In Sales? Use Web Meetings to Earn More
July 29, 2011 @ 12:29 PM | By Sara Steele
Those in sales know it sometimes takes a while to close a deal. But you can shorten the sales cycle with web meetings.
In today's world of shrinking margins, enhanced productivity and emphasis on ROI, the three-martini lunch has gone the way of Friendster as a networking tool. Internet conferencing solutions help you qualify leads faster and get to “yes” from the comfort of your desk.
Web Meetings with Prospects
InterCall offers a number of audio, video and web conferencing tools to shorten the sales cycles. You can qualify prospects with sales demos and free webinars. Follow-up surveys let you determine which leads are worth a follow-up.
Different (Key)Strokes for Different Folks
As you build relationships, use powerful web conferencing software to share important news, advancements and product features in an interactive, visual environment. Offer a personalized demo, show testimonials or answer questions in a way that holds the attention of your prospect.
Some people simply respond better to pictures while others prefer words. Once you understand whether your prospect is an auditory, visual or kinesthetic learner, you can tailor your meeting to match his style.
- Give kinesthetic learners control of your company web site or a product manual to learn on their own.
- Show visual learners a product demo on video.
- Tell auditory learners about your product features, supporting your words with PowerPoint slides that highlight key points.
When it comes time to close the deal, you may want to take a trip to meet your prospect—or maybe not. Everything you can do in person you can do through web meetings—except take in the sights of an exciting locale. Unless your client lives in Oahu, Hawaii, you might as well use web conferencing to close the sale as well.