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How important is video conferencing in your selling process?
I just did a sales call where were both on video. It was great because we could see eachother's reactions, etc.
Do you use video in your selling? If so, how is it going?
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2 Answers
Craig,
I personally use conferencing and telecollaboration as often as I can reasonably them into the sales process. There's a couple of reasons for that.
One is that we provide that technology to businesses so the more I can demonstrate the capabilities and benefits by actually using the tool the better the prospect understands how to use it and what the benefits are. There's no substitute for 'hands on' in my opinion.
Another one is that I can use these applications to highlight other products and services we provide also in a 'hands on, real time' environment. I can embed a short demonstration video or Powerpoint presentation during a conference and reinforce particular areas the customer is interested in.
Then there's the fact that I can get all of the decision makers and stakeholders together without requiring that they all be in the same place at the same time. That shows respect for the clients time. They don't have to all get in a car, jump on a plane, or whatever in order to be together. Clients really appreciate that.
Good question. Thanks.
For me, in the early stages not important at all. !!!
It just does not provide the confidence which is required in a sales process.
It is nice for internal sales meetings however. And it can be used in a later stage when you have already established a good relationship with your customer.
regards,
Nic
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