How to Hold Successful Sales Calls Using Video Conferencing Tools

By Dawn Killough 04-16-2020
QUICK SHARE
Tag Icon

Now that social distancing has become standard practice, how do you continue making sales calls so your business can survive?

Remote sales calls made over video conferencing tools allow you to stay in contact with prospects while keeping everyone safe. By using technology wisely, you can work to foster that one-on-one connection that helps keep your customers happy.

Here are some tips for using video conferencing tools to build and nurture customer relationships in these times. Before starting any roofing project, check your state and local government websites to be sure that there are no restrictions on roofing that may impact your project.

How to Close Sales while Social Distancing

There are lots of digital tools you can use to help continue selling roofing projects even while dealing with the COVID-19 pandemic. Since many homeowners and building owners may be hesitant to start work during this uncertain time, it's important to remind them that delaying repairs can lead to more damage and expense later. Set your customers' minds at ease by explaining how you can still service them while keeping everyone safe.

To keep site visits to a minimum, contractors can use tools like digital roof measurement to provide pricing. You can order an aerial roof report from services such as GAF QuickMeasure or Eagleview. You can also use drone technology to inspect roofs while maintaining social distancing.

Use email to send quotes and product literature, which can be downloaded from GAF's site, or share them through a cloud drive like Dropbox or Google Drive. If your clients would prefer to receive materials through the mail, you can send them copies of the literature or drop it on their doorstep.

When it's time to have a conversation with the client, take advantage of phone calls or video conferencing. You'll want to research different video conferencing software platforms and choose the best one for your company. Options include Zoom, Skype, Google Hangouts, and many more.

Look into other digital tools to help with closing sales, including DocuSign or Adobe for signing proposals, and electronic payment and financing options. These tools will help to keep your business going during this time.

Tips for Professional Video Calls

You don't have to be a professional videographer to participate in a video conference call. If you don't have much experience with video calls, here are a few tips to help you succeed when meeting with potential clients:

  1. Make sure you're sitting in front of a professional-looking background. If possible, a blank wall is best. Remove anything that could be a distraction to your client. Some software programs will allow you to blur the background if this isn't possible.
  2. Consider using a headset microphone to ensure good audio quality. Phones, tablets, and laptops all have built-in microphones, but their quality varies. Also, make sure to limit background noises as much as possible during the call.
  3. Check the camera angle from your phone, tablet, or laptop. You want the camera at eye-level, not looking up your nose. Use books to prop up your device if needed. Make sure you're close enough to the camera to be easily seen and heard, but not so close that your face is the only thing your client sees.
  4. Use gentle, indirect lighting. Bright light shining in your face will wash you out. Also, don't sit near a window, as the natural lighting can appear too harsh through the camera.
  5. Test the audio and video before your first call. Set up a trial run with a coworker. Adjust the video and audio until the call quality is good and the visual is pleasant.
  6. If you are making the call from home, try to limit interruptions from kids or pets. While everyone's aware of the current situation and will likely be understanding, it can still be distracting.
  7. Dress professionally. You don't have to wear a suit, but you still want to create a professional image. A nice collared shirt works fine.

For more pro tips around preparation, body language and technical setup, LinkedIn offers a free, 30-minute training course on Executive Presence on Video Conference Calls. With a bit of practice and the right setup, you can be ready to make effective remote calls using video conferencing tools. This way, you can engage with your customers and build positive relationships while still maintaining a safe distance.

For more tips, tools and updates, see the GAF Contractor Resources for Social Distancing.


The information contained in this article was authored by a third party and is for informational purposes only. It is not intended to constitute financial, accounting, tax or legal advice. GAF does not guarantee the accuracy, reliability, and completeness of the information. In no event shall GAF be held responsible or liable for errors or omissions in the content or for the results, damages or losses caused by or in connection with the use of or reliance on the content.

ABOUT THE AUTHOR
Dawn Killough is a freelance writer in the construction, finance, and accounting fields. She is the author of an ebook about green building and writes for construction tech and green building websites. She lives in Salem, Oregon with her husband and four cats.
LATEST UPDATES
Consumers want to know exactly what they're buying, but making greener purchase decisions requires access to consistent, reliable information. GAF emphasizes roof sustainability in all areas of business. With full product transparency that discloses detailed information about a product's environmental impact through its entire life cycle, potential clients have an opportunity to make informed and eco-friendly decisions.
Designing for Moisture Durability and Energy Efficiency, Part 2 Part 1 of our discussion of Designing for Moisture Durability and Energy Efficiency explored the driving forces that result in the increasing interactive complexity and tight coupling of roofs and other building systems in modern green buildings. Part 1 also provided an overview of the various project life-cycle phases and compared the top green rating system's scope to address or not address moisture durability in those phases.
Creating disaster resiliency is a key priority in our commitment to Community Matters, our dynamic social impact initiative at GAF.Leveraging our time, expertise, and resources to support our communities is critical in pursuing our mission to protect what matters most, and we're honored to be recognized by The U.S. Chamber of Commerce Foundation (USCCF) in their 21st annual Citizens Awards for Best Community Resilience and Disaster Response Program.
Homeowners are becoming increasingly interested in the benefits of having solar panels on their roofs. As interest in renewable energy grows, more people are becoming curious about whether a solar roof would be a good choice for them. Traditionally, this isn't a matter a roofing contractor would get involved in. But the advent of solar roofing is changing that.
A little more than 15 years ago, Leo Ruberto received his honorable discharge from the U.S. Marine Corps and charged headlong into the commercial and residential exteriors industry. Today, he's the owner and president of Feazel, a GAF Master Elite® Contractor* based in New Albany, Ohio, specializing in residential, commercial, and multi-family building exteriors. Leo and Feazel have long been passionate advocates for using technology to "create the best customer buying experience possible. Period."
The size of the nail zone is an important feature of a roofing shingle. If it's too narrow and nails are not placed correctly in that space, the shingles could delaminate and leaks can occur. From leaks and wind damage to warranty issues, the list of potential problems is long.
This blog contains information created by a variety of sources, including internal and third party writers. The opinions and views expressed do not necessarily represent those of GAF. The content is for informational purposes only. It is not intended to constitute financial, accounting, tax or legal advice. GAF does not guarantee the accuracy, reliability, and completeness of the information. In no event shall GAF be held responsible or liable for errors or omissions in the content or for the results, damages or losses caused by or in connection with the use of or reliance on the content.

Interested in sharing or republishing our content? We kindly ask you to adhere to our guidelines.