Increase Engagement without More In-Person Meetings | Sales Strategies

I often get a number of questions from clients about sales productivity enhancements: how do we sell more in less time, how do we bring our sales ratios down, how do we bring our closing speed down, or how do we bring our average order size up?

There is one way to achieve all of those: through engagement.

How Do We Create Engagement?

Although face to face or in-person meetings—where you shake hands, make eye contact, and develop a tangible relationship—are effective and timeless strategies to create engagement, videos are another effective and modern avenue to create engagement. Video platforms such as Zoom, WebEx, GoToMeeting, or Skype all have robust video conferencing capabilities. If you can’t go out to meet with a customer, video conferences are an excellent and effective alternative to build engagement. Even if the customer is not video conferencing, but can see you in that sales call, you’ll drive up engagement and closing ratios. One of my clients has been executing this engagement strategy for years and is outperforming everyone in the industry because they were an early adopter of video.

Why Do Videos Create Engagement? 

1.) Customers or buyers build a stronger rapport with you because they can see you.

2.) It forces the sales rep to be engaged and not multitask during the sales call.

Whether you are a sales rep, sales manager, sales executive, or business owner, look to transfer your high-value calls to a video platform. Many of them are free. You’ll increase trust, rapport, and engagement, which will improve your closing percentages.