These days, most client conversations happen virtually. Thankfully, technology makes it easy to connect with them and assist them through their insurance decisions. However, in a virtual environment, mistakes tend to be magnified, so it's necessary to be extra careful to conduct successful sales meetings.
Here are some of the most common virtual selling mistakes you should avoid:
While on a video call, your image represents your brand. Even if you don't have a dedicated office space at home, try to find a spot with a clean background or use a virtual background instead. A messy environment can give your clients the wrong impression about you and your business.
Virtual meetings require you to be more organized than when leading face-to-face meetings. Define a structure and guide the conversation but allow for flexibility. Give your customers your undivided attention, show them you're knowledgeable and be careful not to take over the meeting. Striking a balance between being helpful and involved while giving your customers space to communicate their thoughts, concerns, and ideas is essential.
While at home, it can be hard to control your surroundings. There might be cars honking, kids playing, and dogs barking in the background, and there might not be much you can do about it. A noise-canceling headset can help you overcome these challenges and become your best ally for virtual sales calls.
There's no harm in using loungewear when working from home, but you have to look the part of making a good impression on a virtual client call or a sales call. Take time to get ready like you would for a face-to-face meeting. Consider your background before choosing your clothing, and steer clear of busy patterns for virtual calls, as they can be distracting.
Building rapport is critical for your meeting's success and to develop a good relationship with your client. Joining the meeting and getting straight into business conversations is not the best approach. First, make time to connect with your clients on a more personal note.