Here’s a quick tip. Whenever practical, turn your scheduled conference calls and demos into video calls. The advantages are innumerable, but here are a few:

These days, conducting a video call takes little more that activating the camera on your computer and hitting a button on the web conference application. But do it right. Wear a professional outfit. (Business casual is usually fine, but no ratty t-shirts or PJs.) And make sure your office environment conveys the right message.

Photo by tyler hendy on

Start by practicing with your internal team or partners before you start in on your customers. But start. It’s too easy and too effective not to.

(NOTE: This was originally published as part of Sales Craft in August 2020.)