Leverage virtual video presentations to build rapport with B2B clients
Written by Jessy Leone
Elliot Olson - Sales and Marketing Director at MarketSnare - MarTech company
Sales tip #1: Virtual video presentation can be extremely effective when selling to B2B clients
Virtual selling, or selling online, has become increasingly popular in B2B sales in recent years. The main advantage of this method is that it allows salespeople to reach a larger number of potential customers. In many cases, buyers who might not be willing to meet with a salesperson in person are more open to viewing a virtual video presentation or having a live conversation via a Zoom call. It is more cost-effective than traditional selling methods since it doesn’t require salespeople to travel as often. Additionally, video selling can be a great way to build relationships with customers. It allows salespeople to connect with them on a more personal level.
Lidia Vijga: "Selling in person or virtual?"
Elliot Olson: "Virtual."
Virtual selling presents its own unique challenges, but it can be a highly effective way to reach buyers. In order to be successful, salespeople need to be able to build rapport and trust with buyers. They have to establish clear communication channels, and create a sense of urgency. They also need to be able to effectively use technology to provide buyers with the information they need. When done well, virtual selling can be a very effective way to reach buyers and close deals.
There are a few things to keep in mind when virtual selling. You need to be able to build trust with potential customers without meeting them in person. This is especially important if you’re selling a high-priced product. This means being clear and honest about your product or service, and providing ample information so that potential customers feel confident about what they are buying. You need to be comfortable using technology, as you will be relying on it heavily in order to communicate with potential customers and close sales. You can try using a video presentation maker like DeckLinks. It allow sales reps and business developers to video narrate their PDF presentations and share with prospects and clients in a single trackable link. Also, watch some video presentation examples here.
One of the most important skills of a sales rep is the ability to connect with potential customers on a human level and create relationships of trust.
In the past, this has often been done through in-person meetings and phone calls. However, with the rise of video conferencing and virtual video presentation tools, more and more salespeople are turning to video selling as a way to reach their customers.
There are many advantages to video selling.
First, it allows salespeople to build rapport with potential customers by seeing their facial expressions and body language.
Second, it makes it easier to deliver presentations.
Third, virtual video presentations and demos can be recorded and reused. This is especially helpful for B2B salespeople who are trying to reach a large number of potential customers.
Finally, video selling is simply more convenient than other forms of selling, as it can be done from anywhere at any time.
If you’re looking for video sales tips and tactics that will help you close deals fast, read out our guide.
Video is a great tool to build trust with clients remotely
With all of these advantages, it’s no wonder that more and more B2B salespeople are turning to virtual selling and virtual video presentation tools as a way to reach their customers. When done right, video can be an incredibly powerful B2B sales tool for building trust and closing deals. If you’re not already using live video or virtual video presentation tools in your B2B sales strategy, now is the time to start!
If you are looking to step up your virtual selling game you should read out our guide on how to make video presentations and when to use them.
If you are new to video selling read our article for some virtual presentation tips and learn how to get your audience’s attention on video presentations.
Sales tip #2: Focus on solving client's problems
Lidia Vijga: "The best sales advice you've ever received?"
Elliot Olson: "Solve other people's problems. They know their problems better than you know them."
There’s nothing more satisfying than being able to help someone solve a problem. And that’s what B2B sales is all about. As a B2B salesperson, you have the opportunity to make a real difference in people’s lives by providing them with the products and services they need to overcome challenges and achieve success. It’s not about selling them something they don’t need; it’s about finding the right solution for their specific needs.
B2B sales is all about solving other people’s problems. And in the business-to-business (B2B) world, that means understanding the specific needs of your target market and having the right solutions to address those needs. Of course, it’s not always easy to find the right solution, which is why it’s so important to stay up-to-date on industry trends and developments. But when you’re able to identify a problem and offer a solution that solves it, you’ll be well on your way to making the sale.
The more you can help your clients to solve their problems, the more likely they are to do business with you. So next time you find a new way how your product or service can help your client to solve their problem, write them a quick email with the insights or share a short virtual video presentation. They will appreciate it. The human touch can make all the difference.
Don't try to push a product or a service that may not be a good fit.
Instead of simply trying to sell a product or service, the best salespeople take the time to understand their client’s needs and develop a solution that meets those needs. They don’t try to push a product or service that may not be a good fit. They know how to probe beneath the surface to get to the heart of the matter. And once they’ve identified the problem, they’re tenacious in finding a way to solve it. This approach requires a deep understanding of both the products or services being offered and the industries in which potential clients operate. However, it can be extremely effective, leading to long-term relationships and repeat business.
This approach is very powerful in B2B sales, where decision-makers are often more interested in finding a solution to their problem than they are in buying a particular product or service. You can start building trust and rapport by sharing articles relevant to the client’s industry, sharing short virtual video presentations talking about unique insights you’ve uncovered. By investing the time to truly understand their client’s needs, B2B salespeople can position themselves as trusted advisors and build long-lasting relationships with their clients.
B2B sales are not about selling a product.
B2B sales are are about solving a problem. And the best salespeople are the ones who excel at doing just that. So if you want to be successful in B2B sales, remember: it’s all about solving other people’s problems. Successful salespeople understand the challenges their customers face and are always looking for new ways to help them overcome those challenges. In short, they are solution-oriented salespeople who are constantly on the lookout for new ways to help their customers succeed. When you’re able to do that, you’ll not only earn their business, but you’ll also gain their trust and respect. And that’s the best feeling of all!
Watch our previous SALES RUSH episode with Zachary Ronski.
Zachary Ronski does business development at InHouse. InHouse is a full service creative marketing agency buildings tomorrow’s brands today.
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In this high-intensity mini game, B2B sales leaders and influencers get to answer 20 questions in 2 minutes.