Have you ever bought a product just because you liked the way a sales person approached you?
Well you are not alone. This has happened to me more than once. Let us admit. Being sales personnel is one of the toughest jobs in the world. Now just imagine Remote Sales- a sales transaction where, most part of it is happening online. If this is not difficult, I don’t know what is!
During the past few weeks ‘remote working’ was the most discussed topic on LinkedIn next only to COVID 19. It is quite evident that even big enterprises are struggling with issues related to remote working. Here are a few points you might find helpful if you are into remote sales.
- Gadgets– Owning outdated gadgets and poor connectivity issues are a big No- No when it comes to remote sales. It is time to sort this out before you even attempt to contact your clients. If required, get professional help to revamp your work area and invest in quality products.
- Stay Relevant– Never hesitate to learn things and update your skills. Staying relevant is essential. Get to know about the various apps for online meetings, Scheduling calls, sales tracking and social media handles. If your company has a CRM in place, use it efficiently. Disruptive technologies like tracking systems can tell you a lot about your clients. Knowing the time when the emails are viewed or the kind of emails that get opened, can tell a lot about your target customers. Try to take some online classes about these new age tools and techniques, which will help stay updated in your profession.
- Know your Customers– Choose industries, clients who are more likely to buy your products during this pandemic situation. It is best to target medical and pharmaceutical industries rather than tourism, engineering sectors. If you cannot change your target industry, try to contact your old customers and larger enterprises. Even if they do not buy your products, they might remember to call you when the need arises.
- Plan ahead and make list of all the clients you want to call the next day. Schedule important calls in the morning hours. Studies show that for most people decision making is at its peak during the morning hours. Use the other time slots for paper work, team meetings etc.
- Schedule and set routines– Create detailed plans about the target customers, the number of calls to be made, video meetings with clients and your team etc. This saves times and helps you to achieve your weekly/monthly targets. Have specific Start and END times. Sometimes working remotely can blur the time frames and you can end up working for more hours. It is natural for remote workers to feel a need to prove that they are more productive. Scheduling helps you to work for appropriate number of hours while being productive.
- Personalize your meetings– Well this is an art every sales personnel needs to master. Look for ways make the client comfortable. Choosing a video call over a phone call; staying in touch with your clients through social media apps like LinkedIn or Face book; using chat bots instead of emails; adding a small introductory video about yourself in your emails are ways of setting a warmer tone to your campaigns
- Empathy– Being sensitive and creating a good rapport with your clients is a must. Before you make your move, get to know about their situation and the well being of their families. This gesture screams that ‘you care’. Also allow clients to choose the meeting times. This ensures you have their undivided attention and increased prospects of purchase.
- Do not make fake promises– Be genuine and clear about the claims you make. Even if the customer does not buy your product, he might contact you in the future. Creating a good impression is very essential. Devise strategies to win over your clients. Offering more value to the products, extending services periods or freebies can attract clients. Remember freebies and offers are reciprocated with customer loyalty.
- Stay connected– Even though you are working remotely, try to stay in touch with your team and friends. Feeling isolated and alone are common when you are working remotely. Remember that your mental health is of prime importance and should not be overlooked. Having frequent meetings with your team also saves you from distractions and helps you to stay focused.
- Never hesitate to ask for assistanceWhenever you need help, feel free to talk to your head or supervisor. Getting help from your mentor or a professional is not a sign of weakness. Rather it shows that you are willing to learn and improve.
Remember that no one is born with all the skills. You become wiser with time. Be ready to learn from errors, work on your glitches, update constantly and excel!
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