In the era of remote work and virtual meetings, salespeople have had to pivot from traditional face-to-face interactions to online platforms like Zoom. While the fundamentals of sales remain the same, the shift to virtual meetings introduces unique challenges and opportunities. Here’s how a salesperson can not only survive but thrive in a Zoom environment.

1. Master the Technology

Before you can even begin to think about your sales pitch, you need to be comfortable with the technology you’re using. Zoom, like any tool, has its quirks, and a salesperson must become proficient in its use to avoid technical hiccups that could disrupt a meeting. This means understanding how to set up meetings, manage breakout rooms, share screens, and troubleshoot common issues quickly. Familiarize yourself with Zoom’s features such as virtual backgrounds, chat functions, and recording capabilities. Being adept at using these tools can make your presentations smoother and more professional.

2. Create a Professional Virtual Presence

First impressions still matter, even online. Your virtual presence can significantly impact how you’re perceived by clients. Ensure that your background is clean and professional; a cluttered or overly personal backdrop can be distracting. Consider using a branded virtual background that reinforces your company’s identity. Additionally, dress as you would for an in-person meeting. Dressing professionally not only sets the tone for the meeting but also affects your own mindset and confidence.

Lighting and camera angles are also crucial. Ensure your face is well-lit, ideally with natural light or a soft, diffused light source. The camera should be at eye level to maintain a natural and engaging gaze with your audience. Looking directly into the camera rather than at your screen can help simulate eye contact, making the interaction feel more personal and engaging.

3. Enhance Your Communication Skills

In a virtual setting, your verbal communication skills become even more critical. Since non-verbal cues like body language are less noticeable on screen, the tone of your voice, your facial expressions, and your ability to articulate your message clearly play a more prominent role. Practice speaking clearly and at a moderate pace to ensure your message is understood. It’s also important to be more expressive with your facial expressions and gestures to convey enthusiasm and confidence.

Listening actively is just as important as speaking. In a Zoom call, there can be a slight delay, so be sure to pause after speaking to allow others to respond. This not only shows respect but also ensures smoother communication.

4. Utilize Visual Aids Effectively

One of the advantages of Zoom is the ability to share screens and present multimedia content. Use this to your advantage by incorporating compelling visual aids into your sales pitch. Slides, videos, infographics, and live demonstrations can make your presentation more engaging and help convey complex information more clearly. However, be mindful not to overload your audience with too much information at once. Keep your slides simple, with concise text and high-quality images.

5. Engage Your Audience

Keeping your audience engaged during a virtual meeting is more challenging than in a physical setting. To combat screen fatigue and maintain attention, use interactive elements throughout your presentation. Polls, Q&A sessions, and breakout discussions can keep your audience engaged and make the meeting more dynamic. Encourage participants to use the chat feature to ask questions or provide feedback, and acknowledge their contributions to make the meeting feel more interactive.

6. Follow Up and Provide Value

The end of a Zoom call doesn’t mean the end of the interaction. Effective follow-up is crucial in a virtual sales environment. Send a personalized follow-up email thanking participants for their time, summarizing key points discussed, and providing any additional information or resources promised during the meeting. This not only reinforces your message but also demonstrates your commitment to customer service.

Consider providing additional value beyond the initial meeting. Share relevant articles, case studies, or industry insights that align with the client’s interests or needs. This positions you as a knowledgeable resource and can help nurture the relationship over time.

7. Adapt and Evolve

The virtual environment is constantly evolving, and salespeople must be willing to adapt. This means staying up-to-date with the latest features of Zoom and other virtual meeting tools, as well as being open to experimenting with new techniques and strategies to improve your sales process. Regularly seek feedback from clients and colleagues to understand what’s working and what isn’t, and be ready to make adjustments accordingly.

 

Surviving as a salesperson in a Zoom environment requires mastering technology, honing communication skills, engaging your audience, and continuously adapting to changes. While virtual meetings come with their own set of challenges, they also offer unique opportunities to connect with clients in innovative ways. By leveraging the tools available and focusing on delivering value, salespeople can not only survive but thrive in this new virtual landscape.

 

Written by: Hans Hansson

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Hans Hansson is the President of Starboard Commercial Real Estate. Hans has been an active broker for over 35 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email [email protected] or call him at (415) 765-6897.