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Guide

The Ultimate Guide to Virtual Selling

Virtual selling is more important than ever: it has become key for sales teams to know how to sell to potential customers online, with the appropriate tools.

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The rise of popular video streaming services like YouTube has made video a big part of our daily lives. People around the world use video to learn new skills and connect with others. But you don't have to stop at watching videos; you can make them, too!

As a sales rep, you can help bring more eyes to your business, product, or service with the help of video. Through virtual selling, you can have a direct impact on your sales performance. Let's get started!

What is virtual selling?

Thanks to virtual selling, a salesperson can reach out to anyone with a Wi-Fi connection. In essence, the metaphorical sales pool expands to become an ocean that spans the entire globe.

As long as you share a language, you can target buyers in China, Australia, the U.S., Spain — or anywhere there might be a demand for your offerings.

Virtual selling definition

Virtual selling is the process in which the conversation between a salesperson and a potential customer happens entirely online (through synchronous or asynchronous video, phone, text, social media, or email), whether it's to sell a product or a service.

Virtual selling: benefits for the sellers

Virtual selling has many unique benefits that are not afforded by traditional selling methods. It allows the seller to expand their reach extensively, with minimal effort. When a salesperson isn’t blocked by logistical details like time zones, travel costs, and accommodations, they can reach out to any potential customer, only thanks to their Wi-Fi connection.

Statistics demonstrate that virtual sales meetings are extremely popular among sellers. Research by HubSpot found that 63% of sales leaders believe that virtual sales meetings are equally effective or more effective than traditional, face-to-face meetings.

Virtual selling: benefits for the buyers

Virtual selling is beneficial for purchasers, too. Online sales webinars and product demos don’t require any special effort of the viewer; interested parties can simply click a link and learn more about the product or service without leaving home.

Like the seller, the buyer also does not need to worry about schedules or logistics, making it easy and convenient to shop and explore.

About 80% of customers say that they prefer shopping virtually. Ease of planning, travel cost savings, and better safety were some of the top factors driving their preference.

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How to sell products online with video?

It’s become clear that virtual selling offers multiple long-term benefits and is here to stay.

During the Covid-19 pandemic, companies of all sizes and industries proved that anyone could use video for sales successfully. Many sectors that relied on in-person sales before the pandemic are now finding opportunities in new markets, connecting with buyers on new levels, and growing their businesses globally.

But where should you start?

1. Engage prospects during virtual sales meetings

As a sales rep, the biggest challenge when selling virtually will be to engage your prospects during the call. Indeed, many potential prospects will tend to multitask during a virtual sales meeting.

Therefore, make sure to ask questions and wait for their answers. Try to capture your audience's attention and invite them for participation. Through this dialogue, it will also be easier to build a relationship with your prospect.

If you need to use a sales deck, make sure to keep it short. Use engaging visuals to capture your audience's attention. You can even share your screen or upload media during your virtual sales meeting to better illustrate your topics.

2. Create sales webinars, video conferences or online events

If you need to reach out a larger audience, product demos webinars are an easy way to qualify your prospects. Make sure to choose a webinar software that lets you organize every part of your webinar. You should be able to create registration pages, send promotion emails, host events, and report performance within a single platform. If your sales team doesn't have the bandwidth to host many product demo webinars, create on-demand or automated webinars.

>> Discover how Customer.io uses Livestorm to generate a 10X ROI on their sales webinars

3. Leverage video marketing

According to Gartner, only 9% of sales emails are opened. And Livestorm's own research has found that 77% of respondents indicated that their companies use video to engage audiences.

That's why sales reps should incorporate videos in their prospection. Create short videos with tools like Loom or Vidyard and embed them in your outreach emails to capture your prospects' attention.

Moreover, make sure that your marketing team uses videos in their paid strategy. Record your sales demos and turn them into on demand events. Or, re-use them on LinkedIn to engage potential prospects.

Best practices for your virtual sales meetings

With virtual sales meetings, product demos webinars and sales webinars, you now know 3 ways to leverage video in your sales strategy. But if you're working as an inside sales rep, virtual sales meetings will be your bread and butter.

So let's take a closer look to understand how to organize your virtual sales meetings!

1. Do your homework

Before the call, prepare it! You can use sales automation tools to learn about your customers’ demographics and business challenges.

Make sure to have a clear agenda ready (better yet, send it in advance by email to your prospect)!

During the meeting, if you have a presentation, customize it ahead of time to showcase stats and customer case studies within your prospect's industry.

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2. Understand your customers' needs

Listening is the key to all successful relationships, including those with potential customers.

While a prospect is describing what they need, instead of waiting for your turn to speak or to pitch your best-loved (and most expensive) service, try to actively listen to what they are expressing.

Developing a comprehensive understanding of a customer’s actual needs will usually yield better results than a simple brute-force sales pitch. After all, every situation is unique, and what has worked best for one customer won’t necessarily work for everyone.

3. Avoid technical difficulties

Unlike for product demo videos, you might not need all video engagement features (such as polls, Q&As, questions upvotes, analytics dashboard...) for your 1:1 virtual sales meeting.

However, there's a crucial aspect that your video conferencing software needs to fulfill: it needs to be browser-based. To ensure a high attendance rate, avoid using any platform that creates a barrier at the entry, that requires to be downloaded or installed, as it simply might discourage your prospect to join to the meeting.

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4. Observe proper meeting etiquette

There's an easy meeting etiquette to follow to ensure a quality virtual sales meeting:

  • Tidy your surroundings: Adjust your camera to the right angle and get rid of your dirty cup! If you can't change your surrounding, simply use a virtual background.
  • Use a flattering lighting: Test it ahead of the meeting to give a first good impression. Try having light facing you instead of behind you.
  • Keep it quiet: Make sure it's quiet for your prospect to hear you well. When someone else is speaking, mute yourself!
  • Share your screen: Illustrate your arguments with graphs, numbers and existing customer testimonials.
  • Over-communicate: End your meeting with a list of action items and takeaways. Ask the prospect if your explanations are clear and leave no space for misinterpretation.

5. Don't forget to follow-up

After your virtual sales meeting is over, you may feel that you’ve earned a bit of a break, but don’t close that laptop just yet!

Once the meeting is done, make sure to follow-up via email in a timely manner. Recap the action items or main takeaways and move the sales negotiation further. For example: offer a time for the next meeting and get a hold of the decision maker.

After the sale: virtual customer onboarding

Congratulations — your virtual sales meeting was a success, and you’ve landed yourself a customer!

Now, you or your team can go one step further in the virtual selling process with virtual customer onboarding sessions.

Use video engagement tools to give new users step-by-step tutorials; inform customers about your terms of service or other policy updates, and ensure that new clients can access all the services and products that your organization has to offer.

Virtual onboarding is becoming more and more popular as a quick and easy way to establish a strong user-organization relationship, which will result in more customer loyalty down the road.

>> Discover how Workable used Livestorm to Grow Customer Training by 113%

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Start selling virtually

Start selling online now with Livestorm's video engagement platform. Get started for free!

How to upsell and cross-sell with video?

Now that we’ve walked you through the basics of virtual selling, here’s a quick tutorial on the next level: virtual upselling and cross-selling.

What is it exactly?

What is upselling?

Upselling is the practice of encouraging a customer to choose a more expensive item or service option than the one they initially expressed interest in.

For example, a software salesperson might show and sell an additional feature included in a more expensive plan or promote a new service to an existing customer.

What is cross-selling?

Upselling is often confused with cross-selling, which is the practice of offering customers additional products to compliment an existing one.

For example, you might recommend a good set of speakers or a quality webcam to go with a computer, rather than a new and improved version of the computer itself.

Why upsell and cross-sell virtually?

Upselling and cross-selling virtually can save time and costs. While the up-sell or cross-sell negotiation themselves can happen through video, you can generate more revenue from your existing customers via transaction emails (once the initial purchase has been made) or post-purchase automations (by creating email workflows based on an action taken by the customer).

Conclusion

Now that you know what is virtual selling and how to host great virtual sales calls, there's nothing left to do but to get started!

If you need to host virtual sales meetings or product demo webinars, Livestorm's video engagement platform is made for you: it is browser-based, easy-to-use and provides all the features to run your events from end-to-end.

To test Livestorm and get started, simply create a free account.

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Get started with Livestorm's video engagement platform. You’re just minutes away from selling virtually.

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