Gone are the days when you had to worry about face-to-face meetings. In this post-pandemic era, where digitization is at its peak, virtual sales pitch has become a necessity more than a trend, and it’s safe to say that it will stay the norm for a long time.
Given that virtual sales pitches have become the go-to choice for B2B meetings, businesses must learn the tips and strategies to make such meetings successful.
That’s what this article will help you with.
It will assist you in understanding the art of mixing professionalism with something conversational to get the most out of your virtual presentations.
If you’re one of those businesses that have always been good at in-person pitching but find it difficult to cope with the changing virtual environment, this guide is for you.
Check all the tips and hacks here to make every next B2B meeting a successful one.
So, let’s start.
Ways to Make Your B2B Meetings Successful
Don’t Just Pick Any Presentation Software, But Rather The Best One!
Technologies for virtual presentations and video calls are widely available. Among the most likely choices are Google Hangouts, Microsoft Teams, Zoom, Skype, and GoToMeeting.
Make an effort to test out a few distinct software solutions if you’re a novice to making virtual slideshows so that you determine which one best suits your needs. Whatever option you select, make sure it is simple to operate for you as well as your prospective clients.
Keep in mind that your program should be operational and compatible with your broadband connection by testing it in advance. None of it irritates a prospective client more than having the video conference start several minutes later than scheduled when you struggle with getting your program to function.
Everything Will Fall In Place Once You Know Your B2B Pitch Targets!
The easiest strategy to locate your targeted prospects is to paint a precise image of the type of individuals you desire to pitch to using the CRM record and client personas.
The amazing news is that contact center solutions can be synced with other programs, like your CRM, thanks to cloud-based integrated channels, which also offer valuable capabilities like graphical voicemail. By doing this, you avoid losing any clients who want to follow up after the pitch.
Be a Little ‘Filming-Savvy’
Interact with the camera!
Getting prepared for the lens is necessary. Set the background, illumination, and camera angle right. Your shoulder blades and head must be visible, as well as the camera lens must be positioned at the line of sight with the light coming from ahead of you, not from behind.
The background must be competent and tidy. Check the sound. Don’t forget to practice using the digital platform too. If you wish your prospective clients to trust you, you must be capable of seeing and hearing them.
Never Forget To Use a Video
Keep in mind that virtually every person is in a similar circumstance and that many of your potential clients work remotely. Use a video if you notice that your prospective client is doing so. No matter if they’re not, you should still use video to show some level of communication without speaking any words.
Ever Heard of Any Sales Pitch in a Meeting that has Become Successful Without Any Preparation & Rehearsal for it? Take The Clue & Get Started!
Whether you’re giving a presentation live or online, preparation comes first. As a result, you must be well-prepared.
Do as much homework as possible about the potential customer before the meeting. You must be fully aware of what the business does, its functionality, and what issues your solution or product will be capable of resolving for them.
Explore their LinkedIn profile, corporate site, and any earlier interactions to learn as much as possible. When attending the meeting, keep records. Asking the client to complete a short quiz prior to the meeting is another excellent technique to collect data to help you plan your virtual sales pitch.
Get Info, Prepare, & Rehearse (An Extension Of What’s Mentioned Above)
Demand information regarding the project’s objectives, funding, and Metrics (KPIs.) Utilize this knowledge to design your virtual pitch, then. Get a record of any written sales proposals you’ve given to prospects on hand to be able to refer to them as necessary.
A couple of days just before the conference, prepare a schedule and give it to the other participant. Both sides will be informed of what they can anticipate from the conversation and will have the opportunity to add any other meeting agenda they see necessary.
Additionally, you should prepare your virtual presentation well before the meeting. You must project assurance, authority, and expertise. It will be helpful if you thoroughly understand both your potential client and your product.
Small Talk is One of Your Strongest Tool At Disposal
When you respond to a call, wait a moment before starting the meeting’s business line. A crucial component of developing commercial partnerships is developing rapport. So, allocate a few moments for small talk just on the agenda.
This type of conversation is a “get to understand you” conversation regarding unrelated topics. Making small conversations makes you both happy and satisfied and enables you to interact with one another as people instead of as a consumer and marketers. The advantages outweigh the additional time it requires by a factor of several.
Establishing that personal connection beyond what you speak about is crucial. Just be sure only to discuss appropriate topics!
Never Do Something That Doesn’t Fit Your Agenda
Following the schedule ensures that nothing vital is missed and demonstrates your preparedness. It also demonstrates consideration for your potential client’s time. They have sacrificed time from their hectic schedule to meet alongside you.
So, be sure to stick to the schedule and cover all of your speaking areas. When the B2B virtual meeting is about to conclude, go over any aspects that need more clarification or propose to continue sending data via email.
A B2B virtual sales pitch meeting must typically run between 30 and 45 minutes. It shouldn’t be left running for more than an hour.
Using a Live Product Demo Has Always Been Effective!
When you can, conduct a live product demo to demonstrate to clients how your finished product functions.
Once they’ve used your product in action, they’ll be more inclined to sign up. Given that, when you spend too much time describing the attributes of your product, you’re missing out on chances to interact.
Find a middle ground between outlining your perspective and value proposition and demonstrating to clients that you are paying attention to what they have to say. By doing this, you can avoid sounding overly prepared.
Your pre-meeting talk will now be useful. To determine what constitutes a triumph:
- Ask the audience.
- Take a moment away from presenting your virtual sales presentation to discuss what you have discovered about their issues.
- Adjust your demonstration to reflect their use case scenario.
Describe a scenario where your potential customer is the primary character and benefits from using your service. The truth is that you aren’t simply promoting a product; you’re also marketing a collaboration and an idea.
See If There’s Anything Missing In The Agenda!
Introduce your goals and objectives at the start of the B2B virtual sales pitch, then inquire about the decision-priorities makers as well as any issues that are lacking.
You’ll achieve much more success when they realize their queries or common issues will be answered in the sequence of their urgency because it can be difficult enough to sell a product, idea, or solution digitally while dealing with environmental and technological interruptions. Simply be adaptable!
Create Hype In The Virtual Meeting Using Your Brand Story
Telling a story is an excellent B2B sales presentation strategy that you need to use because it resonates with both adults and kids.
Heads Up!
Want to create an effective sales plan, then check out our B2B sales plan tips blog.
Utilizing the potential of storytelling in your B2B virtual sales presentations will help you stand apart from the rest when your product or solution is comparable to that of your rivals, and you are utilizing standardized marketing measures to encourage and promote it.
Set up a plot behind your item or service and communicate your tale rather than spitting out specifics.
Take An Example of Apple Keynote Videos!
The keynote films from Apple serve as a lesson for anyone looking to craft the ideal sales presentation.
It starts off with a thorough overview of the organization’s history before moving on to a relevant and simple language description of the items. Jargon is not used at all; only aspects that appeal to Apple’s customer base are used.
The business closes the film by expressing its excitement for the future when its consumers will have much easier lives because of its features and solutions.
Take Inspiration From Amy Cuddy
Amy Cuddy, a psychology professor from the United States, begins by telling the crowd about herself before transitioning into her virtual sales pitch. Cuddy discusses how, at the age of 19, a traffic collision forced her to drop out of university.
She then describes how, despite all the obstacles, she surmounted them by “falsifying it” until she got it. She also talks about how, in less than 2 minutes, she changed her nonverbal cues, mindset, and conduct. The main point is that she maintains the narrative focus throughout the presentation.
A thing that you could use as a model to enhance your B2B virtual sales tactics.
Key Takeaway
Conclusively, to instigate hype using your brand story:
- Devise a backup story that’s engaging and intriguing enough to engage prospective clients’ attention.
- Always back up the claims using facts and details.
- Describe your brand history or record briefly, and also try not to use any metaphors.
- Do not use jargon; rather, utilize easy, simple, and relatable language.
It’s Not Only About Giving Pitch; It’s About Having Smooth Conversation!
B2B virtual sales pitches resemble live briefings in several aspects. Interaction is the one arena in which you absolutely have to have sharp attention.
Your genuine concern for the audience’s demands, attentive listening, and maintaining a dialogue instead of “pitching” are all essential. Honor their commitment and foster an atmosphere that allows for a fruitful exchange of thoughts for all parties.
Your Prospective Client Cares More About The Value, Not The Features!
If you genuinely believe your good or service is wonderful, you’ll want your potential customer to feel the same way. But concentrating only on attributes is folly. Alternatively, you should focus on the benefits they will receive from using your services or buying your goods.
What issues does your potential client have, and how could you assist them in resolving them? Create a mental image for them. In what ways will your solutions allow their firm to expand and grow? This is your opportunity to present any social validation you may have, such as customer reviews or measurable metrics from productive initiatives.
To put it another way, you’re not really selling anything at all. Your product is a concept. Placing your client at the center of the narrative will help them visualize a situation in which a significant business issue is resolved.
There’s Nothing Better Than Ending Your Virtual Meeting With a CTA!
The most crucial component of any B2B virtual sales pitch is the CTA (call to action). You should now inform your potential customer of what you want them to do. The CTA could come in a variety of shapes during a B2B pitch meeting.
In the perfect scenario, to conclude the meeting or session, you may well be requesting them to sign a piece of paper and bring them on board as a client. You could also schedule a follow-up appointment within a couple of weeks or give clients a trial version of the solution to see whether they enjoy it.
A clear understanding of the future steps must exist between the two of you before the meeting ends. Be explicit and precise since leaving stuff unresolved in trade is never fair.
Check-In, Follow-Up, & In The End, Everything Will Be Good!
A B2B virtual sales pitch convention’s follow-up is nearly as crucial as the virtual meeting itself. Avoid the error of relying on the prospective client to get in touch with you following the encounter. Due to their hectic schedules, they could forget.
Following up a year or two just after the conference to check if the client has any fresh insights or concerns is a good idea if they give attention but decide not to purchase. If you choose, you may now provide a trial version or a unique, time-limited signup offer.
Even if the client chooses to purchase, follow-up remains essential. Once they’ve completed the contract, call them to help ensure they get all they require and see if you can do anything to assist.
A phone conversation is preferable to an email for your follow-up. Rather than getting squashed in someone else’s crowded inbox, it seems more personalized and allows for meaningful interaction. So, when you can, look for a phone number and dial it. The special, customized touch can’t be replaced.
Tips To Manage B2B Virtual Pitch Meetings
- To achieve outstanding entities and seamless handovers between panelists, have a well-defined agenda.
- Choose the smallest possible number of exhibitors; not only does this make everybody appear “larger” on screen, but it also provides each presenter more time to make a good impression and establish a connection with prospective clients.
- Choose a Producer to manage all backdrop technology, such as speaker handovers, documents, or good visual distribution, while remaining off-camera. Tell the client what their function is prior to the conference and again the day of the conference such that they understand why they aren’t “on the conference.”
- Also, be certain to “suppress” all non-video attendees so that your performer’s avatar doesn’t take up too much space on display.
Conclusion: The Better The B2B Sales Pitch Meeting, The More The Sales!
A B2B salesperson or corporate leader must have the ability to run effective virtual pitch meetings. You need to develop the ability to connect with prospects, make a value-based B2B sales pitch, and conclude with a CTA that turns them into customers.
It requires experience to execute an extraordinary pitch meeting, and when you have to discover ways to do everything online, you could feel like you’re starting over. In reality, many of the components of an in-person pitching session also sign up online.
Being kind, competent, informed, and self-assured will help you succeed. You won’t have anything to fear if you adhere to the advice we’ve provided here and steer clear of the major pitch meeting blunders.
Therefore, have no fear of virtual pitch sessions.
You may initially feel strange using them, but you’ll quickly get the swing of it. Now go impress your potential clients!