When I pitched on the phone, I'd walk to increase my confidence. 🚶
When I pitched at conferences, I'd use body language to be convincing. 🙋♂️
Now that I pitch from Zoom, how can I possibly sell anything??? 🥺
Fear not! Selling on Zoom is a skill that can be learned, just like selling on the phone or selling at a conference. 🧠
Here are 5 tips you can read in 5 mins that will 5x your Zoom pitch.
Tip #1: Invest in some good lighting (the $50 is totally worth it!)
I'm not saying look like a Kardashian every morning, but the wrong lighting can be distracting and make you look tired, sad, or even angry.
I have an adjustable Taotronics desk lamp. When I'm pitching, I try and point the light directly above my camera towards my face, and ideally on my good side 💁♂️.
Tip #2: Make your pitch interactive 🤸
You'd be amazed how bored people are on video calls. Something as small as sending a link in chat can be a welcome distraction from staring each other in the face 😆.
Something as small as asking someone to click on something helps reinforce that you the salesperson are in control of the conversation, and increases the likelihood that you get what you ask for later.
Tip #3: Set the table, and remember WFH 🍽
In sales, "setting the table" means starting the call by answering who you are, why we're talking, what we're going to talk about, how long we'll talk for, and when you'll talk next. Guests like it when you set the table because they're just there for the food. 😋
How do you feel when you're joining a sales call? Like you might get tricked or something? Being specific about what's going to happen in the meeting helps make whoever you are pitching more comfortable.
Lastly, don't forget that WFH is full of surprises. Whether it's kids, dogs, or some other living being that needs attention, be sure to let your guest know that they should feel totally cool turning off video or hopping off the call if needed.
Tip #4: Take pauses and ask questions 💬
It's easy to think that because you're on video you'll notice if someone wants to speak up, but that's not true!
Because Zoom has milisecond delays in visual and verbal cues, even when working perfectly, it's much harder for someone to feel comfortable jumping in and interrupting someone. 🐢
Some rules of thumb to make sure you're on the same page as your listener: do 20% of the talking and 80% of the listening, don't talk longer than the average song (2-3 minutes), end the meeting early if you can - never late.
Tip #5: Use your product to tell a story 📚
Lean into the strengths of video communication. Seeing someone's face makes a story far more compelling, and it's a great way to sound natural, genuine, and confident when talking about your product benefits and features.
The story can be about a user, it can be about someone from research, it can be about your team, it can even be entirely made up! As long as you can tell the story naturally, a good story alongside your product demo is a great way to turn Zoom-fatigue into Zoom-fun.
And that's it! These are tips you can start learning from today - so why not give them a shot?
Zoom isn't so different from normal sales - it's a little like pitching on the phone and a little like pitching IRL. You just have to ask yourself what are the right tactics for your medium - and most importantly - always always always put yourself in the shoes of your customer.
Was one of these tips a total game-changer for you 🥇? Did you try one of these and it absolutely bombed 😅💣 ? Let me know in the comments!
Thanks for reading 🏆