Remote calling has become an important function for sales reps. However, as many of us would know from personal experience, not many of those calls are responded to well, or even remembered. And that defeats the purpose of the call!
Moreover, in a remote call one loses the element of non-verbal cues that otherwise aid in a conversation. So what can you do to be compelling, engaging and convincing on a remote call / meeting and to be remembered afterwards?
- Deliver excellent conversations.
– Your content and messaging must be delivered in a format that is informative yet conversational, so that it doesn’t sound like a passive conversation heard on a radio!
– Being a 100% verbal means you’ve lost their attention 8 minutes into the conversation.
– Redirect customers to links or other visual aid to make them participate in the conversation.
- Use visuals to aid the messaging, but don’t smother the messaging with too many distracting graphics.
– Let the links you offer redirect to a power point presentation (PPT), white board session or screen-share demonstration to assist with your narrative.
– Use dynamic visual storytelling to convey the message effectively and to get customers to participate and understand. This can be done drawing on a whiteboard app or by using visual builds in your presentation.
– Using a picture still conveys an idea better than a thousand words.
- Understand where to use what style of visuals.
– While a PPT can be effective in a narration, a whiteboard presentation can outperform that format in that it helps participants engage with and recall the story better.
– Sometimes to avoid distraction while explaining a certain concept, just one slide with a photograph and some points could be a better choice over a whiteboard presentation.
– Depending on the task at hand, pick the best medium that will convey the messaging with persuasion.
- Understand that the customer is impatient and you have to adapt the conversation and messaging tools accordingly.
– Sometimes people want an answer without the hassle of listening to your explanation. In that case, ditch the links and long visual descriptions, and see what best you can do to engage them without infuriating them.
– Always have a variety of engagement strategies in your intent persuasion tool kit.
We have given you the different types of persuasion techniques and a guideline of where they can best be employed. However, at the end of the day, it boils down to you gauging the customer or client, and using these techniques accordingly.
Once you have a measure of their capacity for patience and the time they can spend on the call, you can accordingly pick your method to engage with them.