Human beings aren’t known for having great attention spans, a problem that is amplified in an increasingly remote environment. Knowing this, what can we do to keep potential clients fully engaged during a remote sales pitch? We recently held a roundtable on selling remotely, where Brian Burkhart, founder/CEO of SquarePlanet, shared eight steps to get better at selling remotely. Step 1: Connection In order to truly connect with clients, we must have engaging conversations that go beyond just the weather. We must learn more about our clients and find individual ways to connect. Brian provided a great example: discussing something that happened “on this day in history” (easy to find with Google) that is relevant and interesting to the client. Step 2: Core Beliefs Brian emphasized that “you should work with those who believe what you believe.” In order to do this, we must first know what we believe: our core beliefs and values and what our firms stand for. By sharing this with our prospects, we’re then able to see (their non-verbals) and hear (their verbal responses) whether they’re aligned with us, hopefully deepening the connection we make with them. Step 3: The One Thing The one thing is the core element that separates us from the pack. When it comes to remote sales presentations, “the one thing” will change for each presentation, based on the client. If a client has a core value that is integral to its business, “the one thing” should focus on that core value and its relevance to the sales pitch. Step 4: Diagnose the Problem Don’t just echo what the client has said, but actually diagnose what the problem is to find a potential solution. “There is a tremendous difference between knowing the problem and simply saying this is what I’ve heard,” exclaimed Brian. Identify what the root of the client’s problem is and walk through that with them. Step 5: Social Proof The way that we talk about the clients and the work that we’ve done in the past must be deep. We should consider how to use social proof to showcase why we’re the right client vendor. Such proof can include testimonials, reviews, survey results, etc. Step 6: How We Solve Your Problem We should talk about our products, our services, and our people. Brian emphasized that waiting until this step to discuss the solution creates an opportunity to connect and engage with the clients before jumping into the solution. Step 7: What “It” Is During this step we discuss the specific service or product that’s being offered, not how it will be used by the client, but rather the specifics about the offering: the features and benefits that are likely to matter the most to the customer Step 8: Closing Elements Lastly, we present the pricing model, and after which we present a closing statement. A critical component of the closing statement is asking for the sale. If we don’t ask, we can’t expect an answer. By utilizing these eight steps, in this order, we can effectively and engagingly execute presentations in the remote environment. Focusing on creative, technical, and delivery aspects within the constructs of this presentation methodology is likely going to increase connection and potentially lead to more sales.
Human beings aren’t known for having great attention spans, a problem that is amplified in an increasingly remote environment. Knowing this, what can we do to keep potential clients fully engaged during a remote sales pitch? We recently held a roundtable on selling remotely, where Brian Burkhart, founder/CEO of SquarePlanet, shared eight steps to get better at selling remotely. Step 1: Connection In order to truly connect with clients, we must have engaging conversations that go beyond just the weather. We must learn more about our clients and find individual ways to connect. Brian provided a great example: discussing something that happened “on this day in history” (easy to find with Google) that is relevant and interesting to the client. Step 2: Core Beliefs Brian emphasized that “you should work with those who believe what you believe.” In order to do this, we must first know what we believe: our core beliefs and values and what our firms stand for. By sharing this with our prospects, we’re then able to see (their non-verbals) and hear (their verbal responses) whether they’re aligned with us, hopefully deepening the connection we make with them. Step 3: The One Thing The one thing is the core element that separates us from the pack. When it comes to remote sales presentations, “the one thing” will change for each presentation, based on the client. If a client has a core value that is integral to its business, “the one thing” should focus on that core value and its relevance to the sales pitch. Step 4: Diagnose the Problem Don’t just echo what the client has said, but actually diagnose what the problem is to find a potential solution. “There is a tremendous difference between knowing the problem and simply saying this is what I’ve heard,” exclaimed Brian. Identify what the root of the client’s problem is and walk through that with them. Step 5: Social Proof The way that we talk about the clients and the work that we’ve done in the past must be deep. We should consider how to use social proof to showcase why we’re the right client vendor. Such proof can include testimonials, reviews, survey results, etc. Step 6: How We Solve Your Problem We should talk about our products, our services, and our people. Brian emphasized that waiting until this step to discuss the solution creates an opportunity to connect and engage with the clients before jumping into the solution. Step 7: What “It” Is During this step we discuss the specific service or product that’s being offered, not how it will be used by the client, but rather the specifics about the offering: the features and benefits that are likely to matter the most to the customer Step 8: Closing Elements Lastly, we present the pricing model, and after which we present a closing statement. A critical component of the closing statement is asking for the sale. If we don’t ask, we can’t expect an answer. By utilizing these eight steps, in this order, we can effectively and engagingly execute presentations in the remote environment. Focusing on creative, technical, and delivery aspects within the constructs of this presentation methodology is likely going to increase connection and potentially lead to more sales.
