In today’s SaaS world, thousands of software demos take place daily via the web.
That’s all good.
However, many salespeople are failing to capitalize on a simple tool that will help them close more sales.
That tool is their web camera.
If you click your camera on so that prospective customers can see you giving the demonstration, your prospect’s experience improves immediately. Every time I persuade a salesperson to try it, they receive positive feedback from their prospects!
Gain a competitive advantage
If your competitor doesn’t turn on their camera, and you do, you gain a competitive advantage. People like to buy from people. When they can look you in the eye and see your facial features as you speak, you transition from a voice on the phone to a person. You humanize the software demo.
Turning on your camera isn’t as powerful as meeting in person. (There’s a reason our President flies around the world in Air Force One!). Yet, it’s certainly better than being a disembodied voice on the phone. Let your competition be a “voice on the phone” while you’re the person who they can hear and see.
Little things make a big difference
It’s often a series of little things over time that make a big difference and win the sale. Clicking your camera on is one of those little things. But don’t just click and go. Give consideration to the lighting, the background, and your appearance.
Adjust the lighting so people can see you best. Lighting that’s too bright or too dim, or causes a reflection from eyeglasses or a picture frame, for example, can be distracting.
Carefully consider your background; a white wall or a bookshelf look better than a cubicle wall with notes pinned on it! One salesperson I observed put his tradeshow booth in the background so the experience was similar to meeting prospects on the tradeshow floor. Another made sure that you could read the titles of the books on the shelf behind him; all were relevant, business-related, topics. His prospects saw they were speaking with someone who stayed on top of industry issues.
To illustrate the importance of paying attention to your appearance, we can learn from history. In 1960, the first televised presidential debate was between Richard Nixon and John F. Kennedy. Polls after the debate showed that people preferred JFK. Nixon needed a shave, and Kennedy made sure he had a deep tan for the televised debate. Nixon looked shifty, while Kennedy looked healthy and confident. So don’t be Nixon, be JFK and make sure you look your best.
Create some humor
Because turning your camera on is not common, it is easy to use it to add humor to your demonstration. People will chuckle if you start your demonstration with a humorous comment. If people laugh or chuckle during your demonstration, they have a better experience.
Experiment with creating humor moments regarding your camera being on. Like a comedian who has practiced his routine, he knows when the audience will laugh. He knows what words he will emphasize, where he will pause, what his body language will be saying, and when to deliver the punch line. You’ll learn where you get consistent laughs.
Have your salespeople click their cameras on during their next software demo and help them close more sales. Adding a face to the disembodied voice (plus facial expressions and hand gestures) humanizes the presenter. And people prefer to buy from people.
Be sure to give a favorable impression by looking your best, adjusting the lighting, and ensuring that your background supports your value proposition.
Try it and let me know how it works!