This webinar starts by examining the challenges and opportunities of making a transition from face to face selling to remote selling. It looks at customer willingness to change and all the new tools that make it easier and more productive.
The second part of the webinar presents a strategy changing how to maintain and build a customer base that is used to face to face visits. In other words, what do you say to customers and what online services can you offer.
The third part of the webinar considers strategies for standing out in an online world. This is all about getting known and respected as an expert or authority. Credibility is everything.
The fourth part of the webinar is about effective networking and building an ongoing source of new business. This involves using knowing the rules of social network sites and using them to your advantage.
Finally, the webinar looks at tips and techniques for an effective online sales presentation. In other words, how to you get your message across while building a productive relationship with customers and prospects.
Three dynamic forces are forcing a transition from traditional face to face selling to various methods of remote selling. First, customers are reluctant to meet face to face during the COVD19 pandemic. Second, millennial customers are more comfortable dealing online and through social media. Third, all of the new technologies provide many robust ways of finding, networking, and communicating with customers. Also, there are vast new opportunities to sell on a worldwide basis. Often the travel required prevents building an international customer base.
In the past, many customers would only buy face to face. Now they either can’t or won’t. These customers are now more open to doing business through phone, email, social network, and web conferences. As a result, salespeople need a command of various technologies and a strategy to incorporate them into their daily sales activities.
There are a number of challenges that salespeople face in making this transition. First, it’s very easy for potential buyers to screen out salespeople from letting everything go to voice mail, marking certain emails as spam, and social networks that are constantly changing rules to make it harder for salespeople. This can initially be very frustrating.