In today’s selling environment, we’re using video more than ever before. And in some markets, video is the only way we can engage in face-to-face interaction with our customers. While I’m not going to delve into the specific platform or camera you should be utilizing, I do want to provide you with tips that are going to help you as a salesperson create more engagement with your customers.
A good quality microphone for videos is incredibly important because it will ensure no distortion or echoing. I would even say that the sound quality is more critical than the video quality. And it doesn’t cost a lot to invest in a good microphone. In fact, the microphone I was using cost me $19.
Always Use Videos for Customer Meetings
Always incorporate video for a customer meeting even if the customer does not want to be in the video. There’s a better opportunity for you to engage, build a relationship, and build the trust you need if they can see you. Even if you can’t see them—and let’s face it, we all have had video fatigue and are not always ready or have the energy for video—you don’t need them to be on video for the relationship to be enhanced. Thus, always make sure that you’re ready to be on video.
Video Camera at Eye Height
Always make sure that your video camera is at eye height looking slightly down at you—not up. If that means you have to place your laptop on a few books, that’s okay. Also, in order to get the best video appearance, you will always want to make sure that your video device is as far away as it can be on your desk while tilting it down slightly.
Insist on Video for Internal Meetings
I know many of you are having your internal coaching and sales meetings remotely right now. And when it comes to those meetings, insist on video. Ensure everybody has to be on video because that’s the way you’re going to engage the best.
For example, I’ve been conducting virtual training programs comprised of 4 to 20 people, and the mandatory requirement for being there is video. That way I know they’re paying attention, I can read their body language, and I can give people the thumbs up or clap without interrupting the conversation.
When the recovery comes, we will most likely not fully go back to the old ways of doing business. There will always be clients who will want to talk and work with us virtually. Thus, now is the time to develop your video skills.