Using Web Video Conferencing to Host an Effective Online Sales Presentation – 6 Best Practice Tips

Although the most effective way to build strong relationships with your customers is still face-to-face, that is not always practical. Luckily web video conferencing can be almost as effective. Even if your customer or prospective lead lives half way around the world, it is still necessary to host sales meetings and presentations – the impersonal nature of email will only get you so far.

A number of excellent, easy-to-use solutions exist to host your online meeting or webinar. Personally, I’ve used and participated in WebEx meetings many times and always had a positive experience, although their costs can add up quickly as meetings get larger or more frequent. There are more affordable and just as capable and reliable web video conferencing choices out there also for online meetings or webinars.

Here are my 6 top best practices for getting the most out of web video conferencing for successful sales presentations:

  1. The number one thing to remember is that you must treat the web video conferencing meeting as you would a “real” face-to-face meeting: dress professionally, plan the agenda carefully, do not multitask (close your email and other applications before the meeting starts so you have no distractions).
  2. Choose a service provider carefully – you need to be sure they can meet your goals for the meeting in a professional manner;
  3. Be considerate of participants’ time: in a web video conferencing session they are not a captive audience, and will get distracted by email and other business demands if you don’t maintain their interest;
  4. Put together a crisp agenda, with meeting goals and strategies to achieve them;
  5. Have a plan to encourage live interaction. You could have some questions to ask of your customer to spur discussion, or include someone who’s role it is to ask the first questions or add comments to get interaction going;
  6. Have a clear call-to-action at the end of the meeting. Too often web meetings are ended abruptly (after all, since you are not face-to-face, there will not be the usual opportunity for small talk or next steps discussion as the customer is ushering you to the door). Include time in the agenda for wrap up and next steps, with clear action items for the attendees.

The Best Final Expense Sales Presentation Ever

Arriving At The Prospects Home

When I arrive at the house, I like to park in the driveway because that is where family parks and they are more likely to greet me. I look for the door that they use the most and I go and knock on their door (usually the back or side door). While waiting for them to come to door, I look down at my clipboard and pretend to read. I try not to make any eye contact until they open the door.

When they open the door, I greet them as if they have been waiting for me all day long. “Mrs. Jones? My name is Joseph and the reason I’m stopping by today is because you recently sent this card in and it’s my job to bring you that information you requested. I’d really like to go over this with you, can I come in?”

If they say yes, GREAT!!! I’m in! If they say it’s not a good time, then I will schedule an appointment with them for the next day. Now you are off to your next one. Some people will let you in and some people will make appointments with you, some won’t be home. (Always make sure you go back or call if they’re not there.) Of course, some will slam the door in your face… ha (fortunately, not usually.)

At the end of the day, you should have made 3-4 presentations and scheduled 4-5 appointments. The point is, you are out there working and making money. I’ve honestly made $8000 in commission in one day!!! No joke.

Making Appointments

Rather then drive around all day, some people prefer to make appointments or hire someone to make appointments for them. Personally, I hired someone to do this for me. I schedule my appointments an hour and half apart. Usually it starts at 10:30am and ends at 7:30pm. I try to get 7 appointments a day, 4 days a week. I always make my appointments the day before because they forget if it’s more than one day away.

Script for Setting Appointments Yourself

Here is an appointment script you can use:

Good Afternoon ____________, This is ____________

I have in my hand, a pink card that you filled out and sent in requesting information on the Social Security Death Benefit Program.

Now, my job is to get this information out to you.

The address I have here is ___________________.

Is that correct?

Okay… Great!

On the card ________, you wrote down that you were 65 and that your wife was 63… is that correct?

Awesome, awesome…

Let me ask you a question: are you (you guys) working, retired or receiving disability?

Oh yeah, that’s good, that’s good… What time… do you/she/he get off work…

chit chat…

anyway, like I said, my job is to this information out to you and I can either get it out to you tomorrow at ______ or ______…

which is best for you?

Great…

Do you have a pen and paper handy or do you have your calendar in front of you?

I just want you to write down my first name… It’s Joseph. Last name Haworth, H-A….

Now put down there ______am/pm on ___________day… that’s tomorrow.

Well, I really appreciate your time, I look forward to meeting you and __________, at ______________am/pm _____day________.

Have a great day.

When you arrive at your appointment, smile BIG and assume you are getting in. Say you are there for the appointment and ask to come in. It’s easy to get in… most of them remember that you are coming.

Presentation

To put you at ease, I want you to know that I’m not a sales person at all. I’m the most passive, non pushy person you can imagine. There really is no trick to it. So relax your shoulders and have fun.

Once you are in the door, you compliment their home, their yard, their dog, the smell of the house… you know… whatever! Just compliment. My favorite one is to mention how clean the house is. If it is really clean, it means they work really hard at it and they appreciate someone noticing. As I’m walking in the house, I look at the pictures and I either ask who is in the pictures before I sit down or I ask later. In any case, seniors love to share their pictures so make sure you ask about them.

I’m always very casual and I do my best to avoid the sales presentation for about a half hour. I like to have them talk to me and tell me about themselves and their family and their problems etc. I honestly get sucked in. I’m right there, feeling their joy and pain and I’m concerned and interested. I don’t care about the insurance at that point. Eventually, you move to the presentation and by this time you are friends and this helps them listen and helps you know how to communicate to them. Here are the steps:

1. You tell them why they received the card and what it’s about.

2. You bring up the cost of a burial and the fact their family is going to have to pay $10,000.

3. You find out why they sent the card in.

4. Ask who their beneficiary is and if they have ever paid for a funeral (both these questions bring out emotion because they don’t want their kids to pay for the funeral and by asking if they have ever paid for one, this helps them remember the pain of paying all that money for a funeral.)

5. Ask them what medications they take and what they are for. Then you ask how their overall health is. “Have you had any heart problems, or kidney, or liver or lung problems? If so, when?” You need to know when because most applications only care about the past 2 years or so.

6. Now you know what they are going to be approved for and you can show them some prices. I usually write down 3 or 4 prices on the back of their lead card. I try to match what I think they can afford. Once I write them down, I go over the prices and then hand them the sheet. I say, “Now, Mrs. Jones, I want you to look over these three prices and you tell me which one is best for you?

7. Before I give them the prices, I tell them about an immediate benefit and a graded benefit. The immediate benefit means that their family will get the full face amount if they died even after only one payment. The graded policy, however, makes them wait two years before they have full coverage. To find out which one they qualify for, I have to ask the questions on the application. (However, if you asked enough questions earlier, you already know….)

8. Before I ask the immediate benefit questions, I ask them to pick out a price first. (This is called asking for the sale. You have to ask for the sale or you will not sell!!! Plain and simple). Knowing the price they will pay helps with the next step. When you know they qualify for immediate benefits, after you ask the appropriate questions (that you already know the answers to), you stand up and congratulate them.

9. At that point, all you have to do is ask for their personal information. “Mrs. Jones, can I see your SSN and Drivers License”… the point is that you start writing the application.

We hope you will join us to see the full presentation in print, audio and on video.

Sales Presentation 101 – A Simple Process for Presentational Excellence

The first and most important aspect of a successful sales presentation is making sure that your clients and other people know who you are. When in the field this is vitally important. When a customer or an office staff member does not know who you are it can lead to a lack of concentration and it could ultimately sabotage your presentation. Always lead with information about yourself and what your job entails.

Second, after your identification has been made, it is important to draw the audience in with a stimulating thought or a difficult question. However, make sure that this thought or this question falls within your level of comfort and knowledge. There is nothing more embarrassing and more defeating than presenting wrong information. Make sure that you are prepared and that your facts are straight.

Third, it is always a good idea to engage the audience. Not only are you going to involve them with a question or with a difficult thought, you also need to engage their minds and their expertise. Ask the audience to share a story about a similar experience that they may have had or try to have them write down some of their stories. This is a great way to really open the dialogue and have the communication work at a peak level.

A great sales presentation will have everyone talking. If your presentation is not good the people will talk about the length or the style. If the sales presentation is good the people will continually talk about your grace or your knowledge. The best way to make this meeting exciting and memorable is to have the audience member communicate with each other. Remember, you are the facilitator. You do not have to be the center of attention. Your facts must be correct and your delivery needs to be solid, but you are not required to hold the meeting together. Have the audience work together and share stories.

Fourth, this step is the crucial area. This is where your presentation could fall apart or it could ascend to the next level. The fourth area is going to require that you have the audience member share what they are learning from their peers. Not only will this exercise have your team communicating with each other but also it will force them to speak about matters that pertain to the sales culture. This is going to benefit team morale as well as team performance.

Finally, it is time for you to close the meeting by giving your perspective and your advice. A successful sales meeting is all about involving the crew and presenting the facts. Once your facts are shared you only need to manage the conversation. Allow the others to speak and you will be surprised at how successful your meetings will become.