How to Increase Your Sales Close Rates with Video Conferencing

Transcription

1 How to Increase Your Sales Close Rates with Video Conferencing ShareFile a Citrix company increased close rates just by turning on webcams in sales meetings.

2 2 It s difficult to capture people s attention today and even more challenging to build relationships that lead to more sales and customers. But the ability to connect with customers and prospects remains critical to business success. To collaborate with customers in a way that helps you build lasting relationships, you need something more memorable than text or voice communications. You need video conferencing. In fact, when put to the test, video offers a direct boost to your bottom line. After we acquired ShareFile in 2011, the file-sharing cloud product used GoToMeeting in sales A/B testing. We found that close rates were 34% higher when salespeople used GoToMeeting with their webcams turned on versus GoToMeeting with webcams turned off. Nothing to turn your nose up at!

3 Increase sales close rates 3 34 % When salespeople connected with prospects through GoToMeeting and turned on their webcam, they had a 34% higher close rate.

4 4 How we tested it Our GoToMeeting tests ran from mid-june 2012 to early October 2012 on sales demonstrations with prospects across all industries and sales representatives of varied experience. Sales demos were randomly marked as Test and Control when they were booked. Participating sales reps were automatically prompted to share their webcam when launching demos that fell in the test group. At the end of the demo, the reps were asked to confirm that they had shared their webcam during the demo. For each demo performed, the following data was collected: results of the test prompt and subsequent confirmation ( Camera On or Camera Off ), a match check to validate that the prompt and confirmation were the same and, finally, whether the deal closed or not. For final results, only matching demos those who had been both prompted to turn on their webcams and did so were considered. Additionally, to be included in the final results, reps had to have performed at least 10 test and 10 control demos. To validate the observed 34% lift, the common chi-squared test was performed, and results supported this claim with a 99% confidence.

5 Increase sales close rates 5 With GoToMeeting you can offer both domestic and international prospects OpenVoice Integrated toll-free phone numbers for calling in to the conference. (Toll-free international calling for GoToMeeting is available in over 50 countries.) To set up toll-free audio, contact sales.

6 6 Watch the interview with the Citrix ShareFile team on the results they saw from using video in sales demos.

7 Increase sales close rates 7 Our reps have their say The results are in, and our reps say video is more compelling. I have seen a significant lift in closing I feel like people are more willing to return my calls and s when I used the camera as opposed to when I didn t, said ShareFile Sales Representative and GoToMeeting webcam test participant Beth Longley. For salespeople looking to get started with video meetings, she added, Don t be scared to take notes like you normally do. I think this really lets the prospect know that you are listening and that you care. ShareFile Sales Representative Matt Shelton also participated in the study. It got easier as time went on, he said. The first few days/ weeks were uncomfortable, but eventually you learn to ignore the camera thanks reality TV shows! Conclusion: Video increases sales efficiency dramatically. We realize we re tooting our own horn here, so if you re skeptical, try it yourself. Turn on your webcam today to see how it affects your close rate.

8 8 Sales success with GoToMeeting With video conferencing, you can close more deals, connect with your prospects more personally and enjoy a livelier dialogue. All of this awaits you with just a click of the Share my webcam button. Put the tips in this paper to the test when you get started with video sales meetings today. Start Your Free Trial or Learn More North America Citrix Online, LLC 7414 Hollister Avenue Goleta, CA U.S.A. T info@citrixonline.com Europe, Middle East & Africa Citrix Online, UK Ltd Chalfont Park House Chalfont Park, Gerrards Cross Bucks SL9 0DZ United Kingdom T +44 (0) europe@citrixonline.com Asia Pacific Citrix Online, AUS Pty Ltd Level 3, 1 Julius Avenue Riverside Corporate Park North Ryde NSW 2113 Australia T asiapac@citrixonline.com About Citrix Citrix (NASDAQ:CTXS) is the cloud company that enables mobile workstyles empowering people to work and collaborate from anywhere, easily and securely. With market-leading solutions for mobility, desktop virtualization, cloud networking, cloud platforms, collaboration and data sharing, Citrix helps organizations achieve the speed and agility necessary to succeed in a mobile and dynamic world. Citrix products are in use at more than 260,000 organizations and by over 100 million users globally. Learn more at Citrix Online, LLC. All rights reserved. Citrix, GoToMeeting, ShareFile and OpenVoice are trademarks of Citrix Systems, Inc., or a subsidiary thereof, and are or may be registered in the U.S. Patent and Trademark Office and other countries. All other trademarks are the property of their respective owners _WP/