Tips for Using Videoconferencing in Sales

In previous articles, we have addressed the way technology is changing sales and offering new opportunities to find and nurture leads. New social networks can connect you with potential clients, and there are a number of tools you can use to make the presentations you are giving more engaging than ever. Despite all these changes, the sale still comes down to one major factor -- you! It's time to talk about ensuring your presentation skills are projecting optimally, no matter what platform you are using.

Technically Preparing for Video Conferencing

Making a sale over the phone can be difficult, but with the power of video remote sales are much easier. Virtually every new computer has a webcam, as do tablets and smartphones. If you don't have one, you can easily purchase an affordable web cam to use with your PC.

Once you have your camera setup, make sure the rest of your programs follow. Skype and Google Plus are great and popular video conferencing/streaming tools with a number of features. Grove has a good rundown of the features of Skype and Google Plus from a business perspective. There are also other programs, like ooVoo, that can help you video chat.

Now that your hardware and teleconferencing tools are aligned, it's time to start taking advantage of the ability to see and be seen by your prospects virtually.

Communicating by Video

If you are video-conferencing with a client or prospect, you don't want them to be distracted by visual or audio issues. Check the sound quality before you begin. Clear wherever you are filming from clutter. If you can emulate an office environment even in your hotel room or living room, that will help make your audience more comfortable.

Always remember to look at the camera, not the video display of the person/people you are talking to! Be sure to practice making eye contact with the webcam beforehand. If you are struggling with this, you can even set up a second monitor behind your webcam and have the person you are talking to displayed there, in addition to or instead of your main screen. Directing your eyes to the webcam will then feel a lot more natural, as you will be seeing your fellow participant(s) on the call right behind the camera and be less tempted to drop your eyes to your keyboard or main screen.

When you are talking, there are a few tips that will make a strong visual impact, too. Be sure to tilt your head forward when talking -- it will make a better impression and look more appealing on the webcam than leaning back in your chair, as natural as that might feel. High-def makeup might also be a wise investment if you will be videoconferencing a great deal. Let in as much natural light as possible -- it's the cheapest lighting option, and one of the most attractive. And don't forget to smile and laugh!

Getting comfortable with video conferencing will allow you to make the most of new business opportunities, can reinforce your existing business relationships, and even help reduce your travel costs. Embrace video conferencing and your inner sales star today.
Robyn Schelenz
Robyn Schelenz> all articles
I write and perform outreach for RepHunter, an A+ BBB rated business in business since 2001 that specializes in connecting sales reps and principals. Learn more about us by visiting
  • /data/userPictures/40F4C53C-556C-42A8-8824-6FED4FC3AF06.jpgRaul Ruiz,Jr.11/10/2015 2:11:51 AM
    Very useful tips here & a solid concise article. Thanks :)

  • /data/userPictures/C3411CCD-8FA1-4F25-BE8C-0D1CF6FCC575.jpgDavid Lovelace2/6/2016 6:28:27 AM
    Just yesterday, I signed on to Skype in preparation for an interview on Monday. Thank you for the tips. Especially, don't look at their image rather the camera!

  • /data/userPictures/C3411CCD-8FA1-4F25-BE8C-0D1CF6FCC575.jpgDavid Lovelace2/15/2016 2:28:01 PM
    Hi Robyn,
    Your tips added confidence to my Skype interview last week. A scheduled 15-minute interview lasted 50-minutes. We did lose network connection at 35-minutes. In wrapping up, the SVP stated, "If you perform as well on the job as you did during this interview, you'll be very successful here."
    Thank you Robyn!