Since the pandemic of 2020, more and more businesses have found themselves having to adapt to remote working. Whilst we’re a lot further down the line now, for many companies, this new way of working is here to stay. For an advanced sales team in particular, this can invite a range of issues – especially when your particular sales process may have a long incubation time. Where once it was possible to meet clients face to face, they may prefer not to travel, and where you used to be able to gather a group together to demonstrate what you do, this may not be acceptable any more.
In this article, we’re looking at the 7 most important tactics that you can focus on to sustain a positive and successful remote selling process.
Think about your communication
Despite the negatives that have come from the pandemic, it could be argued it has pushed us much further ahead when it comes to communication in business. Although platforms like Microsoft Teams and Zoom already existed long before COVID hit, the ways in which we use these tools have developed incredibly quickly.
Whilst a plain old video call will often suffice, be aware of other tools these platforms can provide, such as Zoom whiteboards, which can bring a more interactive element to your meeting and help clients to navigate more complex details.
Technology is continuing to develop and improve along with business needs, and it’s hugely important to keep up to date with new tools that can help you to not only stay in regular contact with your prospects, but also track them properly through your chosen CRM.
However, the more traditional forms of contact can still provide exactly what you need when it comes to communicating. Picking up the phone or sending a well-tailored letter can help you to stand out and get to the point of what needs to be discussed.
Provide your clients with additional value
This may be something that’s already on your radar, but one of the key benefits we’ve seen over the past 18 months or so is the ability to provide your prospects and clients with content that brings them real value.
Delivering this information in online formats has the added benefit of being more accessible, increasing the opportunities for you to sell to a wider audience. Here are a few areas we would recommend looking into:
- Promoting a webinar series to give your clients a deeper dive into specific topics that affect their industry and how you can help;
- Building a range of white papers, eBooks and free downloads (these can also be used to create lead magnets to boost your mailing lists);
- Hosting online events, such as breakfast Zooms, to maintain a connection with your audience and provide them with a better understanding of your business.
Presenting a good personality can sometimes be half the work when it comes to creating positive experiences for your client, and this is something which needs additional attention when your interactions are held mostly online.
Some of the key areas to focus on are:
- Get to know your contacts, drop in personal information whenever possible to help make interactions feel more individual (but make sure it’s appropriate!);
- Dedicate time to your client when you speak to them – don’t be late to meetings, schedule additional time into your calendar after the scheduled finish time in case it overruns. This will also give you time to write your follow up communication while the meeting is still fresh in your memory;
- Keep in regular contact with them, making sure they’re up to date with any information which affects them.
Stick to what you’ve promised
Whilst a busy work schedule can make it difficult to stay organised, your priority should always be the commitments you’ve made to your clients and prospects.
By making sure you keep on top of deadlines you’ve agreed to and by sending over requested information in a timely manner, you build a rapport and level of trust with your audience, giving you a more consistent and intimate working relationship.
This may seem like ‘teaching you to suck eggs’ to a degree, but when working remotely, your daily habits must evolve alongside your sales methods.
Planning your meetings in advance and providing your contact with a proper agenda and follow-up notes can make a huge difference to their overall experience and leave them feeling more involved than they may do otherwise.
This can also help ensure you remain aligned with your colleagues and business goals, making it easier for other team members to pick up your work if you’re away on that well-earned holiday.
Collaborate with your team
This collaboration amongst team members is all the more important when you’re working remotely and not able to physically see each other on a regular basis.
It can be incredibly helpful to hold regular meetings with each other to share best practice, lessons learned, any successes or difficulties and highlights from the relationships you’re working on.
Use social media to your advantage
Whilst social media is often looked upon as a marketing tool, it can also have huge influence in the world of sales. Platforms such as LinkedIn hold particular power when it comes to connecting directly with your audience and positioning yourself as a leader in your field.
Online conversations can be incredibly useful when it comes to reaching new prospects, as well as building a level of trust with your existing contacts. If you’re not sure where to get started with boosting your personal brand on social media, we recommend focusing on understanding your ideal client inside and out – knowing what type of content they’d be interested in and the types of conversations that will hook them in. The more you can focus your content specifically for them, the more likely they are to engage.
If we’ve learned anything over the past 18 months or so, it’s that you can never know what’s coming around the corner and being flexible and agile to new working environments can be the difference between a business that succeeds and one that fails.
The key thing for any salesperson is the ability to be dynamic and be able to put strategies in place that benefit not only their clients, but also their team and business. Being open to new ideas and forming new habits will undoubtedly allow you to form stronger and more resilient relationships and will put you and your company ahead of competitors in the market.
Innovation and agility are at the heart of everything we do at Datam, allowing us to act quickly and creatively to resolve issues internally and for our clients. If you’d like to find out more about how we can help you, get in touch with us today.