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4 Tips For Doing Sales Demos Using Video Conferencing

by SUMMIT on October 8th, 2014

There is nothing like face-time with a client or customer.  Today, business people can establish face-time with clients simply by video conferencing with them.  Video conferencing allows business people to meet more clients with less effort and less expense than ever before.  Additionally, video conferencing is far more personal and potentially effective than most other forms of communication, such as e-mail, telephone, or text messaging.  In fact, videoconferencing is an ideal method for conducting sales demonstrations.  Here are four tips for doing sales demos by video conference:

1)     Keep an Eye on Yourself:  Preview yourself before conducting an actual video sales demonstration.  Most video camera software will allow you to record a demo of yourself.  Take advantage of this feature so you can watch and critique your presentation, preferably with friends or co-workers who can offer constructive criticism.  Be on the lookout for gestures, physical mannerisms, and verbal tics, which might distract or annoy clients.  Pay attention to your body language and your tone of voice.  Do you come across as trustworthy, friendly and reassuring?  Not everyone has star quality, but virtually everyone can improve his or her performance by engaging in a little self-examination and self-critique.

2)    Appearances Matter:  Every salesperson wants to look their best.  Looking good on the computer screen is important too.  Make sure your camera angle casts you in the most flattering light possible.  As a general rule, mount your camera as close to eye level as possible.  This will help you to remain comfortable during the video conference while making it easier for you to maintain eye contact with your audience.  Also, try to avoid bright lighting sources from either behind or directly above you and the camera, which could make you look like you are doing a screen test for a horror film.  When it comes to clothing, solid colors are best.  Avoid striped, checkered, and especially bright clothing, which will not transfer well to video.  Finally, move slowly and avoid sudden or quick gestures, as these will not come across well on the video screen either.

3)    Punctuality Pays:  Be punctual.  No one wants to waste time waiting for a videoconference to start.  If you set up a video conference for a specific time, then make sure you stick to it.

4)    Check in with Participants:  Psychologically, it is good to check in with participants before getting down to business.  If this is your first video conference with a client, then make sure you introduce yourself.  Acknowledge each participant and ask them how they are doing.  With established customers, always begin a conference on a personal note and be sure to ask the client if this is a good time to take a call.  This helps you establish rapport and build trust.  Remember, etiquette is just as important on-line as it is in person.  Letting clients know you care about their time and lives can help you win their loyalty.

Video conferencing is a powerful business tool.  Done properly, videoconferencing can help businesspeople sell products, open new markets, and potentially expand sales exponentially.

Summit Integrated System serves the audiovisual and video communication needs of corporate, education, government and a wide variety of other organizations throughout Texas as well as the United States. 

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