Both McKinsey and ADP have underlined the importance of video for virtual selling. This as opposed to audio only, and showing the potential benefits of using video in virtual sales calls. Furthermore, you may benefit from considering a few key practices succh as:
- having a set agenda that is as lean as it is clear,
- utilizing interactive elements to ensure customer engagement and focus, and
- having clear and narrow roles for participants.
On top of these elements it is a good idea to do a technical “hygiene” check before the call, providing that it is digital and not a mere phone call. Ensuring that the customer can access the call unobstructed, that the network is stabile and that microphones and cameras work properly. Preparations that form a good foundation, and works ensure a smooth call or meeting for all parties involved.
