As the popularity of remote sales teams increases, so does the need to deliver high-impact, successful sales presentations to your customers. Keeping customers engaged and delivering the information they need to make crucial buying decisions can be more tricky when presentations are delivered in the virtual space.
Smart sales teams take advantage of the opportunity that comes with presenting sales pitches remotely and seek ways to increase their success. In this article, we walk you through how you can create great remote sales presentations that will engage and convince your customers to buy.
1. Use Proven Methods
When planning your sales presentation it is easy to focus on the countless tools available in the digital space. Although these tools are certainly worth considering, reflecting on what usually works and applying that to your remote sales presentation is a worthwhile process.
Using a presentation platform such as PowerPoint can still be beneficial when it comes to creating a great remote sales presentation. Your audience will be used to receiving information in this format, and using it can help you create a level of familiarity despite the remote nature of your presentation..
Like in all sales presentations is it crucial to keep your slides simple and to the point, only using them to bring special attention to key facts, figures, or points that you want to stick in your customers’ minds. As a general rule, imagine you are writing your sales presentation in a word document or email. For example, if you would bold or underline a point in writing, then include that information on a slide.
2. Tell a Story
Seasoned sales professionals know storytelling is a powerful way to engage your customers and get their buy-in on the points you are trying to make. When it comes to remote sales presentations, you can use technology to help tell a story in a more creative and high-impact way.
For example, you may choose to use animations as part of your presentation to explain a point or show a process that could be beneficial to your customer.
How you use technology to tell your story will vary depending on the industry you are in, and the appetite your customer has for new and creative ideas. In more conservative industries, consider adding weight and credibility to your story by using video testimonials from trusted and respected professionals in your industry.
3. Be as Human as Possible
Although it can be challenging to build a human connection with your customers when presenting virtually, smart sales professionals leverage the technology they have available to develop connections in new ways.
Adding as many dimensions to your personality as possible can help build this connection. For example, rather than just talking over your slides, add a live feed video so the customers can see you as you deliver your pitch.
If you feel it is appropriate to do so, before jumping straight into your presentation, take a few minutes to talk to your audience and get a feel for who they are. Not only does some general chat help build a connection, but it may also help you tailor your presentation to match their personalities.
4. Switch Out the Whiteboard
Whiteboard and flip pads are powerful sales tools that help explain complex or detailed ideas and concepts during an in-person sales presentation. Just because a remote presentation doesn’t lend itself to using these tools, doesn’t mean you can’t apply the same logic and benefit from the same level of engagement with a digital method.
Using simple drawing tools can replace the use of whiteboards when presenting digitally. Many drawing tools provide you with further functionality which will ultimately help you explain your points in a more understandable and engaging way.
5. Limit Distractions & Earn Attention
It can be easy for your customers’ attention to wander when being presented to remotely. Although your customer is unlikely to check emails or play on their phone during an in-person meeting when being presented to remotely it is easier for them to do this without the potential of appearing rude.
To earn and keep your customers’ attention it is crucial to remove anything from your presentation that is not essential and may distract from the key points you are trying to make. It is also crucial to keep your presentation as short as possible, just delivering the most important information they need, then allowing them to ask further questions if required.
Using technology, you may also find ways to get your customer to engage in your presentation in some way, such as having them select a case study that is most relevant to their situation. In more creative industries, you may even be able to further increase engagement by introducing some form of gamification to your presentation.
Great Remote Sales
Working remotely presents new and unique challenges to sales teams. By understanding and adopting the technology available to you, remote presentations can have the same, if not greater, impact compared to those delivered in person.
Using the tips we have outlined in this article, you will be able to create sales presentations that earn your customers’ attention and beat the competition.
How could you improve your remote sales presentations and get better results?
Improve your remote selling skills with our tips on virtual sales.