This week, I want to examine the power of video meetings. Now, I’m not saying that you’re going to replace all of your in-person meetings, but a fraction of them need to be on video because of two important statistics that have come to my attention.
Seller-less Buying Environment
Gartner tells us that 33 percent of buyers prefer a seller-less buying environment and 44 percent of millennials—your youngest buyers—also prefer a seller-less buying environment. This doesn’t mean we’re going to fully transition to a seller-less environment in our B2B world, but what this is signalling is that buyers today don’t need us or want us present in their office. Additionally, as a result of recent economic lockdowns and COVID-19 protocols, our clients are preferring to keep us away and their employees safe.
We need to capitalize on this video conferencing trend. Don’t fight it. If this is what our customers are preferring, then let’s be masters of it so that we can beat the competition in delivering what the customer wants.
I encourage you to reduce your live weekly sales meetings and implement more weekly video meetings. It’s more efficient, effective, and productive!
