How to Master Video Calls for Sales—Turn Prospects Into Customers

Mastering the art of video calls for sales has become a necessity in today’s market. Giving product demonstrations and selling through a digital screen is part of the new normal. So, if you’ve been meaning to brush up on your video presentation skills, there’s no better time than the present.

In this article, we’ll cover seven need-to-know video tips to turn your prospects into customers. Not only will they level up your video calls, but they can also be applied to your sales career development so you can advance to the level you want.

Let’s dive in.

Big ideas:

  • Prepare your space and yourself before the video call begins. 
  • Find ways to maximize participant engagement and form a human connection with your audience.
  • Remember to follow up after the call is over to keep the conversation going.


7 tips to master video calls for sales and wow your prospects

Fun fact—live videos get ten times the engagement on Facebook compared to traditional videos.

How do you think that statistic translates when it comes to sales?

Prerecorded sales pitches and demonstrations have their place in ads and landing pages. Still, you can’t beat a live video call that includes real-time interaction and the flexibility to fit the needs of participants.

The pandemic accelerated business digital communication strategies by an average of 6 years. Companies are using video calls for sales to reduce travel, time, and expenses.


Video and web conferencing statistics


In a post-COVID market, companies will continue to rely on video calls. Having the right skills to navigate digital sales is going to be a game-changer. Are you ready to take the lead?

Here are seven tips to level up your video calls for sales:


1. Have a distraction-free environment

Distractions are one of the most significant disruptions to your presentations. While there isn’t much you can do to prevent them on your prospect’s side of the screen, you should take as much control over distractions on your end as possible.

Turn off notifications on your phone and close out any windows on your computer that aren’t necessary. Make sure you have a quiet room where children, pets, and visitors won’t interrupt you. Put a note outside the door to make sure you aren’t disturbed.


2. Dress to impress

Even when you’re making calls over the phone, many experts recommend dressing professionally. Our clothing choices affect our self-confidence and how we present ourselves, even if the person on the other end of the line can’t see us.

But on a video call, your prospect can see you… at least from the waist up.

Your wardrobe choice will impact not only your confidence but also your audience’s perception of you. The clothes you wear can influence everything from your perceived intelligence, trustworthiness, empathy, professionalism, and competence in the eyes of your audience. Dress like the best version of yourself.


3. Use a professional background and good lighting

In addition to a distraction-free environment, be mindful of your space and what will show behind you on the screen. Sitting in your bedroom with laundry strewn all over the bed won’t make a good first impression. If you don’t have any ideal locations, you might consider a blurred or virtual background.

Likewise, lighting also impacts the professionalism of your presentation. Too dark, and you’ll be a silhouette whose facial features can barely be distinguished. Too bright, and you’ll look washed out.

Your space needs to look professional if you’re going to make a positive impression.


4. Research your participants before the call

Whether you’re participating in a one-on-one video sales call or giving a presentation to multiple prospects at once, you should know your audience. Write down names if you need help remembering.

Do a little extra digging on LinkedIn and About Us pages, so you know more about your prospects and can tailor your approach to their interests and needs. This pre-call research also helps you be prepared to answer questions and roll with the punches.

Don’t be afraid to address prospects by name. Show them that you’re prepared and aren’t just reading a script with no regard for who’s listening.


5. Let your prospects see you

It’s easy to rely on a full-screen presentation and hide behind a professional thumbnail photo. But the key to a successful pitch is the ability to connect on a human level, which means you need to be visible and responsive.

Look directly into your webcam, and make eye contact with your prospect through the screen. Pay attention to participants’ reactions so you can respond appropriately. Remember to smile and maintain a personable attitude.

In some ways, video calls for sales remove crucial pieces of the human connection. You can’t shake hands with a prospect or let them test a model. This is why forming that human connection within the constraints of video calling is crucial.


6. Structure your presentation to be engaging and succinct

Video call participants are more prone to getting distracted than they are during face-to-face conversations. Your prospects can lose focus if you don’t engage them and keep your points concise.

Pay close attention to your audience throughout the presentation. If you notice glazed eyes and wandering stares, be proactive and prompt responses from your audience. Have them answer a question in live chat or invoke direct participation.

Adapt to your prospects. If they’re bored, change topics. Keep the presentation moving.


7. Follow up

Recording your presentation is HIGHLY recommended so that you can send a link to the recording afterward.

Follow up with your prospects to keep the conversation going and stay front of mind. Invite them to schedule another call with you to address any more questions or concerns after they’ve had some time to process the information you presented.


Use video calls to turn your prospects into customers

The sales world is changing. We were already trending toward increased digital communications, but 2020 catapulted companies forward ahead of schedule. Zoom’s revenue, for example, skyrocketed more than 350% year-over-year and saw no decline after its initial pandemic gains.

Zoom revenue increase from 2019 to 2021

The numbers have held steady even as workers return to the office, proving that although this trend may slow down, it isn’t receding or hitting the brakes. The shift to video calls is here to stay. Are you ready to meet the demands of the future sales landscape?

If so, we’d love to have you join our team!