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Submission: On August 24 via api from US — Scanned from US
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4 REASONS SALESPEOPLE SHOULD CONDUCT INITIAL MEETINGS ON VIDEO SALES CALLS
Written By: Jeb Blount
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SHIFTING INITIAL SALES MEETINGS FROM FACE TO FACE TO VIDEO CALLS
One of the most effective points in the sales process to leverage video sales
calls and virtual selling skills is the initial meeting. The initial meeting is
first step in the sales process. It is the appointment you (or your sales
development rep) set during outbound prospecting or from an inbound lead.
The objective of the initial sales meeting (often the first step in the
discovery process) is three-fold:
1. Make a great first impression and develop an early emotional connection with
the stakeholder(s)
2. Fully qualify the opportunity to determine if it makes sense for you to move
to the next step with the prospect.
3. Generate enough interest with the stakeholder(s) to motivate them to advance
to the next step in the sales process.
EFFECTIVE INITIAL MEETINGS
An effective initial meeting should be about 30 minutes in length and no more
than sixty. Your primary goal is to close for the next meeting (based on the
complexity and length of your sales cycle).
* discovery
* demo
* presentation
In situations where the opportunity is not a good fit, poorly qualified, or the
timing is wrong, you’ll want to walk away.
Sometimes the stakeholders will not have enough interest to move forward and
won’t set the next meeting with you.
I disqualify between 30% and 50% of prospects on initial meetings and never move
forward with the next step.
For example: If you conduct ten initial meetings over the course of a week,
about half will advance to the next step. Depending on your closing ratio, 1-2
of those will move on to closed/won.
Of course, some delusional salespeople throw proposals at every prospect,
regardless of qualification. This is a terrible drain on productivity and a
waste of resources.
VIDEO SALES CALLS ARE MORE EFFICIENT FOR INITIAL MEETINGS
A good field rep can handle no more than ten face to face, initial meetings per
week and still have time for other important sales activities such as
prospecting, discovery calls, follow-ups, and presentations.
Most reps never even get close to ten a week. There just isn’t enough time in
the day to do more. Driving to initial meetings, and other sales calls eats up
the day.
But, that all changes when sales reps cut out the windshield time and shift
initial meetings from in-person to video.
There are four benefits to shifting initial meetings to video sales calls:
1. You’ll increase the number of initial meetings you can conduct a week, which
increases the number of new opportunities advancing through your pipeline,
which in turn increases the number of deals you close.
2. Because video sales calls tend to be shorter than in-person calls and you
eliminate drive time, you immediately become more efficient.
3. You’ll face fewer prospecting objections. More prospects will agree to meet
with you because a short video call (to determine if it makes sense to work
together) is easier for them consume and lowers their risk of wasting time
with you.
4. Reduced travel costs.
IN MODERN SALES, SPEED MATTERS
For many field salespeople, the idea of conducting initial meetings via video,
rather than in-person, seems un-imaginable. There is no doubt that in-person
communication is more effective.
However, the efficiency you gain by shifting initial meetings to video sales
calls more than makes up for not being there face to face. You’ll be able to
conduct far more initial meetings, resulting in a bigger pipeline, and more
sales.
The good news is video sales calls, are the closest facsimile to being there in
person. Done well, they open the door to deeper relationships, understanding,
emotional connections and trust.
In modern sales, speed matters. Blending virtual selling into your sales process
makes you more agile. This allows you to move faster, become more productive,
and shorten the sales cycle.
--------------------------------------------------------------------------------
Learn more about virtual selling and improve your virtual sales skills with Jeb
Blount’s blockbuster bestseller: Virtual Selling: A Quick-Start Guide to
Leveraging Video, Technology, and Virtual Communication Channels to Engage
Remote Buyers and Close Deals Fast
ABOUT THE AUTHOR
Jeb Blount
Jeb Blount is one of the most sought-after and transformative speakers in the
world…
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