm lets you customize your virtual room to emulate physical experiences. You can install multiple plugins and apps to make your event room as engaging and collaborative as in real life.
4. Create content to win leads over before the call
We’ve covered why you need to produce content that speaks highly of your products and services to win people over before demo calls, here’s why. There’s something called the mere exposure effect. This concept basically means that when you see something multiple times in different environments, you start to trust it. That means you need to be everywhere they are, being present with high-quality content to gain potential customers’ trust.
5. Learn how to host engaging sales calls
Let’s face it, no one is necessarily excited about sitting through sales presentations but that doesn’t mean that yours can’t be engaging. Surprise your prospects with captivating meetings that they want to pay attention to and participate in.
Open calls by immediately connecting with your prospects. Ask specific questions about something they have in the background or the place they live—and avoid common ground like chatting about the weather. Instead, try this example: ask about a fact from their location. “Oh, so you’re from Belgium, is it true that you have the best chocolate there? Which one do you recommend? Where can I find it? Oh, well, I guess I’ll need to go visit Belgium.”
If you’re hosting a deminar on Livestorm, invite people to engage through polls, explain how to use the Q&A tab, and use a timer to gamify the demo experience—e.g. “I bet I can answer this question by showing you how a feature works in under 2 minutes.”
6. Use sales enablement tools
Your dog might be a human's best friend, but your CRM is your partner in crime. Your sales team tech stack should help you close deals faster. Of course, you can’t do it without a CRM, but if you’re selling online, you can’t also do it without a video conferencing tool.
Livestorm is your best option when it comes to hosting live and on-demand demo calls, webinars, and deminars. Because with the same app, you can host meetings from one to 3,000 attendees and get detailed information about them for further follow-up. Livestorm also comes with multiple CRM integrations like HubSpot, Marketo, and Salesforce. Also, Livestorm captures contact information for you through personalized registration pages and lets you customize automated emails.
7. Use recordings
Whether it’s a webinar or a product demo, you can create evergreen content out of live events. You can also record sales pitches and deminars and share them via automated follow-up emails to boost attendance rate.
With Livestorm, you get access to a cool feature to automate your meeting. So, you can automatically start an event, play a pre-recorded demo video while you’re focused on something else, and then come back to the call to answer questions and present live walkthroughs.
8. Track your performance
It’s good practice to analyze your sales initiative metrics and compare them to your KPIs. Besides the regular sales KPIs, you’ll benefit from knowing how each virtual initiative impacts your bigger, business-oriented metrics.
Without leads, you have no one to pitch the product to, so you’ll benefit from working together with the marketing team to review:
- Social media impressions
- Paid ads click-through-rate (CTR)
- Email marketing CTR
- Web traffic and demo request clicks
You also need to look into your own initiatives metrics like demo calls and deminars analytics. If you’re using Livestorm to host these sessions, you can get a detailed view of:
- Who were the most engaged participants
- What did each person answer on polls or which questions they added to the Q&A tab
- How long they stayed on the call
- If someone didn’t attend but watched the recording or if someone attended and played the recording again