The New Normal: Virtual Sales in a Post-Pandemic World

With businesses gradually transitioning back to the office, the lingering impact of Covid continues to be a cause for concern. In certain cities, there is a noticeable surge in summer Covid cases, prompting businesses to explore innovative strategies that cater to the needs of "everywhere customers." One such strategy gaining popularity is the implementation of virtual sales, which not only enhances the customer experience but also drives favorable business outcomes.

The New Normal: Virtual Sales in a Post-Pandemic World

Why Virtual Sales Matter Now More Than Ever

As businesses adapt to the evolving landscape, the lingering impact of COVID remains a concern. With spikes in cases in some cities, companies are innovating to meet the needs of "everywhere customers." Virtual sales have emerged as a key strategy, offering flexibility, efficiency, and new ways to build customer relationships.

What Are Virtual Sales?

Virtual sales go beyond traditional methods like phone calls and emails. They leverage video technology to connect with prospects, follow up on leads, and close deals. This approach has proven effective across various industries, except those requiring hands-on services like restaurants or auto repair shops.

Key Components of Virtual Sales

1. Pre-Call Planning: Clear instructions on joining video calls can prevent technical hiccups and ensure a smooth experience.

2. Virtual Prospecting: Tools like Vidyard, Loom, and Wistia allow sales professionals to send personalized videos, making prospecting more effective.

3. Sales Meetings: Video conferencing tools like Zoom enable a deeper level of engagement, allowing sales professionals to read body language and respond appropriately.

4. Meeting Follow-Ups: Video recaps can be a powerful tool for summarizing discussions and ensuring the message reaches decision-makers.

5. Introductions and Handoffs: Video introductions can help maintain trust when new team members are brought into the sales process.

The Importance of Trust

Building relationships based on trust is crucial in virtual sales. Video introductions during handoffs and video recaps in follow-ups can go a long way in maintaining this trust.

Tools for Virtual Selling

We recommend Zoom & Vidyard for meetings and prospecting. Other good options include Loom and Wistia, which also offer free versions for you to try before you buy.

Getting Your Team Onboard

1. Leadership Buy-In: It's crucial for leadership to see the value in virtual selling and empower teams to use it.

2. Sharing Success Stories: Team members who have had success with virtual selling should share their experiences to encourage others.

Next Steps

Virtual selling is not just a trend but a necessity in today's digital world. It's time to train your team on effective virtual selling techniques and the tools that can help you succeed.