Tips for Closing Sales Online with your Face

While it’s easiest to build relationships in face-to-face conversations, the realities of today’s business environment can’t be ignored. It’s never been more important to present a professional and friendly face online.

Up to 85% of buyer-seller interactions will happen online by 2020. The biggest drawback is, online transactions are impersonal. They put products in danger of becoming commodities.

But linking a face to your product protects your brand. It’s the next best thing to an in-person meeting – maybe even better.

Yesterday’s personal door-to-door sale now happens online via social media and video. The eyes are still the window to the sell. Face-to-face is the future of the sell.

Here are some tips for closing sales with your face online.

  1. Put your best face forward with a photo that’s warm and professional. How much more often do you remember a face, but forget the name? We are wired to remember faces. That’s why pages with profile pictures are seven times more likely to be viewed than those without them. Check out the photos of the most-followed people on Twitter for examples.
  2. Dress like you would for an in-person meeting for a video call. Keep accessories simple. With clothing, err on the side of being conservative.
  3. Eye contact is the key to powerful customer connections. Position your video camera so you can easily look at the lens. Keep yourself from looking somewhere else, like another monitor.
  4. Body language says more about you than your words. Studies show up to 93% of communication is non-verbal. Use rapport-building techniques like mirroring and matching to rapidly build trust with your prospects. Manage your physical reactions – it’s easy to forget others can see you on video.
  5. Send a consistent message with your cube or office. Be sure the room is well lit, so your face isn’t shadowed. Consider what the camera sees besides your face – is the space organized? Is your company logo visible?

I’m speaking about these topics today at Sales Strategies in a Social & Mobile World in Santa Monica, CA. Come join me. You can also see my presentation here, or join in the conversation with me @TMcCormick2011. We’ll be using hashtags #s20c and #face2face.

Nothing takes the place of face-to-face in a sales 2.0 world.

What would you add to my list?

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