Although this spring’s shift to remote work was originally meant to be temporary, many teams have made the decision to work from home for the foreseeable future. Now, sales teams need to find better ways for remote selling.
With this change comes a drastic shift in the way that businesses need to approach their interactions with people outside the company, such as communicating with potential clients to increase remote sales. Here are some simple tips to have your team members implement in order to set your company up for success as with sales enablement.
Use Video Conferencing Software to Engage With Your Team Members
Working from home can make staying on the same page as your team members more challenging.
The regular setup of your office was likely designed with sharing ideas and conversations with coworkers in mind, and eliminating the majority of in-person conversations over the past six months has probably led to a drop in engagement between your team members.
If your business has not yet taken advantage of Zoom, Slack, or another type of video conferencing software, incorporating weekly online meetings into your team members’ regular remote work schedules can be the next best thing to in-person conversations as far as keeping your team members in touch with one another and working together to come up with new ideas for increasing remote sales.
Approach Potential Clients in the Morning for Remote Selling
One of the most important tips for successfully working from home is making sure to stick to your regular schedule as much as possible, and this strategy also applies to choosing the most effective times to get in touch with your potential clients.
Many people feel most capable of making major decisions early in the morning before they become distracted by other things, and this is especially true for new remote workers.
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Connecting with your potential clients first thing in the morning often means that they are more willing to speak with you, less distracted by emails, social media, children needing help with remote learning, and other challenges of working from home, and ready to make a purchase decision instead of putting the conversation off until the next day.
Be Personable to Connect With Your Potential Clients
Not being able to meet with your potential clients in person can make it more challenging to connect with them and convince them that your products or services can benefit them. However, modern technology means that you are no longer limited to trying to get to know someone through emails or phone calls.
By meeting with your potential clients over Zoom, you can have face-to-face conversations with them in real-time. These chats do not even need to be limited to business-related topics; a simple question about the person you are talking to’s interests or how his or her week is going can help you form connections that go beyond simply making the sale.
Being able to see you and the products you are describing makes you seem more real and approachable to your potential clients than someone they have only talked to over the phone or through an email.
Create a Professional, Designated Work Space for Remote Selling
Working remotely means that it can be difficult to maintain a firm line between work and your personal life. Setting up a home office, or at least a desk that you only use for work purposes, can help you get into the right mindset when it is time to start working each day.
Having a neat, professional work space can also help you make remote sales, especially if you meet with your potential clients virtually via Zoom or another video conferencing platform.
Clients that see you dressed professionally and with a clean background, even when you are working from home, are often more likely to take what you are saying into consideration when deciding whether or not what you are selling interests them.
Take Breaks Regularly
Working from home can make it easy to feel like you are not being productive whenever you are not working, which can make it more difficult or less natural to take a break than it is at the office. However, it is important to allow yourself to take regular breaks in order to avoid feeling burned out.
Successful remote selling depends on being able to get your customers excited about the products your company is selling, which can be more difficult to do if you appear bored with what you are doing.
Stay Organized While Working from Home
Nothing turns off a potential client faster than a disorganized salesperson, and staying organized can be more challenging than ever at home. In order to avoid losing clients’ information, missing important virtual meetings, or otherwise appearing unprofessional, come up with a system that works for you and stick to it.
Whether you prefer to use Google Calendar, a whiteboard near your computer, or a traditional paper planner, be sure to write down important dates to keep track of all of the tasks you need to accomplish each day. Similarly, make sure to keep papers and digital files well organized so that you can find any piece of information a client asks for at a moment’s notice.
Keep Track of Your Customers’ Interactions With Your Communication
Keeping track of how each of your potential customers responds to each type of communication can help you determine whether they are close to making a purchase or you are about to lose their interest.
Tracking when customers open the emails you send them or visit your website can provide you with valuable information that you can use to determine your next steps to take that are most likely to result in a sale. Sales tools can help you at this point.
At WEBITMD, we are proud to help our clients identify ways to improve their marketing strategies to boost sales.
Although the day-to-day operations of your company likely look quite different this fall than they have in the past, there are several simple steps that you can take to continue to find success as you shift to prioritizing remote sales over in-person sales for the foreseeable future.
Contact WEBITMD today to learn more about the services we offer that can help you optimize your business for successful remote sales!