Since the arrival of the Covid-19 pandemic last year, many companies have been forced to adopt new ways of working. In communication, new actions can guarantee customer engagement and loyalty.
To help you understand how to optimize your remote sales, we have divided the funnel in three stages: prospecting, conversion, contract closing.
Prospection
When prospecting and contacting potential customers, your company may not feel that much of a difference. At this stage, even before the pandemic, it is common for sales teams to count on the help of automation platforms and make calls, dispensing with face-to-face contact.
However, in recent years, some practices have been optimized. As is the example of the famous cold calls. An cold call it is that call made to the customer without any previous contact, in an attempt to offer a solution.
In our current scenario, more than ever it has become common to hear the concept of Cold Call 2.0.
The model was created by Aaron Ross, director of sales at Salesforce.
In this model, basically, the calls can be replaced by a short and personal email. This is because the model proposes that quality comes before quality, that is, no hundreds of disqualified calls a day in search of a client that does not fit with your persona.
This does not mean that your company cannot prospect through calls. But make sure these are being targeted to the right audience.
Conversion
Once you have the lead's contact at hand, it's time to turn him into a customer.
After the arrival of the Covid-19 pandemic, meetings became more difficult for those commercial teams that did not embrace digital transformation well. Suddenly, all strategies used in face-to-face contact were replaced by video calls.
Knowing this, how to win the lead?
Visual identity
Both in your company's social networks and in the presentations that will be made to the lead, make sure that the pieces contain the colors of your brand, as well as fonts that match and make sense in your product branding.
Remember: this is your chance to impress your future customer.
Enriching media
Since the presentations are now made through video calls, why not enrich your proposal with multimedia content?
It is interesting that you separate images, videos, animations, infographics and other pieces to be shown in your presentation. To send the monotony, rely on these tools to make your meeting more dynamic and in that first moment, draw the attention of the potential customer.
Avoid exaggeration
In addition to a good visual experience, the prospect does not want to waste time.
So the objective here is to be direct.
Avoid slides with very long and loaded texts. At this point, it is interesting to synthesize the material in less than 25 slides.
Position
As in face-to-face meetings, the salesperson's posture directly influences the customer's opinion about the brand. For this:
- Remember to always turn on your webcam, in a scenario without distractions;
- Maintain the correct posture;
- Interact with your lead. Remember: it is a meeting and not a monologue;
- Have a script, but don't read the information
At the end of the meeting, send your business proposal clearly and objectively. A good proposal contains your objectives, the problems that will be solved, details of the implementation and your contact.
Contract closing
In summary, the big difference at this stage is that there is no contact with the customer to sign the papers or the classic handshake.
Now, signatures must also be made virtually.
For this, there are several platforms that can help your company.
This process is supported by Law 104 and 107 of the Brazilian Civil Code.
Read also
Funnel top: what is it and how to create suitable content?
Benefits of digital transformation in sales
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