From Zoom Gloom to Zoom Bloom
Like all of you, the transition to Zoom life hit me hard and fast at the onset of the pandemic. The entire way I had learned to sell had been flipped upside down in less than a week. The tools I relied on, headset phone (ideal for walking around during the call and taking notes), coffee meetings (for that casual and personal connection that can’t be replaced by video), and on-site visits (the formal professional presentation that showcases expertise and builds trust) - GONE. 10 years of standards completely wiped out, and probably like you, I was not happy about it. I had some experience with Zoom before the pandemic hit, but it was confined to internal meetings with remote employees and contractors. Now I was on video, with my prospects at home, with kids running around my house. The green light on my iMac started to feel like an invasive pest. For one thing, it showcased my motherhood front and center to my prospects and clients- something women traditionally downplay in an office setting. I kept apologizing for kids asking for snacks, crying in the background, or sneaking in the room out of boredom. I spent inordinate amounts of time playing with settings to adjust my background and filter out the dark circles under my eyes, worn out from struggling to keep eye contact while taking notes. I tried so hard to stay focused but kept getting distracted with all the applications on my screen clamoring for my attention. Or how about when you have your camera on, and your prospect doesn’t - that’s a fun one? Navigating all of these new challenges left me feeling vulnerable, exposed, and drained. Seeing as I put the “E” in extravert I thought seeing people on camera all day would help alleviate some of the isolation I was feeling, but somehow it did the opposite. It made me feel more lonely, which I’ve come to know is a common experience.
So as I sit here a year later and reflect on all that has happened, it’s occurred to me that like all uncomfortable changes, challenges, and disruption, there have been some major bright spots and areas of growth. I can’t believe I’m about to type this, but….I will never go back to old-style phone consultations. To my astonishment, I have come to love Zoom for my sales “calls.” I have finally mastered it, and now I’m hooked. With video, I have the huge advantage of reading the visual cues given by my prospects. Best of all, I can SHOW them instead of telling them. Yes, screen sharing is the best sales asset (just make sure you NEVER, EVER share your entire desktop). I still like taking old-fashioned notes, so when the prospect is speaking, I make sure they see me with the pen in my hand, so they know I am attentive. If you prefer to take notes on the computer, just let them know - so they don’t think you’re writing an email when you are actually in active listening mode. If you are open to recording the session, the auto-transcript is a great feature as well - just make sure you always ask permission. Those bings rings and beeps from other applications? I just turn them off during my call blocks, and it’s been a game-changer.
I would never have made this change if I hadn’t been forced into it. I think about that fact and wonder what other opportunities I may be missing by being stuck in what’s comfortable? As much as I have gained from Zoom, nothing compares to in-person, human connection. I can’t wait to get back to lunches, coffee dates, and office visits. Until then, if you ever want to tag up on Zoom with me, I’ll be here with a coffee in hand, a big smile (and maybe some yoga pants that you can’t see).
Recap on my top Zoom sales tips:
Having a professional office background makes a difference. No one needs to see your home or personal space. You can get great images for free by Googling "high-resolution Zoom background office setting.”
Goodbye tired eyes, hello filters. You may also want to invest in a lighting kit that enhances the filters. I use one that is under $40 and it really takes the professionalism and visual quality up a notch, especially on overcast days.
Communication is critical. If you have to remove eye contact to take notes, let the prospect know, so they understand you are still actively listening and engaged. Don’t assume they know what you are doing.
Screen sharing is your new best friend. It is better to SHOW than to tell; use it to demo and guide your conversation but never, ever, share your full desktop. You never know what type of message, email, or text could pop up.
Along with active listening - participate in active watching. Your prospect’s visual cues will clearly indicate if you are resonating with them.
Control disruptive pings, dings, and rings. Completely shut down (not just silence) Teams, Outlook, Slack, Gmail, or anything else that will distract you from your call. And no, you can’t multi-task; no one can.
No camera, no problem. Not everyone wants to be on camera - THAT IS OK! You can still use the screen sharing to your benefit. Just make sure if they choose not to be on the video, you do the same. This respects their choice, puts you on equal footing, and removes the distraction of having one talking head.