What are the most effective ways to use video conferencing in sales engineering?

1 Prepare your setup

Before you start a video conference, make sure you have a reliable and high-quality setup. This includes a good internet connection, a clear and professional background, a well-lit and noise-free environment, and a suitable device and software. Test your audio and video quality, and adjust your camera angle and volume as needed. You want to avoid any technical glitches or distractions that could undermine your credibility or presentation.

3 Engage your audience

One of the biggest challenges of video conferencing is to keep your audience engaged and attentive. Unlike face-to-face meetings, video conferencing can make it harder to read body language, convey emotions, and maintain eye contact. To overcome this, you need to use various techniques to engage your audience, such as asking open-ended questions, using interactive features, telling stories, showing enthusiasm, and soliciting feedback.

4 Demonstrate your solution

The core of your video conference is to demonstrate your solution and show how it can solve your prospect's or customer's problem. To do this effectively, you need to tailor your demonstration to their specific needs, goals, and pain points. You also need to focus on the benefits and outcomes, not just the features and functions. Use visual aids, such as slides, screenshots, videos, or live demos, to illustrate your points and make your solution more tangible.

5 Communicate value

Your video conference is not only a chance to show your solution, but also to communicate your value proposition and differentiation. You need to explain why your solution is the best fit for your prospect or customer, and how it can deliver value that exceeds their expectations. You also need to address any objections or concerns they might have, and provide evidence, such as testimonials, case studies, or data, to back up your claims.

6 Build trust

The ultimate goal of your video conference is to build trust and rapport with your prospect or customer, and move them closer to a decision. To do this, you need to be authentic, respectful, and empathetic. You need to listen actively, show interest, and acknowledge their challenges and opinions. You also need to follow up promptly, provide relevant information, and deliver on your promises. By building trust, you can establish a long-term and mutually beneficial relationship with your prospect or customer.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?