Definition: Virtual Selling

Definition: Virtual Selling
two hands shaking through two laptop computer screens

Virtual Selling is conducting business development in any environment that is not in-person. This can include the telephone, which salespeople have been using for years. It also includes some new vehicles that are being utilized more and more. Examples include Zoom meetings, virtual networking, webinars, and LinkedIn, to name a few. 

There is no doubt that virtual selling is becoming more important as a tool in the business development game. While you may believe you conduct business development seeing prospects and centers of influence in-person, the fact is that virtual new business development is here to stay. Incorporating it into your long-term plans can create greater success in your business development activities. 

How do you incorporate virtual selling into your new business strategy? The first step is mindset. You must believe that you are good at conducting business development virtually. Here is the question: What if you don’t believe that, or worse yet, you have only conducted business development in-person? This is where your mindset comes into play. Research shows that if you say something positive to yourself every day, 3 times a day for 30 days, you will believe that positive statement. These are also called affirmations.  Just saying repeatedly, “I am good at conducting new business development virtually,” will set you up for success.

How can something like that work? Our brain knows only what it sees and hears. When you say a statement out loud, you are training your brain to respond to that statement. It doesn’t matter if it is positive or negative. That is why it is important for you to say affirmations. 

Once you have your mindset in place, it is time to start planning.  Conducting business development virtually is very similar to conducting it in person. You still need to build know, like, and trust with your prospect.  You need to have conversations about what the prospect wants and needs and how your products and services can solve their problem.  Of course, you also have to ask for their business.

If conducting new business development virtually seems strange at first, then practice. After a while, you will feel as comfortable conducting business development virtually as you do in-person.