It’s been over a year since we all began the trial and error of remote working and virtual meetings, no matter the industry. Although the pandemic brought challenges and adversities, there is one thing we, at Catapult, all agree on – video meetings have drastically changed the business development process and improved client relationships. Whether it’s between us and our agency partners or our agency partners and their own clients, video meetings work to build trust, accelerate the sales process, and create a personal touch in even your most typical every day interactions.
Video conferencing is here to stay. According to a recent report from Transparency Marketing Research, “the video conferencing market is expected to show a compound annual growth rate of 8.4% between 2020 and 2027.” Even when we emerge from COVID and things start to “get back to normal” (whatever that looks like!), video meetings will be a significant part of how we work, how business is done, and how we communicate and interact.
I sat down with our two Vice Presidents of Client Success, Bonnie Buie and Robin Ernstes, to chat through examples of how video meetings have transformed our agency relationships.
Here are 6 ways video meetings have improved client relationships:
1. We are building a genuine rapport with our clients quicker than ever before.
We have gained deeper connections with our clients as we meet over video calls in their living rooms while their children or pets are in the background. It’s strange to think that while physical human interaction is so limited right now we actually feel closer to each of our clients than before the pandemic because we all truly know one another better.
2. Video calls have made meetings, in general, feel more human.
Before the shift in video, most people read emotions into an email that wasn’t actually present or heard a tone in a voice that wasn’t intended. Things no longer get lost in tone given that we can read body language throughout all meetings. It also helps your prospects remember you, as you’ll no longer be just another email in their inbox but now a face to a real person that they have spent time with.
3. Face-to-face meetings have improved the overall understanding of one another and allows everyone to communicate more clearly.
Because up to 93% of communication uses nonverbal cues, it makes sense that video conferences improve communication and understanding. Timing of when to speak, and more importantly when not to speak, is easily read through video, where a conference call can have people interrupting regularly.
4. The sales process is more efficient.
There is no more wasted time coordinating travel and schedules around meeting in person. We’ve used all of the extra hours saved from not traveling to connect with more potential leads to fill our agencies’ pipelines. That means more phone calls talking to prospects about new business, and less phone calls figuring out how to match calendars with travel plans.
5. Video conferencing allows for flexible pitching.
More effective communication means that we can be flexible in our sales approach as we take notice when a prospect leans in or becomes disengaged.
6. Screen sharing eliminates whether or not your prospect has seen your assets.
Instead of attaching presentations and other collateral in emails and hoping a prospect opens them, it is now easier than ever to simply share these things over a screen share during a video call. Long gone are the days of them having to download a screensharing software.
Sales is all about building strong client relationships.
Video conferencing is going to continue to be key in building a solid foundation of future client relationships. And with the lower costs, increased efficiencies, and more productive meetings, your agency can increase capacity, close deals faster, and generate more revenue.