6 Tips To Prepare You For Your Next Virtual Sales Meeting
As remote teams grow, virtual meetings have become all the more necessary to collaborate on projects, solve problems, and exchange vital information. But what has to change for successful Virtual Sales? The answer is just about everything:
Yes, hospitality is about people.
But your personal charm, warmth and engaging manner may not adapt to the virtual world. Film and record yourself to find out. Hospitality is a global industry and we learnt to interpret and communicate using gestures and body language. Understanding the messages behind a tone of voice, a client’s physical appearance, or their posture during a meeting, need to be re-learnt.
Clear communication is back!
Prepare for the meeting or presentation, by emailing attendees beforehand, clearly stating its objective. Explain how you will conduct it and if preparation is required so that everyone understands their role and responsibilities. Short, clear emails are key – practice reading the important ones out loud before sending them.
Quality visuals –
More than ever, we need to invest in short, snappy human-interest videos about our hotels and restaurants, that quickly set the scene for our sales pitch. They have never been as affordable, and creative talent has never been as plenty. Whether it’s sweeping panoramic drones, or gritty real-time smartphone clips, engage with your audience visually. Client testimonial videos are a bonus.
Time is timed:
During a virtual meeting, you will have less time than in a traditional face to face encounter (because it is so much more focused and targeted) so prepare your meeting thoroughly. You may want to research your client, and share that information with your teams beforehand, asking them to send you any questions beforehand.
Take ownership and steer the meeting –
Set out the general agenda, remind attendees of the duration of the meeting and ask everyone to introduce each other. By regularly asking specific attendees if they have anything to add, you avoid those confusing bouts of several people interrupting each other. Encourage your client to share their challenges but stay on track and ask the right questions to truly understand their needs and how you can solve their problems. Having a notepad on hand with the agenda and your questions for each point, can be a great help.
Remember the “active listening” they taught you?
Well, it’s more important than ever. Picking up little details like wandering eyes, deep breaths, or sighs, or a tense and tight tone of voice, will help you understand your client’s state of mind and their frustrations. On phone or video calls, they’re often all you have to guide you.