Building Connections in a Virtual World
The right training and tools are key to creating an outstanding virtual experience.
…it is even harder. You need to get a little more tactical about creating an experience that your prospects will connect with. That’s what separates exceptional companies in a virtual world from those that are just ok. To be exceptional, you must master four areas with your prospects.
- Customer experience is still No. 1. Just because you can’t meet at an event or over dinner doesn’t mean that relationship building isn’t possible. In your next virtual meeting, I encourage you to use creative and thoughtful ways to connect instead of jumping immediately into sales mode. Did you notice their background? Is there an interesting picture, book or musical instrument you can ask about? You should also have your camera on and use a notable background. That will enable your client to get a feel for who you are as a person.
- Know their business. There’s nothing worse than getting on a call you had misgivings about accepting, only to realize that the company requesting the meeting has no idea what you do or what industry you serve. Take time and do the necessary research before you even think about requesting a meeting.
- Lighting, eye contact, and appearance matter. Have you ever had to sit in a virtual meeting with someone who’s difficult to see? To keep that someone from being you, I recommend investing in a ring light and positioning your camera so it is eye level or just above, in line with the screen. And look into the camera, not at yourself on the screen. Make a connection with eye contact.
- Ditch the PowerPoint. Nothing can bring a productive conversation to a halt faster than a lengthy PowerPoint. Always start by listening to your partners and customers. How can you possibly expect them to believe that you can help if you haven’t taken the time to ask questions and discover what they need? You should be solving a problem, not selling a product. Identify the BDQ (billion dollar question) that will help you to identify the gaps that need to be filled.
Vendors and Suppliers Can Help You
One last tip: Your vendors and suppliers can help you succeed in today’s world of video meeting and virtual events. For example, we at Bitdefender worked closely with virtual selling expert Mark Edwards to develop a complete course designed to help partners excel at virtual selling.
Our new virtual business world has many opportunities. Learn how to take advantage of them.
Heather Harlos is the global marketing manager for cloud and MSP at Bitdefender.
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