Screen sharing is a time-saver for everyone. It enables companies to host meetings online with clients or business associates remotely. This provides significant travel savings allowing you to meet people all over the world in just a matter of seconds.
Yet, there is a question that remains to be answered. Why is screen sharing such a powerful sales tool? Screen sharing is more than a time-saver for sales reps. It’s an empowering tool that provides 5 competitive advantages throughout the life of the sales cycle.
Mikogo is a powerful sales tool. Many sales reps are interested in our software for their own sales processes. As the CEO of Mikogo, it’s important to me that our own account managers not only utilize the following 5 competitive advantages but also lend a helping hand to such interested sales prospects. Our team not only uses the software to enhance their sales calls, but also use it to teach interested salespeople how they can accomplish the same. Our clients benefit not only from the software, but also from learning how to best incorporate screen sharing into their own sales processes.
I recently spoke with two of our account managers, Devan Gaffney and Annika Bohrdt, about their use of Mikogo. Here are the 5 competitive advantages of screen sharing for sales directly from people who use and explain screen sharing on a daily basis to other salespeople.
1) Visualization Is Invaluable
Did you know that about 65% of the population are visual learners? This means that these people learn best when they can do more than hear what you say about your product or service. They need something visual to engage their brain and help them retain information. This makes the visualization of your sales call vital.
Annika Bohrdt knows all about this: “Being able to visualize something is worth so, so much. One thing is true for probably all conversations: you want to get a thought from your head into someone else’s head.”
As Annika stated, the idea behind a presentation or even a sales call is to take your idea that you can solve the pain points of the prospect and implant that belief into the prospect. However, visual learners notwithstanding, this does present a potential for miscommunication. It can take longer to try to explain a concept over the phone or through email than it is to simply show the prospect what your product or service will do for them.
Visualization is an invaluable tool for client sales because your ten minute screen sharing session can minimize the potential misunderstanding of features, benefits, or even limitations that you tried to explain over the phone or through a series of emails. It gives your potential client a first-hand look at exactly what you and your offer can do to solve their problem.
Visual aids, such as those found in a screen sharing session, can provide first-hand information and provide valuable insight that enables potential clients to make an informed and assured decision to invest their money into what you offer.
2) More Effective Closing
As we touched on in the first point, a screen sharing tool provides an in-person experience that is vital to a sale. They have the ability to be walked through the product or service lifecycle, and they can ask questions that they have during the process. This walk through of a visual demonstration can increase your closing rate.
Devan Gaffney explains: “Seeing is believing; I’m far more likely to close a sale if I have a demo with the decision maker. This prevents the prospect from encountering any hiccups in testing whatever features they are looking for. They’ll have a positive experience in their first live test.”
As we can see from Devan’s experience, it’s easier to close a sale when there is a walk through via screen sharing. Prospects can see exactly how the product or service is designed to behave. If it is software or a website, they can be walked through exactly how to use it. They can ask questions and have the answer immediately. It creates a more positive experience which then increases the probability of closing a sale as long as the decision maker is present on the screen share.
3) Enables You to Communicate More Effectively
This point ties the first two points together. Because you are able to visually guide your prospect, you are able to communicate more effectively.
“It takes a lot of things you would otherwise have to describe and places the idea literally right in front of their eyes rather than relying on your word to clearly express an idea,” explains Annika.
The written and spoken language is, obviously, great. Without it, where would any of us be? Well, we certainly wouldn’t be involved in sales! The problem with relying on emails (written communication) or phone calls (spoken communication) is that we filter what we read and what we read based on a set of our own internal biases. That’s not necessarily a bad thing; we all do it. There’s no escaping it even when we do our very best to be totally objective.
Even if your written or spoken presentation is bias free, you can’t ensure that all bias is eliminated on the receiver’s end. That’s because we just can’t control people. However, we can take better control of a situation when we can speak with someone and show them exactly what we mean.
4) Sets You Apart From Your Competitors
We all want to be the best in the industry. We want to be the best because those that are the best are the ones that are most sought after; they are the industry experts that people know and trust. So, we look for ways to provide excellent customer service, focus more on client convenience, and ways to engage in the global marketplace. Screen sharing can help you meet all of those goals.
“If they don’t understand what you’re trying to describe or explain, they feel uncomfortable and frustrated because they don’t get it at first – and they hate to feel like this,” says Annika. “If they understand everything thanks to your visual aid, they’ll feel like they’ve connected with you. That is the basis of a good customer experience.”
As Annika has stated and the first points suggest, screen sharing is customer focused. It is you taking the time to ensure that they understand exactly how your product or service functions and can benefit them. They don’t have to just say they understand and then spend time trying to figure out a concept you brought up that actually confused them. The visual experience helps potential clients truly understand what you have to offer and how it will benefit their needs. That is an excellent source of customer service because the screen sharing demo is individualized for the client rather than you just reading from a script. A screen sharing sales demo can be focused on their individual needs, enabling you to present exactly the information they are most interested in. It’s more convenient for your prospects. They don’t have to leave their principal place of work. They don’t have to travel. You don’t have to travel, either. Screen sharing is all about convenience.
Screen sharing can also open you up to the global marketplace. Every business can benefit from more clients. What limits businesses is their travel budget. Could you drop everything right now and fly 4,000 miles away to present your product or service? That’s out of reach for most small businesses. Travel isn’t cheap; and even if you had the money to travel, could you leave your business unattended while you made the trip? What about how the expense of travel couldn’t be justified if the prospect doesn’t want what you offer?
That’s a lot of risk, isn’t it? Screen sharing allows you to present your sales pitch to anyone in the world with an Internet connection. So, regardless of where you are, you can enter the global marketplace and grow your business with less expense and less risk.
5) Reduces Follow-up Support Calls
Have you ever had to call a company looking for support in how to use their product or service? Does it frustrate you because you do what they tell you to do, but it still doesn’t seem to work? It’s why many of us feel so much relief when the company is able to show us remotely how to fix our problems. Screen sharing with potential clients has the same effect.
“Spending 10 minutes onboarding a customer in a screen sharing meeting, potentially saves 30 – 60 minutes in support calls that could take place with a single client. Instead of answering a question in a series of emails and phone calls, it’s much faster to connect through Mikogo,” says Devan.
The extra time spent screen sharing is actually an investment into the closing and the future satisfaction of the potential client. It reassures the prospect that you and your company are available to assist with any future problem. The screen sharing session has the potential of reducing follow-up support calls because there is less of a chance of miscommunication. Since they can see exactly what they need to do, they feel more secure in taking the reins with what you have to offer. Saved time on both the end of the potential client and for you produces more satisfaction from the relationship and increases the potential for referral business.
Discussion: If you work in sales, what are your thoughts on using screen sharing coupled with sales calls? Do you have further advantages to share? Leave a comment below – thanks!