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Desktop video conferencing has become the primary method to engage with prospects and customers; but, like many things, we must find ways to improve or optimize the impact of new selling motions. 

How to Optimize Video Sales Calls

1. Video Conferencing Pros and Cons

2. Three Must Have Video Conferencing Tools and Their Functions

3. Six Best Practices for the Optimal Video Conferencing Experience

  • Use Earbuds or a Headset
  • Close Email and All Other Applications
  • Preload presentations, spreadsheets, browser tabs
  • Browse as Guest in Chrome Browser
  • Opt for the Virtual Background
  • Listen to the Meeting Recordings

1. Video conferencing has plusses and minuses:

Plusses

Adoption of desktop video conferencing tools has accelerated our ability to connect with others; and seeing people face-to-face more often can strengthen relationships. It’s effective at maintaining and moving things forward in existing relationships and, when used correctly, can reinforce your brand image.

Minuses

Creating new connections virtually, especially with prospects can be challenging. A below-average or average presenter seems even more difficult to connect with on a video conference.

2. Three Must Have Tools To Enhance The Virtual Meeting / Sales Call Experience

Background Noise Cancellation

Krisp is an app that lets you cancel the background noise on your side or from other participants. It’s like having a Bose Noise Cancelling Headset for your computer. Works with any meeting app.

Cost: $49 per year


Custom Office Background

Professionalize your meetings with a high-quality office background with your logo. VirtualOffice is one of many services that provide professional-looking background with your logo. Works with any meeting app that supports a custom virtual background.

Cost: $10 each, or $49 for a package of ten.


Recording & Transcription

Let’s face it, few people go back and watch recorded meetings. Fireflies.ai is one of the apps that lets you record, transcribe, and search across your call recordings. The transcription is good enough you don’t need to take notes. The best part is that is integrated with your calendar and you can elect to for the app to start automatically or manually. Works with most of the major meeting platforms.

Cost: $120 per year. 

 

3. Six Best Practices for the Optimal Video Conferencing Participant Experience

Use Ear Buds or a Headset

Laptop and Webcam microphones are adequate when you are speaking directly into the microphone about 24 inches away. Apple Airpods Pro are the gold standard (and I recommend), but any noise cancelling headset should work. This will allow you to step back a bit from the computer screen which not only easier one the eyes, it allows you to show more of your torso and hand gestures which is essential body language.
 

Close email and other applications

Your computer’s resources are consumed by open and background applications which can impact CPU, memory and video card performance. Close every application you have open, and also close background application such as anti-virus, VPNs, cloud storage, etc.
 

Pre-load presentations, spreadsheets and browser tabs

Open the materials you’ll be presenting during your meeting, including the software you’ll be showing. Browsers allow you to pre-load and bookmark pages you’ll be using in a demo, which will ensure that pages load faster.
 

Browse As Guest In Chrome Browser

Most people maintain favorite bookmarks which might include distracting personal or business interests. Chrome has a feature that allows you to “browse as guest” which provides a clean browser window without any bookmarks or visible extensions. I’ve attended many meetings where presenters have bookmarks and open tabs that are definitely not safe for work.
 

Opt for the virtual background

If your background or lighting is even a bit distracting, opt for a standard or custom virtual background option available in Zoom, Teams or other meeting platforms. You want your audience to focus on you.
Listen to meeting recordings – All of us can benefit from coaching and a better understanding of what we do well and not so well. Modern salespeople are taking advantage of meeting video recordings to debrief, hone their presentation skills, and review important portions of the sales call. Maybe you did not pay attention to body language of participants when they were asking questions or listening to your presentation? Rewinding your sales presentation is one of the best ways to strengthen the sales process.

Sales is an art. Presenting via video conference is more of a science.

The balance between art and science is up to you, but adopting some of these recommendations can optimize the desired outcomes from sales calls.

  

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