A firm handshake. This simple gesture that once symbolized a closed deal. Ah, life before COVID. As organizations make adjustments to prioritize the health and safety of their teams, the sales process has become virtual. 

Sales teams are facing unprecedented challenges when it comes to fostering relationships and inking contracts during this time. Prospects are still looking to engage, but in a different way than before. Though the transition may involve a bit of a learning curve now, there can be long-term benefits when you’re confident in building relationships both in-person and online. 

While the art of the pitch is a tool that regularly needs sharpening, virtual sales—whether via Zoom, Microsoft Teams, or Google Meet—can present a set of unique challenges. Fortunately, many of the same approaches that you bring to an in-person pitch will serve you well while conducting a virtual one. 

Prioritize the First Impression

By now, your prospects should all be well versed in tools like Zoom; still there are nuances when selling through a Zoom tile. You may have to work a bit harder to make a connection. Quality control matters more than ever; you would make sure everything was perfect for a face-to-face meeting, so make sure you do the same for a virtual one.  

Ensure you dress appropriately while having a professional-looking and distraction-free environment. Set your computer to “do not disturb”—there are few things worse than an embarrassing text thread with a friend or a series of calls interrupting your flow. And find a location where you can focus—limit the background noise and reduce any visuals distractions. 

Consider How You Deliver Materials

Eye-catching, engaging, and informative materials are key to showcasing your products and service offerings in a concrete way. Even though you are hosting virtual meetings and you can’t physically hand materials out, it doesn’t mean that you can’t provide them. 

If the materials are best seen and used in a physical format, consider mailing them to the client or prospect ahead of the meeting. For mailed materials you’ll want to consider how the items are packaged and what’s inside. Ideally you would like the recipient to feel like they’re opening something intriguing and exciting. If you’re planning to show virtually, don’t just attach to an email—find a unique way to highlight the piece to make it feel special. 

Get Your Technology in Order

To minimize those pesky technical hiccups and maximize the experience, do a video test run before interviews and give yourself enough time to adapt and make any necessary adjustments. Check your camera, microphone, and internet connection. 

If you plan to share your screen with slides and graphics, take a look at how those are working and that you are comfortable doing so. Also, it’s good to remember to keep slides concise and include talking points so you have room to provide more information and allow the prospect to ask questions, which in turn helps keep the focus on you. 

Many platforms and tools require various sign-ups, downloads, and permissions on your device. Spend time the day before familiarizing yourself with the platform and even if you are familiar with the platform, it is important that you ensure the software is up to date to avoid any inherent bugs. 

Have a Backup Plan In Place 

Sometimes, despite all preparations, the platform you anticipated using doesn’t work. Make sure you have your contact’s email and phone number so you can easily connect. The unexpected can happen at any time; it’s better to start a meeting a few minutes late or reschedule rather than miss it entirely. 

Another common issue, especially when being remote, is Wi-Fi bandwidth. If more than one person is online in a home at the same time, it can cause delays with video conferencing tools. If bandwidth is a recurring issue, it may make sense to increase its capacity or try to schedule interviews at times when fewer in your home are online. 

Be Authentic 

When leading a virtual pitch, you have the unique opportunity to speak in a familiar environment. Remember to smile, maintain eye contact by looking directly at the camera (not yourself, as tempting as that may be) and use your body language to show that you are confident. Be concise and leave a few seconds at the end of sentences or after asking a question to minimize talking over each other. 

Remember “Non-Virtual” Steps

Never underestimate the power of a follow-up. Take a moment to send a note of appreciation for the opportunity to speak with your contact. No matter how big their company, it is still made up of people and people thrive on connection. Following up and even using different methods to do so can help keep you top-of-mind with prospects. 

While virtual pitching can be a substantial switch to your sales process, it can also be an effective way to remain engaged and move through your pipeline. A well-prepared meeting or pitch allows for a seamless experience by showing agility, flexibility, and confidence among other strong attributes.