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The COVID-19 crisis has made remote working the new normal. People are working from the confines of their homes without any face-to-face interaction with their team. But this has raised many doubts that need to be answered at the earliest. ‘Remote selling’ is certainly one of them. This article focuses on 4 most important questions you should ask yourself while remote selling.
Question 1: Are people still buying?
The short and sweet answer is Yes. People are buying and in huge quantities. But only those items that are required for survival. If you sell groceries, toiletries, medicines, and medical equipment, then it’s highly likely that you are making huge profits. But if you have a travel, tourism, or hotel business then you are probably making losses. In such circumstances, you must repurpose your business and manufacture those products that are high in demand. For example N-95 masks, PPE (Personal Protective Equipment) kits, hospital beds, ventilators, food, and beverages, etc.
Question 2: Is the future of face-to-face meetings bleak?
While remote working has opened new job opportunities for people working in digital marketing and allied fields, salespeople feel a little worried. This is because they have traditionally been selling face-to-face and have little experience when it comes to remote selling. But the recent COVID-19 outbreak has altered the way we do business. Face-to-face meetings have completely halted and virtual conferences seem to be the only way out.
According to InsideSales.com, the time spent remotely by field sales representatives has increased from 24% in 2013 to 45% in 2017. This is a welcoming statistic but it needs to improve further. Current conditions warrant that salespeople should learn virtual selling strategies to stay relevant in the market.
Also Read: 5 Ways to Encourage Employee Participation in Virtual Meetings
Question 3: What should be the right tone of my marketing messages?
Setting the right tone for your marketing messages is of utmost importance. It helps the customer know that you care for them. This requires carefully planned words and adding an emotional appeal to your marketing content. You should also think about what kind of messages would interest your customers during the COVID-19 pandemic. A careful examination would reveal that insurance policies and term plans have the highest selling potential during these tough times. Another thing that you should take care of is to turn off your automated follow-up emails and redesign your sales and marketing campaigns to better suit your customer’s current needs.
Question 4: What remote working tools will help me?
As a salesperson, you have to embrace technology. Even after the COVID-19 pandemic ends, the world is going to be behind your screen. Video chats instead of face-to-face meetings will be the new normal. This changes the selling equation completely. Remote working tools such as Skype, Zoom, Google Drive, Microsoft One Drive, and social media will help you work from home with ease. A CRM software will integrate all the above-mentioned tools and even more in a single platform and provide extra features to cement strong relations with your customers.
Also Read: 5 Ways to Boost Team Productivity while Remote Working
Businesses across the world are taking the digital route. This is changing the dynamics of most operations that were traditionally done on-field. With the work-from-home strategy dominating the business front, enterprise technology will rule the roost. This is where we can help. At Sage Software, we are home to world-class CRM, ERP and HRMS software that will make remote working a piece of cake, boost employee productivity, synchronize inter-departmental activities, and generate more profits.
Disclaimer: All the information, views and opinions expressed in this blog are those of the authors and their respective web sources and in no way reflect the principles, views or objectives of Sage Software Solutions (P) Ltd.