Best Practices for Virtual Selling

This post originally appeared on the Louisiana Technology Park blog.

COVID-19 accelerated the digital revolution. In a matter of months, almost every aspect of our professional lives found a digital home, affecting how we do business and generate leads. If you want to make sales for your product or service during the pandemic, you need to meet your target market where they are: online. 

Since the arrival of COVID-19, nearly 90% of B2B sales have shifted to a virtual platform, according to a McKinsey & Company global survey. Interestingly, more than half of the people who adopted a virtual sales strategy found it even more effective than traditional in-person tactics. 

Revising your sales strategies for success in a digital environment is essential. Here’s how to make the most of your virtual selling.

Plan Interactive Presentations

It’s harder to make personal connections in a virtual environment. You need to provide opportunities for your listeners to connect with your story. “Make sure that you’re authentic in telling your story,” says Barret Blondeau, founder and CEO of Baton Rouge-based Unlock’d, a virtual home-selling platform that eliminates the need for a realtor. Blondeau launched Unlock’d at the beginning of Louisiana’s shutdown, forcing him to pivot to a digital sales strategy.

When pitching a potential client, reel them in by solving their most significant pain point first. Blondeau leads with Unlock’d’s ability to eliminate expensive real estate commissions, which is extremely attractive to building developers and home flippers. Once they’re hooked, maintaining interest is critical. On a video call, you can’t tell when someone’s attention has wandered. They could be looking at other browser windows or distracted by their surroundings.

“Be conversational,” Blondeau says. “Try to get a back and forth.” If your prospects are responsive, you know they’re listening. Encouraging participation also allows you to find out more about what they need so you can propose nuanced solutions to their specific problems.

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