Virtual Sales

 

Sales Tools: Managing Prospects and Customers Remotely  

Sales is often thought of as best face-to-face but it’s not the end of your sales outreach if you can’t get in front of the prospect. These tools will help you thrive as a sales person, even from the comfort of your own home.

Whether your remote or not, boring sales emails should (and will) be a thing of the past with Loom. Whether it’s a cold or warm email, a 1 minute video that personalizes the sales process and quickly gives the prospect the answers they want is a total game changer. 

Benefits

  • Quickly build rapport by speaking to each prospect through a video
  • Explain a complicated and revolutionary value proposition in an engaging medium
  • Increase comprehension through video (video is easier to digest than text)
  • Increase reply & conversion rates

Loom can give you that extra tool to enhance the relationship. Adding some human interaction with a Loom video in a follow up email can have a significant impact when nurturing prospects or checking in with customers. 

The HubSpot CRM is a lifesaver for anyone in sales. With HubSpot CRM you can track how deals are progressing, organize all sales activity in one place, and accelerate sales cycles to close more deals, faster. Some of the perks include: 

Automate Outreach Without Being Impersonal

Queue up a sequence of personalized follow-up emails and reminders that get delivered automatically at the right time.

Create and Share Email Templates

Turn repetitive emails into templates, measure their performance, and share the best ones with your entire team.

Follow Up Flawlessly

Get notified the instant prospects open an email, click a link, or open an attachment for timely, relevant follow-up with the hottest leads.

Land More Meetings

Connect with prospects through live chat on your website, and eliminate back and forth emails and missed calls by sending a link that lets leads pick a meeting time that works for both of you.

Make Deals, Not Data Entries

Eliminate manual entry as every lead’s contact info, email opens, and clicks get logged automatically. Automate time-consuming tasks like lead rotation, task creation, and more.

Track Your Entire Pipeline

Sync with HubSpot CRM to track deals won, lost, and in progress, and to see which reps are your best performers (and why).

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Proposify will make all your proposal issues a thing of the past. If your current process looks like this: 


Then Proposify could be for you. Some quick things you can do with Proposify are: 

  • Templates for each proposal service you have that you can easily duplicate 
  • Storing all content sales reps may need in one place to easily drag and drop into a custom proposal 
  • Impress your prospects with a buyer experience that includes interactive pricing, videos, and live chat
  • Quick and easy e-signatures for faster sign-off and quicker project kickoffs 
  • Stats on how people are interacting with your proposals so you can edit and optimize based on activity
  • Syncing with various CRMs like Salesforce 

One of Drift’s marketing messages is that they are “your sales team’s new secret weapon” and they are not lying. They streamline sales (and marketing) by answering buyer questions. Their fancy AI and automation actually mines past conversations to answer them. So now, your website bot can ask questions, but also answer them. 

You can customize the scripts your bot uses as well and strategically set up the drift bots to ask different questions based on the website page the buyer is on. 

The third feature, and our sales team’s favorite one, is you can connect your calendar to the bot. You can either have the bot dynamically pull in their schedule (from a Google or Outlook calendar) and only offer the open spots on their calendar or manually block out/open up slots of time throughout the day. 

Here’s an example of the process a bot could take a buyer through on YOUR website: 

As we mentioned before, being face-to-face is ideal but you can still pull out all the stops and win them over on virtual calls. 

Prospects are more likely to empathize with you and listen to you if they can see you. Similarly, you can gauge reactions and interests better over video as well. No need to have them sign up for an account either, they can login to zoom by simply clicking a link and joining from their phone or computer. 

The golf course may be great for selling, but you can’t share your desktop screen as you wind through the golf cart path and try to show them benefits of your services and case studies of past success. The screen sharing in Zoom is great, you can even create a customized sales deck and share it with them as you discuss. Let them look that deck over after the call and send a Loom video to follow up if needed! 

Bonus tip: Everyone loves kids and dogs (from afar at least!) showcase them and show your personality that way! 

InThink Hack: Cluttered house and can’t find a professional looking space for your meetings? Change your background on Zoom to keep your sales call more professional. The Golden Gate bridge is better than dirty laundry!

Bonus Tip: What comes out of this – becomes a training process that can be repeated for new salespeople. 

Your chatbot can schedule meetings, but you can also use a tool like Calendly or Doodle to send to clients to book virtual (or eventually in-person) meetings. Simply link it with your calendar or manually block out and open up times and send it to your prospect. They will choose the block they want and it syncs directly with the calendar you use and blocks it out on your calendar as well. 

Gone are the days of exchanging 10 emails and 3 phone calls just to get everyone’s schedule worked out and a meeting on the calendar. 

Sales Tactics

You can use the tools discussed above along with clear and consistent prospect communication to still implement these sales tactics. 

Proactive Outreach

Research your prospect’s or customer’s industry and see the new issues they are facing. Create a Loom video or a landing page with a drift bot that specifically addresses those issues. In times of uncertainty, all anyone is looking for is hope and help to get ahead of tough times. 

Virtual Products | Services 

If you have a yoga studio, you can offer online classes with Google Classroom or Zoom. Venmo is a great tool to use here to collect online payment and share access to these platforms where you can do either recorded or live videos. 

Virtual Consultations | Support 

Prospects may not have money for paid consultations but luckily virtual ones are cheap, easy and require no time for travel. Conduct any usual discovery or consultation calls online to keep the sales process moving. Do you have a home services company? Offer free video inspections where the customer walks you through the house and shows you the issue. You can either help them solve it virtually if it’s a small issue, or schedule an in-home appointment. 

E-Gift Cards 

In crisis, the community comes together. Right now, people want to help as much as they can and if you have to close your business and they can’t support you in-person then offering an e-gift card is a way for them to do so from the comfort of their home. Offering gift cards for restaurants, hotels, retail stores, etc. ensures they will be back in your storefront as soon as they have the thumbs up to do so. 

Ecommerce

If you are selling products and your ecommerce store is not set up, this is the perfect time to do so! Some customers may not be in the position to continue spending money the way they used to, but some may and that is who you want to create this for. 

Discounts | Promotions 

Many are stuck inside on their phones, tablets and computers. Offering a promo or a discount for a fun service or product they would usually enjoy is a good way to stay top of mind and generate sales during quarantine. I may not be able to enjoy the gym now, but if you offered me 15% off or a free first-time class you can guarantee I’ll be purchasing and counting down the days until I can get out of the house! 

Retaining Customers 

In crisis, your customers are going to push back on starting a new service or continuing with their existing service. 

You need to remind your customers that you are here for them. Make them feel heard if your company is no longer to provide a service, temporary shutdown, or something had to be cancelled all together. It is much easier to retain clients than it is to earn new ones. 

  • Reach out in multiple ways – phone, email, Loom video 
  • Reach out multiple times a week 
  • Leverage VIDEO to humanize the experience 

Case Study: A customer that had just signed on for an InThink GrowthPlan had a kickoff scheduled for 3/18. A few days before the stay-at-home mandate was announced in Massachusetts, he decided to postpone the kickoff. Kham, InThink’s CEO, sent a personalized Loom video to him explaining various tactics and the importance of planning now for future success. That customer wrote us an email THIRTY MINUTES later saying let’s keep the kickoff meeting on the calendar and we are still moving forward with this customer today! 

 

Question & Answer Time!

Please note, you can send any virtual sales question to help@inthinkagency.com and we will answer you as soon as we can. (And include your question in our guide!) 

Q: Is now the time to reach out? Will it come off as insensitive? 

A: Yes! And no if you follow our tips! 

There’s an opportunity for budget 

A recent Forbes article mentioned a quote from Ratnesh Singh, head of global business at events technology agency Buzznation. 

He said, “With our corporate clients, events often consume 50 to 60 per cent of their marketing budgets. They still want to spend that money and they are open to trying something new.

“There’s a window of opportunity here – when things are back to normal budgets will be going back into live events and that’s what they will be spending their time on.

“But if they see the benefits and opportunities that digital channels can offer, this will become part of their long-term marketing contingency plans.”

Make it personal 

Times are tough for some companies having to lay off employees and services being restricted. But there are plenty of ways to help – sometimes that means positioning your services in a fast-action way or creating a smaller package service/product to fit the smaller budgets. 

Reaching out to new customers with a Loom video (since person-to-person is not currently an option) is a great way to keep the personal feel. 

LOOM HACK: You can also track when they watch the video and time your follow up as needed! 

What are you waiting for?

Schedule a quick no-commitment consultation call with us to discuss your business goals and see if we’re the right partner. We may not be a fit for everybody, but we do want you to get the award-winning service you deserve.