Today's Sales professionals rely on an array of technologies that were virtually unknown just a decade or two ago for networking. Cell phones, email and GPS navigation systems are now all considered essential networking tools. Yet one technology with the potential to cut costs, save time and boost sales has largely fallen through the cracks: in the internet conferencing this situation is gradually changing. A growing number of sales professionals are now using Web conferencing as a tactical tool to help them develop network prospects, improve customer relationships and close deals. Here are some key reasons why you should consider using the technology:
Build and strengthen customer relationships.
Meeting a prospective customer face-to-face is a great way to create trust and understanding, but in-person meetings are often difficult and expensive to arrange due to scheduling conflicts and travel costs. Web conferencing helps build customer relationships by increasing both the frequency and reach of customer networking communications.
With Web conferencing, relationships are established and solidified by making the sales process more flexible, more interactive and more personalized. Web conferencing also enhances a customer relationship through creative collaboration, particularly the sort of informal brainstorming that's often crucial at the start of a sales cycle. Web conferencing also helps businesses qualify leads, since it allows more interaction at an earlier phase of the sales cycle.
Enhance customer communication.
Traditional voice phone calls are acceptable for staying in casual touch with customers. Yet when there's an important message to deliver, video-driven Web conferencing can drive home your intent faster and more effectively. Conference participants can view faces, see gestures and examine graphics and charts as clearly and accurately as if everyone were in the same room.
With Web conferencing, a sales rep can add business and technology resources to a meeting as necessary to achieve the next step in the sales cycle. The document collaboration capabilities built into most Web conferencing systems allow participants to interactively network, view and edit sales literature, contracts, agendas, strategy briefs and other types of printed materials efficiently and effectively.
It's not news that travel costs are skyrocketing. Besides the money companies spend on airline tickets, taxi fares, hotel rooms and meals, there's also the time wasted as sales reps unproductively travel from one place to another.
Meanwhile, as travel expenses spiral upward, Web conferencing costs are actually dropping. Computers, displays, webcams and Web conferencing software are all less expensive today than in past years.
Seal the deal.
Sales deals are often derailed when informal agreements are sent to executives, lawyers and other decision makers for their approval. Yet delays in getting key stakeholders to sign off on a deal can give the customer time to rethink its commitment and to develop buyer's remorse.
On the other hand, when contract negotiations are conducted via Web conferencing, sales documents can be electronically distributed in real time for immediate review and approval by decision makers, regardless of their physical location. This is a Web conferencing benefit that often isn't available in a face-to-face meeting, where getting all key players into the same room at the same time can be a major challenge.
Increase revenue and profits.
Web conferencing boosts revenue and profits by allowing sales reps to use their time more productively. The math is simple: more time plus more meetings equals more sales per rep. Best of all, since Web conferencing burns up far less time than in-person meetings, it often has the effect of accelerating the customer's decision-making process.
Web conferencing can also boost sales effectiveness across the organization. Since the technology makes it easier for all stakeholders to participate in sales meetings, events that might delay a sale - such as the availability of a key stakeholder - are less likely to occur. Likewise, because brainstorming and negotiation can be handled efficiently via the Web, each stage of the sales process tends to move more quickly.
The bottom line.........
is that Web conferencing is no longer an exotic, unreliable or expensive technology. Informal webcam chats have made an entire generation comfortable with videoconferencing, and today's Web conferencing tools are easy to use and require little or no training. That's why every sales organization owes it to itself - and its company - to at least begin a pilot Web conferencing project.
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For further assistance on video-conferencing suppliers and quotes Contact us at Business Meetings Malta, the free conference venue finding company and DMC