A popular topic we’ve been examining with our clients recently is hybrid selling. What is hybrid selling?
Hybrid selling is when you are able to make a physical sales call or attend an in-person meeting onsite with your client, but your partner is unable. This is happening because, for a number of large corporations, we are still seeing travel bans. Also, as a result of social distancing requirements, we are seeing more restrictions from customers who are only allowing a certain number of individuals in-person.
If you are experiencing these situations, you need to embrace hybrid selling: you (in-person) and your partner (in-camera). How do we accomplish that? Here are five tips we’re seeing work the best.
1. Use the client’s technology.
This always works better if your partner—who’s remote—is being broadcasted through that customer’s video conferencing equipment and systems.This ensures less technical difficulties.
2. Focus on the customer.
Your partner doesn’t need to see you. If you’re sitting behind the desk and you’re not seen on screen, that’s okay. However, make sure you can be heard.
3. Carry a portable mic.
It is vital that your customer can be heard clearly. A quick plugin of an external mic will make all the difference in the world when it comes to the interaction between your partner and customer.
4. Make sure the room is well lit.
Try not to meet in dark places or places with poor lighting. Keep the meeting small and well lit.
5. Have your remote partner deliver the presentation.
If you are selling in a hybrid environment, make sure whoever is conducting the main presentation is remote. These hybrid meetings work much better if, for example, your specialist is conducting the presentation while the customer is watching and focusing on their computer screen. This is because the person in the video is often forgotten. It does sound counterintuitive, but if you need to rely on a presentation for these meetings, have your remote partner deliver it so that the customer can focus while you can be the backup.