Sales and marketing opportunities have expanded thanks to video conferencing technology. Sales professionals can now reach out to new customers around the globe, without ever leaving their home base. This helps maximize profits by cutting down on travel expenses and is more convenient for both the sales person and customer. The new technology does bring its own challenges, though. Video conferencing has its own dynamics and knowing how to present a proposal over video conferencing is the key to being successful.
It may sound like common sense, but since many representatives don’t do this one simple thing to garner the good opinion of customers, it bears stating: be on time. Sales2.0 explains that whether you are presenting in person or via video conferencing, the first step to a successful proposal is to begin on time. They go on to say that sales professionals should have a prepared presentation template, allowing time for questions, so that you can give the client an idea of how long the conference will take and then stick to the estimate you give them. Showing that you value your potential customers’ time is part of showing that you value the customer overall.
What Makes Great Proposal
Using a reliable service like Blue Jeans for sales and marketing video conferencing is an important part of looking professional. If your video conferencing service works well, you will avoid having communication issues. Then, once reliable communication is established you’ll need a pristine proposal. The majority of your proposal should focus on what your potential customer needs: familiar situation, key concerns, solutions to their problems.
Before meeting with clients for a video conference, send out an email asking a few short survey questions to assess what the customer likes about the product and what they need. This information will help you get a feel for how your product or service can be of use to the client. Open you presentation with a situation summary giving a real-world example of how someone your customer can related was able to solve their own problem with your product. Second, in four to six bullets, outline the key concerns users of your product face and features that help alleviate their concerns. Third, explain how your product can solve the client’s problems or meet their needs, highlighting the overall value of what you are proposing. Fearless-Selling.com explains that if you satisfy the needs of the client in your proposal you exponentially increase your chances of making the sale.
Keep it Short
Bill Rolland, a seasoned sales professional, explains that you should make your marketing proposal short and sweet. During a video conference you have a unique opportunity to create a call to action. Make the presentation visual and dramatic by using a short video clip to show someone using your product or service. Mr. Rolland also states that you should not expect to be able to tell the whole story of your product or service in one presentation, but instead provide your customers with a white page or other supplementary documents via email or standard post to give them some hard facts. Use the video conference to show off the highlights of your product or service and how it can be used to solve the customers problem or fill their need. End the presentation with a call to action, either asking the customer to go to your website to read more and make their purchase, or making the sale on the spot. Additional online tools such as Google Docs, GoogleSign, and PayPal can assist with the signing of contracts and sending of invoices and payments, so that all of the details of your sales transaction can be handled online.
Sales and marketing is a complex field and presenting proposals requires an understanding of how customers think, what they need, and what they expect from a professional company. Even though you are not technically meeting a customer in person, video conferencing can give your meeting the feel of face-to-face, individualized attention. Customers like to feel like they are important and like you companies are customizing their sales pitches and even their products to each customers needs. Video conferencing can help you show each customer this attention by giving you the opportunity to give a customized proposal. Start by relating a situation to your customer’s needs. Follow through by highlighting how your product or service can solve their problem. Show the value of your product or service by using a short video clip to show someone using the product or service to their advantage. Close your proposal with a call to action that leads the customer to purchasing your product. By following these proposal presentation techniques and being timely and professional, you will meet with better success and greater acceptance of your proposal when using video conferencing for sales and marketing meetings as well as in person meetings.