Pandemic aside, the world is going digital, and remote selling is something we’re going to embrace sooner or later. But having worked the traditional way for many years, transitioning to remote sales will be a challenging task.
However, with the right plan of action, harnessing the remote selling tactics can indeed fuel your business to tremendous success. So, how do you transition to remote sales successfully? Here are the tips.
Make Use of Conferencing Tools
Web conferencing tools are something your teams, as well as the customers, are going to need to use more often. You’re going to hold those online meetings, interact with customers, and record any important information to be circulated to every team member. These tools will also come in handy whenever you need to coach your remote team members and enhance skill development. At first, adopting this technology is going to be a daunting task because technical difficulties are unavoidable. However, with time, you’re going to get used to it, and you will find it more useful that the in-person meeting.
Stick to Value Selling
Before a buyer can engage with you, they must already have some information about your brand, products, or services. Convincing a customer and closing sales isn’t easy, whether you’re selling traditionally or remotely. They need you to tell them something new and justify their expenditure on the product. Your product or service needs to sell the solution to their problem. What are they going to get from the product in terms of return on investment? Your product should either save or make money, and you need to tell your customer this.
Harness Lead Generation
Getting people to talk about your brand at this time is not easy. Either way, you still need to generate leads to successfully sell online. To generate those leads, you need to focus on creating quality content that will be valuable to your target audience. Use platforms such as LinkedIn to promote your content. Train your sales reps to leverage their LinkedIn profiles and reach out to prospects. Whenever you promote a brand, ensure you add relevant and quality content to it, and share it with your network. Don’t forget to include a clear call to action to your content to get the most out of it.
Don’t Change Your Routine
Now that you’re going to work from home, you’ll easily be tempted to focus on other things that aren’t related to your business. Well, everything is not going to be as it has been. Adjusting won’t be easy. You will have to implement some new elements. Sometimes your personal life will be affected a bit. Either way, try to balance remote work with personal life so that everything remains as natural as possible. If you’ve been waking up to a morning jog before you can review industry news or handle some conference calls, try to stick to that. Make sure your co-workers also understand this so that they only interrupt you when it’s extremely necessary.
Remote selling may be difficult to adopt when you’re just starting, but thinking about the positive side of it and amazing things you’re going to achieve in the long run should motivate you. Well, you’re going to eliminate some barriers associated with traditional selling, such as getting stuck in traffic on your way to meeting a customer. Also, you’re going to talk to many people on phone than you will in person when you look at it in terms of time-saving factors.
