Pandemic & Post Pandemic Selling Skills: Virtual Selling Q & A
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What is the Biggest Question You Have About Virtual Selling?
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    15 replies to "Virtual Selling"

    • David Blaise

      What is the biggest question you have about virtual selling? Enter it below, and we’ll create a video to answer it for you.

    • Amy B Chernow

      For a one-person shop with limited resources, which platform is best to start with?

      • David Blaise

        Hi Amy, I’m assuming you mean which social media platform? Where do you currently have the most followers?

    • Ervin Richards

      How to market virtually?

      • David Blaise

        It’s a big question, Ervin. And it’s what this series of videos and Q & As is designed to address!

    • Joann Lademan

      What are some proven ways to get in front of clients working remotely and recommendations for follow up that also does not invading their space / remote location or bother them with their often increased work level.

      • David Blaise

        Proven ways of getting in front of clients working remotely can include physical things like direct mail packages, letters and post cards, traditional methods like phone, emails, and texts, social media platforms like Facebook, LinkedIn, Twitter, Instagram, & Clubhouse. Direct messaging apps including the ones associated with those platforms, and, of course, video conferencing tools like Zoom and Go-To Meeting. So those are the tools.

        Bothering people, on the other hand, has less to do with the platform you’re using to contacting them and more to do with what you’re saying and how you’re saying it when you reach out. If what we’re communicating has value, it will be welcome. If not, we venture into bother/pest space. So that goes more to your message.

    • eugene maresh

      I’d be interested how often you suggest should do these. Do you have a recommended topics we should cover, such as product demo, how to use a product, typical questions we get asked. What do you think of a voice-over a supplier product video. Interested in what else you think we could talk about

      • David Blaise

        I like using short pieces of interesting content to segment the audience. For example, people who click on something related to getting the attention of prospects are interested in that. People who click on something related to workplace safety are interested in that. I recommend covering topics that allow you to determine what appeals to different segments of your audience. I also recommend starting more broadly before getting too specific. If you create content based on how to use a particular product, people would have to already be interested enough in using that product to watch it. That may be a much smaller percentage of your audience. Of course, the flip side is that they are probably more qualified. But I find that starting more broadly allows you to engage more people up front and then qualify them through with the specifics. Hope that makes sense. You can certainly test a voice-over of a supplier product video. Your people will tell you pretty quickly what they like and what they won’t by their actions.

    • Jerry

      Do you think a short pre recorded video presentation with a survey at the end would be a good qualifier before we setup a one on one meeting?

      • David Blaise

        Yes, things like that can be extremely effective. It also lets you know who is interested enough RIGHT NOW to even bother filling out the survey. That increases the likelihood of getting you in from of the right people at the right time.

    • Daniel Winter

      When selling online, what is better, to be a generalist, like a promo products salesperson is generally thought of, or to specialize on a product, or program, the cover an inch of the industry but do it extremely well and deeply. My goal is to be found online, and generate new business online for my company. I believe the younger customer shops has been trained to shop Amazon style first and then goes to more traditional outlets if they do not find what they need. ( I am 60 and have been in the printing business since the mid 80’s.) I do not think creating a system to replace in person meetings with virtual meetings will work out if one can not be found online as a knowledgeable and trustworthy source with the younger buyers. Then maybe I am not understanding the point of virtual marketing being described.

      • David Blaise

        To a traditional distributor, selling online means something vastly different than it does to actual online sellers like 4imprint, etc. Actual online sellers have a different business model, so traditional distributors who try to compete directly with that will have a very difficult time. It’s a direct marketing model, vs. a traditional distributor sales model. It involves expertise in SEO, advertising and software rather than traditional prospecting, presenting and following up.

        For most traditional distributors, selling online may mean identifying, contacting, qualifying and communicating with prospects online. It’s less likely to mean having people find you on Google, scour your site, decide what they want, select a product, and buy it from your site without interacting with you. It might not be impossible, but it’s likely to be the exception rather than the rule. If you want to differentiate yourself, then yes, specializing, doing it “extremely well and deeply” as you said, will help you do that. The point of virtual marketing here is to get you interacting with prospects and clients without having to be in front of them physically.

    • Lisa

      Hi David, I noticed that your videos on this page are under a minute and a half. Is there a recommended length of time for this type of content? And if most of your customers are B to B, would you suggest Linked In over other platforms?

      • David Blaise

        Hi Lisa. Albert Einstein once said “Everything should be made as simple as possible, but no simpler.” I think our content should be as short as possible, but no shorter. In other words, it needs to be just long enough to accomplish the objective.

        But what is the objective?

        In our Total Market Domination course, I outline 3 types of content: Free, protected and paid. Free content, like social media posts, videos, etc. are available to everyone. They need to be just long enough to get people interested in learning more from you, at which point they can sign up to receive your protected content (like tips or more in-depth recommendations via a newsletter or something like that.) They register for this by providing you with an email, phone number, etc. These people get better and more detailed content than what’s available in your free posts, but not as much as what’s available to your paying clients. Those who buy from you get LOTS more in terms of your content, insights, recommendations and specific advice. When you understand the purpose of the content, the length takes care of itself, because it’s all about the minimum required to get the job done. Hope that makes sense. If you need more clarification, please be sure to ask.

        Regarding your other question, if most of your customers are B to B, then LInkedIn can do very well for you. However, if you already have a ton of followers on Facebook, you might as well start there. The success of your efforts will be directly related to what I refer to as the MVPs of Marketing and Sales. You can learn more about that here: https://www.topsecrets.com/the-mvps-of-marketing-and-sales/

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