It’s challenging to find a sphere in our lives that has not been impacted by digitalization. Almost every experience we have both as users, clients, or executors has undergone a virtual transformation. Selling is not an exception. The concept of virtual selling is not uncommon, but it has become trendy in the last couple of years. And if we are accustomed to online shopping, it is still challenging for some companies to sell in a virtual environment, especially in the B2B segment. Let’s delve deeper into this notion and explore tips to help you take over the world of virtual sales.
Let’s first understand what virtual selling is. This term encompasses online communication with potential and existing customers through special technologies and methods. It can be applied to any stage of the sales process, where a digital counterpart replaces personal communication between the salesperson and the customer. The most prominent example is online sales communications in services like Zoom, Whoosh, or Google Meet. The face-to-face meeting has been replaced by virtual communication, where the seller uses special technology (video conference apps) and sales techniques. However, virtual selling is not just about online calls. It is a search for digital solutions to improve the sales process and achieve the set KPIs. It can also engage VR and AR technologies to enhance your customers’ experience and help them buy your products without leaving the apartment. It’s important to understand that it’s a whole chain of digitalizing sales processes and connecting online marketing to lead the prospect through the sales funnel.
Virtual sales are part of the sales engagement strategy. Of course, one can just leave a link to a video call on a website so that anyone can contact them, but that is unlikely to increase sales. You have to estimate the ideal time in your sales funnel when your potential user becomes interested in video communication with you. Often people don’t even know that they would be more comfortable discussing all the details of a deal, getting a service, or consultation through a video call. A call-to-action message is the least you can do. Let’s figure out what else you need for successful video selling.
Any business that worked in a traditional offline format and had only a page on social networks for the sake of it should be transformed and adapted to virtual sales. You must prepare your products or services for online publication — write detailed descriptions of what the customer will receive, make quality product photos or video introduction of your services, and get ready to work with objections. Moreover, if you plan on delivering your products, you must devise a packaging idea.
When you move your business online, you must give your customers a comfortable and easy way to get the services and products they want. This includes paying remotely conveniently, choosing your delivery method, receiving discount notifications, dealing with returns and refunds, and so on. Try to set up your operational processes to make the customer journey as convenient and enjoyable as possible.
Quality marketing, sales, video conferencing, customer support, and even accounting tech tools can increase your profits, automate processes, and reduce staff. All these applications can integrate, and analytics can help you be flexible and change your strategy if you do not see the desired results.
A website is essentially your brand’s business card. But for some companies, it also works as a directory, portfolio, or marketplace. Either way, it is a crucial element of potential buyers’ contact with your brand, and you should give website development the attention it deserves. It should be user-friendly and optimized for any device. Once on your site, the customer doesn’t have to learn how to use it. Navigation and information should be as simple as possible and intertwined with CTAs and pitches.
Today it’s hard to find a business that doesn’t have a page on one of the social networks. An online presence is significant. Not only is it a platform where you can make advertising integrations with Influencers and launch advertising campaigns, but it is also one of the points of contact with your target audience. What’s more, some businesses don’t need a website, depending on their TA. A social media presence helps increase brand awareness and makes you more appealing. You can’t do without marketing if you want to grow your business.
Trained staff and customer service are vital for a great customer experience. Your employees must be qualified to lead your potential clients through the sales funnel to make their customer journey satisfying. They must be knowledgeable of all your products and services. Besides, they must know how to use all the tools (including video calling) to boost your sales.
Taking care of all the aspects we’ve described will help you implement virtual selling technology into your business. Strategic thinking and planning are essential to successful online selling using video and other latest technologies.
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