As mentioned yesterday, I’ve decided to write ten consecutive posts for the next ten business days (through Friday, March 27) that will offer ideas salespeople can implement during this weird time. Manufacturer sales professionals will be challenged with travel bans and system integrators will be challenged with their end-users not choosing to see them or not being there at all. So, what can you do?
Idea #2: Learn to use your webcam during calls.
For those of you in the AV space, it’s normal to use the webcam. However, conference calls in the security and IT industries rarely utilize live video. Since you’ll be cooped up in your home office for the next few weeks, learn to use your webcam.
I think all of you will agree that using a webcam is a more impactful way to communicate. For those of you that have kids or grandkids, when is the last time you called them without facetiming them? Many of you don’t use video because you may not know the best practices and don’t realize how easy it is to become a master video-caller.
So I thought I’d list a few best practices:
- Don’t worry about perfection. Your audience needs to be able to hear you and see you well enough to understand and communicate properly, but don’t worry about making your office a studio.
- Use the right lighting. For less than $50 (I spent about $30), you can order lighting to help your video. If you use proper lighting one time, you’ll never stop using it – the difference is drastic, but you’ll never notice until you try it. It’s simple – buy a light (you can search for “selfie lights”, “webinar light kits”, etc.) that will work for your scenario. I bought one with a flexible extension that will travel with me. Yours can be simpler. Set up the light just above your web cam and make sure it balances with all the other lighting in the room.
- Let others know that you’ll be using a webcam, but they don’t have to.
- Dress properly. Web cam dress codes are a step down from regular office dress code, but not more than a step. If you’re calling into an office that has a business dress code, don’t wear a golf shirt, but also don’t worry about the power suit. You can land somewhere in between. Never be overly casual – you still want to show respect to your audience – but wearing a tie on a web call seems almost as silly as wearing a sweaty workout shirt.
- Be yourself. Yes, they can see you, but that’s ok. There’s nothing better than having someone who is comfortable in their skin leading a call or meeting.
- Finally, don’t forget that you’re on camera. Don’t check your text messages or pick your nose or eat a hot dog during the call. (While I’ve got your attention, don’t ever eat a hot dog.)
So, that’s it. Use this crazy, isolated time as an excuse and tell your customers “I’m trying to use a webcam to stay connected to my clients, so I’ll be using one later today.” Some will join you, most will not, but all will appreciate the engagement.
