The world is turning increasingly digital—and need to keep up. Salesforce data shows that 32% of deals companies close are completely virtual, and an additional 34% of deals are a hybrid of in-person and virtual.
So, what is “virtual sales”? Let’s dive into the specifics.
Understanding Virtual Sales
It’s truly hard to grasp the scope and importance of virtual sales. Virtual selling is a method that provides innumerable advantages to the consumer (e.g., not spending time and gas driving somewhere to meet with a sales rep). They consist of multiple touchpoints and technologies in your marketing funnel.
By leveraging virtual sales, businesses can reach a global audience, maximize their earning potential, and create a seamless and convenient shopping experience for customers. Ultimately, virtual selling is revolutionizing the way we buy and sell products in the digital age.
Examples of Virtual Selling Techniques
From e-commerce to chat messaging to virtual reality, there are many ways companies can connect with consumers digitally to nurture relationships and ultimately sell products and services. Here are some examples of virtual sales techniques:
- Online Marketplace/E-commerce: If you’ve got it, flaunt it (and make it easy to buy). E-commerce platforms such as websites and apps are a primary tool to facilitate sales.
- Webinars/Online Demos: Present to the masses. Online webinars allow you to reach wide audiences efficiently and put the prowess of your product on display.
- Virtual Consultations: Get up close and personal with 1-on-1 virtual sales calls and consultations where salespersons can directly close deals.
- Augmented or Virtual Reality: AR/VR can provide opportunities for advertising and creating a unique shopping experience for consumers.
- Social Media/Digital Advertising: Social media interactions build a community that can then be targeted through ads on various platforms to lead to virtual sales.
- Chat Messaging: Consumers who still want their shopping experience personalized may use chat functions for real-time advice and support before purchasing.
Tips for Implementing Virtual Sales
Now that you see all the ways virtual sales can be implemented, let’s look at some best practices for virtual selling.
1. Build a strong online presence.
Brand recognition is key, so build a strong online presence in a variety of places. This includes assembling a community of your customers and potential users of your product or service.
2. Optimize websites and e-commerce platforms for sales conversions.
Make things easy for consumers to get to the sale. Don’t ask for twenty pieces of information when five will do. Use systems that track user activity and see where there are roadblocks in your funnel process.
3. Create engaging and informative virtual presentations.
As easy as it is to get to a free webinar, it’s just as easy to leave. Make sure your presentations captivate audiences so you can keep them around until your sales pitch.
4. Leverage customer data and analytics for personalized sales approaches.
Cookies, CRMs, and click rates (oh, my)—technology is here to help. Gather as much data as you can about your consumers’ behaviors and customize your approach for your unique audience’s needs.
5. Develop strong communication and negotiation skills for virtual interactions.
Virtual sales are a different beast, and 69% of virtual salespersons say their job is more difficult now. Be sure each sales associate is properly trained in virtual selling techniques, which often need different communication and negotiation skills than in-person selling would.
6. Implement effective follow-up and post-sales strategies.
CRM systems, calendars, and task systems can help virtual sales reps keep up with follow-up until the sale occurs and initiate additional contact post-sale. Remember, retaining a customer so they buy again is better for your bottom line than constantly finding new ones.
7. Provide exceptional customer service in virtual settings.
It’s no longer just about how good your product or service is, it’s about how consumers are treated by customer service before, during, and after a sale. This may include providing real-time support in a variety of virtual settings (chat, phone, email, etc.).
8. Build trust and credibility through online interactions.
Community is central to repeat sales. Once a customer has entered your atmosphere, invite them to join others who share the same problems and goals. Let your current clients be your best and biggest mouthpiece for advertising.
9. Adapt sales techniques for different virtual platforms and audiences.
The content you post on various platforms needs to be customized for that audience. Adapting your messaging to each platform will reach your target audience in the way they expect. Some platforms are more interactive than others, demanding new ways of virtual selling.
10. Measure and analyze sales performance in virtual environments.
If you don’t have clear goals and metrics to see if you’re achieving your goals, then you’ll never increase your sales. Gather important data and evaluate it to determine where you’re going strong and where you need to pivot.
11. Continuously learn and stay updated with virtual sales trends.
The virtual sales world changes rapidly. That’s why Salesforce and Dale Carnegie Training have partnered to provide tools to build your selling skills. Introducing two free Dale Carnegie webinars, exclusive to the Trailhead by Salesforce Community
Multiple sessions are available now… Enroll to make better virtual connections with your clients, prospects, and leads!
Final Thoughts
Sales and Virtual selling skills are the cornerstone of every modern business. And as technology grows, there will be even more opportunities to showcase your brand and reach consumers. Don’t get stuck in old selling techniques and tactics. Grow your virtual selling potential today.