October 23, 2024
If you’re a sales pro navigating the world of virtual meetings, you’ve probably realized that it’s not quite the same as in-person selling. Building rapport, looking your prospects in the eye, and empathizing with their pain points—all those human elements seem to take a hit when you’re not face-to-face.
And you’re not alone in your struggle.
Let’s face it: it’s not just about getting your prospect to turn on the camera during video calls—that’s just step one. It’s really about:
I hear you—it’s tough to build trust, communicate effectively, and win over prospects in a virtual environment when they don’t turn on their camera. But there are solutions that many successful salespeople (or who we call Supersellers in the Sybill quarters) have found effective.
So, how can you get your prospects to turn on their camera during video calls? And more importantly—how can you do it without appearing pushy or creepy?
If your sales process relies heavily on remote communication and you want to improve your camera presence on video calls, read on!
Sales is all about building relationships. And let’s face it, the longer the sales cycle and the more complex your product or service, the more crucial it becomes to build strong relationships with your buyers.
It’s hard to build a relationship when you can’t see the other person. Without camera presence, you miss out on facial expressions, body language, and visual cues that are key to understanding your prospect’s reactions and personality. These are all essential for building rapport in online meetings.
Without these cues, even experienced salespeople struggle to adapt. It’s like flying blind in a video call, trying to gauge how your prospect feels without seeing their reactions. And for newer sales reps, selling to a blank screen can feel next to impossible.
There are strong reasons why some buyers (or anyone else, for that matter) don’t turn on their cameras at the first instant.
But this is where things get interesting.
There are a few reasons why prospects might choose not to turn on their camera during video calls:
But here’s the interesting part: the same people who don’t turn on their camera in a sales call will turn it on for a video conference with friends or family. Why? Because people want to engage when they feel comfortable and the conversation is fun or meaningful.
The key is making your sales calls more engaging and personable. Here’s what seasoned sales pros do to get prospects to turn their camera on in video calls:
This one is simple but effective. Turn on your camera first. In virtual meetings, people are more likely to reciprocate when they see that you’re comfortable being on video. It demonstrates that you value the conversation and are willing to be open and vulnerable.
Vulnerability breeds trust. Camera presence can project confidence, and it’s one of the best ways to make your prospect feel at ease in the conversation.
The second most common way salespeople get their prospects to turn on their camera is by simply asking them. And it does work.
Many salespeople are hesitant to ask, but it’s often a simple and effective way to bring a more personal connection to the video call.
Why does it work?
Asking politely is a sign of confidence and establishes that there is a certain way in which you do business. It also shows vulnerability - you are okay being told no.
Saying no is often harder than sitting in an awkward impasse. Most people relent.
Before jumping into the sales pitch, try some light banter or small talk to get the prospect comfortable. This helps build rapport and gets the conversation flowing naturally.
Once they feel engaged and connected, they’re more likely to turn on their camera during the video call. Plus, starting with something casual helps lower defenses and builds a personal connection.
A virtual meeting can easily become a one-sided pitch if you’re not careful. Make it a two-way conversation. Ask questions, encourage dialogue, and make sure the prospect feels heard and engaged.
When you maintain an interactive dialogue, your prospect is more likely to stay focused and keep their camera on throughout the video call.
When the prospect is engaged in the conversation and is feeling seen and heard, they’ll stay with you. On video calls, this typically means they’ll keep their camera on for the entire duration.
There’s far more to building a relationship with a prospective buyer than just having cameras on.
It’s just the beginning. You need to establish trust, credibility, and competence and make sure there’s a fit.
Related read: How to be a master rapport builder using AI.
Deal closures take time. They take even more time during economic headwinds, buying committees, and objections rolling like thunder.
Make a positive start by having cameras on and attention and camaraderie, rapport and engagement flowing through your sales calls.
If you’re a sales pro navigating the world of virtual meetings, you’ve probably realized that it’s not quite the same as in-person selling. Building rapport, looking your prospects in the eye, and empathizing with their pain points—all those human elements seem to take a hit when you’re not face-to-face.
And you’re not alone in your struggle.
Let’s face it: it’s not just about getting your prospect to turn on the camera during video calls—that’s just step one. It’s really about:
I hear you—it’s tough to build trust, communicate effectively, and win over prospects in a virtual environment when they don’t turn on their camera. But there are solutions that many successful salespeople (or who we call Supersellers in the Sybill quarters) have found effective.
So, how can you get your prospects to turn on their camera during video calls? And more importantly—how can you do it without appearing pushy or creepy?
If your sales process relies heavily on remote communication and you want to improve your camera presence on video calls, read on!
Sales is all about building relationships. And let’s face it, the longer the sales cycle and the more complex your product or service, the more crucial it becomes to build strong relationships with your buyers.
It’s hard to build a relationship when you can’t see the other person. Without camera presence, you miss out on facial expressions, body language, and visual cues that are key to understanding your prospect’s reactions and personality. These are all essential for building rapport in online meetings.
Without these cues, even experienced salespeople struggle to adapt. It’s like flying blind in a video call, trying to gauge how your prospect feels without seeing their reactions. And for newer sales reps, selling to a blank screen can feel next to impossible.
There are strong reasons why some buyers (or anyone else, for that matter) don’t turn on their cameras at the first instant.
But this is where things get interesting.
There are a few reasons why prospects might choose not to turn on their camera during video calls:
But here’s the interesting part: the same people who don’t turn on their camera in a sales call will turn it on for a video conference with friends or family. Why? Because people want to engage when they feel comfortable and the conversation is fun or meaningful.
The key is making your sales calls more engaging and personable. Here’s what seasoned sales pros do to get prospects to turn their camera on in video calls:
This one is simple but effective. Turn on your camera first. In virtual meetings, people are more likely to reciprocate when they see that you’re comfortable being on video. It demonstrates that you value the conversation and are willing to be open and vulnerable.
Vulnerability breeds trust. Camera presence can project confidence, and it’s one of the best ways to make your prospect feel at ease in the conversation.
The second most common way salespeople get their prospects to turn on their camera is by simply asking them. And it does work.
Many salespeople are hesitant to ask, but it’s often a simple and effective way to bring a more personal connection to the video call.
Why does it work?
Asking politely is a sign of confidence and establishes that there is a certain way in which you do business. It also shows vulnerability - you are okay being told no.
Saying no is often harder than sitting in an awkward impasse. Most people relent.
Before jumping into the sales pitch, try some light banter or small talk to get the prospect comfortable. This helps build rapport and gets the conversation flowing naturally.
Once they feel engaged and connected, they’re more likely to turn on their camera during the video call. Plus, starting with something casual helps lower defenses and builds a personal connection.
A virtual meeting can easily become a one-sided pitch if you’re not careful. Make it a two-way conversation. Ask questions, encourage dialogue, and make sure the prospect feels heard and engaged.
When you maintain an interactive dialogue, your prospect is more likely to stay focused and keep their camera on throughout the video call.
When the prospect is engaged in the conversation and is feeling seen and heard, they’ll stay with you. On video calls, this typically means they’ll keep their camera on for the entire duration.
There’s far more to building a relationship with a prospective buyer than just having cameras on.
It’s just the beginning. You need to establish trust, credibility, and competence and make sure there’s a fit.
Related read: How to be a master rapport builder using AI.
Deal closures take time. They take even more time during economic headwinds, buying committees, and objections rolling like thunder.
Make a positive start by having cameras on and attention and camaraderie, rapport and engagement flowing through your sales calls.
