Face-to-face meetings with prospects are great, but video meetings offer plenty of perks. For one, they save time and resources when you’re connecting with prospects all over the globe. They’re convenient and add a layer of flexibility to all parties involved. Plus, many sales professionals say you don’t need a handshake to get the job done — 63% say virtual meetings are equally or more effective than in-person meetings.

It might be tricky to form meaningful interactions with an extra layer of distance, but you can use some psychology-backed tips to make the process a little smoother. Writer Kelly Fanthorpe has compiled a few principles based on psychology that can help make any virtual meeting a success. We share her ideas in this issue of PromoPro Daily.

  1. Act like you’re meeting face to face. Simply imagining you’re attending an in-person meeting can make you feel more engaged and help you build a stronger connection. To do this, Fanthorpe recommends resolving any technical issues in advance.

  2. Set the scene. Place some personal items like family photos or a favorite promo mug in the background. Fanthorpe says it’s almost like another form of nonverbal communication that can help you connect with your prospects.

  3. Eliminate distractions. Close down unnecessary browser tabs and silence any notifications that could pull your attention away from the meeting. If you want to go distraction-free, Fanthorpe says you could also hide your view of yourself. This lets the prospect have your undivided attention.

  4. Be yourself. Show your enthusiasm for promo and demonstrate concern when necessary. In general, Fanthorpe advises matching your visible feelings for what’s being discussed. Like Zig Ziglar said, “People don’t buy for logical reasons. They buy for emotional reasons.”

  5. Practice active listening. Don’t just listen and wait for your chance to jump in. Instead, listen with intent, paying attention to the other person’s tone and facial expressions. This creates an environment of mutual understanding, Fanthorpe says.

  6. Pay it forward. In a virtual meeting, this might mean offering some relevant information or a helpful suggestion without expecting anything in return. The most important part, Fanthorpe says, is throwing it out there without asking for anything back.

  7. Finish strong. Don’t let the meeting end on a boring note. Fanthorpe suggests ending with a positive impression by summarizing the meeting, sharing a funny joke or highlighting exciting action items that show progress toward a goal.

When you can’t meet in person with someone, a video call can be just as effective. Make sure you follow the same rules as face-to-face interactions, like smiling and maintaining eye contact. Also be sure to wrap up the conversation in a memorable way, whether you incorporate some humor or summarize the meeting in a unique way. Taking these steps can help you foster a sense of connection despite the distance.

Compiled by Audrey Sellers
Source: Kelly Fanthorpe is Lusha’s content manager and a writer with over five years of experience in the B2B marketing space.