In today’s digital age, virtual meetings have become the new normal, making it essential for sellers to adapt their strategies. While in-person meetings offer a range of intangibles, such as the ability to read body language and gain undivided attention, there are still powerful ways to leverage virtual platforms. This article will delve into the benefits of in-person meetings, the limitations of virtual interactions, and how you can apply the 3C’s sales approach—Chunk, Close, Create—to thrive in this virtual environment.

Why In-Person Meetings Have a Unique Edge

The in-person meeting offers unique advantages that virtual meetings often lack. One of the first and most telling signs that you’re on the path to closing a deal is the simple act of the buyer agreeing to meet with you. This face-to-face interaction signals a level of trust and commitment. When people are willing to open their doors to you, shake your hand, and spend time in your presence, they take a crucial first step toward doing business with you.

In-person meetings allow sellers to:

– Gauge body language: You can observe non-verbal cues that may indicate interest, hesitation, or confusion, giving you real-time insights into how the buyer feels.
– Capture undivided attention: While distractions exist, they are often easier to manage in person compared to the constant interruption of smartphone notifications during virtual calls.

Virtual meetings, by contrast, tend to be more challenging in keeping participants fully engaged. Multitasking, checking emails, or simply losing focus are common, making it harder for sellers to hold the buyer’s attention. This lack of engagement can prolong the sales process, reduce communication effectiveness, and limit the impact of the presentation.

However, adapting to virtual sales environments doesn’t have to diminish your ability to close deals. Here’s where the 3C’s Strategy—Chunk, Close, Create—comes into play.

The 3C’s Sales Approach for Virtual Meetings

1. Chunk: Break Your Solution Into Bite-Sized Pieces

One of the biggest challenges in virtual sales is maintaining attention. Many sellers use an inverted triangle approach, starting broad and gradually narrowing down to the specific solution they want to sell. However, in a world with short attention spans, this method can lead to disengagement.

Instead, adopt a linear sales model by breaking your solution into smaller, more digestible parts. Present one solution or a smaller set of solutions that address the buyer’s immediate problems. The key is to provide value right now rather than pushing for the biggest sale upfront.

For example, rather than trying to secure a long-term contract right away, offer a solution that solves an immediate problem for the buyer. This not only keeps the conversation focused and manageable but also builds trust and positions you as someone who is genuinely interested in solving their problems.

Benefits of Chunking in Virtual Sales:
– Keeps the buyer engaged in shorter, more focused conversations.
– Builds momentum by solving smaller problems quickly.
– Lays the groundwork for larger opportunities in future discussions.

2. Close: Shorten the Sales Cycle

By chunking your solutions, you can move faster toward closing deals. With smaller deals on the table, the sales cycle becomes shorter, as there are fewer obstacles to getting a contract signed. To ensure that these deals close without unnecessary delays, it’s essential to have a clear communication plan and deliverables map.

Virtual meetings often create a sense of distance between seller and buyer, making it even more important to establish clear expectations. Your communication plan should outline exactly what the buyer can expect after signing the first contract. This minimizes confusion and ensures that both parties are on the same page.

The goal here is simple: Close smaller deals quickly and efficiently without getting bogged down in the complexities of larger contracts. Doing so can build trust and rapport, setting the stage for future opportunities.

– Tips for Closing in Virtual Sales:
– Develop a communication plan that outlines key milestones and deliverables.
– Ensure that all agreements are clear and concise to avoid misunderstandings.
– Avoid delays by keeping the buyer informed every step of the way.

3. Create: Build Long-Term Relationships

Once you’ve closed the first deal, your focus should shift to expanding the relationship. Now that the buyer has experienced your solution firsthand, they are more likely to be open to discussing additional services. This is where you can revisit the larger, more comprehensive solutions that you initially held back on during the chunking phase.

Creating long-term relationships is vital in a virtual selling environment. Regular follow-ups, check-ins, and ongoing communication can keep the momentum going, even when face-to-face interactions are limited. By staying engaged with your clients and continuing to offer value, you’ll have more opportunities to upsell and expand the scope of your services.

Strategies for Creating Ongoing Opportunities:
– Schedule regular check-ins to ensure the buyer is satisfied with the initial solution.
– Use these meetings to explore other areas where your product or service can help.
– Keep your communication lines open and flexible to foster trust and collaboration.

Example: Adapting the 3C’s Strategy in the Government Sector

Let’s look at a real-world example of how a company adapted its sales strategy using the 3C’s approach.

Company Overview**: A client working with federal and state government entities to sell properties and parcels had to transition from long in-person meetings at trade shows and seminars to virtual interactions during COVID-19.

Chunk: Instead of offering long-term contracts as they typically would, the company created short-term contracts that aligned with the immediate needs of state governments. This allowed them to offer solutions that were easier to understand and implement during a virtual meeting.  This also needed FEWER people involved on the client side to close the deal.

Close: They streamlined the process for listing properties by creating a deliverables roadmap. This roadmap gave governments a clear understanding of how to quickly list a property without the hassle of long-term commitments, accelerating the closing of the initial deal.

Create: After the first deal was closed, the company followed up regularly to discuss additional service offerings. With successful sales behind them, state governments were more inclined to engage in conversations about more extensive, long-term solutions.

Overcoming Virtual Sales Challenges with the Right Strategy

Virtual selling differs from in-person sales, but it doesn’t have to be less effective. By chunking your solution into smaller, more digestible parts, closing deals faster, and creating long-term relationships through ongoing communication, you can thrive in this environment. Remember, virtual sales require a more deliberate and strategic approach, but with the right techniques, you can increase sales and build stronger client relationships.

FAQs

1. How do in-person meetings differ from virtual meetings in sales?
– In-person meetings allow for non-verbal communication, stronger rapport, and undivided attention. Virtual meetings often lack these intangibles, making it harder to fully engage with the buyer.

2. What is the chunking strategy in sales?
– Chunking involves breaking down your solution into smaller parts to address immediate problems, making it easier for the buyer to engage and leading to faster closes.

3. How can I shorten the sales cycle in virtual meetings?
– Shorten the cycle by focusing on smaller deals, creating clear communication plans, and setting expectations early to avoid delays.

4. What are the benefits of chunking a sales approach?
– Chunking helps maintain the buyer’s focus, solves immediate issues quickly, and builds a foundation for larger deals in the future.

5. How do I maintain long-term relationships with clients in virtual sales?
– Regular follow-ups, scheduled check-ins, and ongoing communication help to keep the relationship strong and allow for future upselling opportunities.

6. How can I transition from small deals to larger opportunities in virtual sales?
– After the initial deal is closed, continue to provide value through regular communication and use these interactions to introduce more comprehensive solutions.