Reaching customers by phone or online seems very convenient for some sales people. But what they do not realize are the disadvantages which go along with it. If you want to improve in sales, keep in mind that customers are also human beings – they have emotions. To keep them, you must connect with them personally. But how will you do it if you’re in inside sales?
In Leadfunnel.ph, our operations are mostly online. We usually talk to the clients through e-mails and phone calls. We rarely do face-to-face meetings. The problem here lies on the fact that relationships matter in sales, especially when the deals are bigger. Don’t get me wrong, I’m not saying that inside sales is ineffective. It’s just that the loss of human-to-human interaction makes it difficult to build connections with the customers on a personal level, which is important in selling. Now, how do we solve this dilemma?
Steli Efti from The Startup Chat mentioned that one way of adding a personal touch in your e-mail is to include your e-mail signature with something personal or unique about you. My boss actually does it by ending his e-mail with “Cheers” then his first name. It may seem simple, but it definitely changes the tone of the message. It’s like he’s writing to a friend – a good way to connect with a client personally.
When talking to customers online, you must also remember that they do other stuff aside from talking to you. They multitask. A tip on how to get their full attention when you’re sales pitching online is to say, “And this is the most important thing I can show you today,” then wait for a good 15-20 seconds to tell them your main selling point. This will make them stop what they’re doing and anticipate what you’re going to say.
Infusing human touch to inside sales shouldn’t be too hard. After all, we should be capable to begin with as human beings.