“Just be human, be yourself, remember things about people.” – Jacquelyn Nicholson & Mike Simmons in today’s Tip 1476
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. I have the perfect tip today as I’ll be getting on a plane to meet a client that I’ve been working with for over 2 years, but have never met in-person. Here are my friends Jacquelyn Nicholson and Mike Simmons in a joint tip:
Jacquelyn Nicholson: What’s up, people?
Mike Simmons: It is awesome to see you. I don’t know that everybody else gets to see you, but I get to see you. It’s been a little bit, we met for the first time at the Sales Success Summit.
Jacquelyn Nicholson: That was crazy.
Mike Simmons: How did it feel like we had… It was impossible. That was the first time we met in person.
Jacquelyn Nicholson: Well, it was fascinating to me. You spend so much time over the last couple of years being together on Zoom and interacting and solving business problems and giving each other coaching and tips. I think that was where the relationship started. I think it’s actually, we should have this be our first topic, which is how do you take these remote relationships over Zoom, these virtual relationships, and turn them into reality? I think the one thing that really worked for me was when people bring their authentic selves, even here on Zoom, when you see their home or their home office in the background. First of all, that’s really meaningful. I love it when people do that. I think that’s a tip. I think when you actually take the time to thoughtfully engage with somebody in other interactions. You and I, we only met over Zoom, but we were always interacting with each other’s LinkedIn content, for example, or on the Sales Success Summit Slack. What are some of your thoughts on building those remote relationships? Because literally when we met in person, it was like, Yeah, I already knew you, but now I’ve seen you 3D.
Mike Simmons: A lot of people talk about authenticity. You have to be you. I am what I am, whether it’s on Zoom or it’s meeting in person. That authenticity comes through both in the words that we say, the tone that we use, the questions we ask, and the nonverbal communication. So we would interact in chat while we were on Zoom calls. We would interact directly on Zoom calls. We’d interact in Slack. We’d interact on LinkedIn. And then it just felt natural when we were there in person. And I think the same thing applies when you’re working with clients. So we can bring that same level of energy to those conversations with clients so that it feels like you’ve met many times before the first time that you actually meet in person.
Jacquelyn Nicholson: Absolutely. Some of the tips, like for those of you guys who are listening, like, what can you do to be your authentic self? Show up, turn your camera on, share the inside baseball stuff with people. You know what? If you’re having a rough day, you don’t have to always be on camera, but be on camera for a few minutes and smile and share some facial queues and things like that. It’s so hard when people don’t turn their cameras on. So I always say, look, I don’t care if you’re not wearing makeup or you don’t have your best suit on, you know what, it’s okay, turn your camera on. That’s one tip I have.
Mike Simmons: And every time I join on a Zoom call, I always have my camera on. And the reason I always have my camera on is because I want the person on the other end to feel comfortable turning their camera on. And if they decide that they’re not going to turn their camera on, sometimes they’ll say something. But most of the time, if my camera is on, somebody else is going to turn their camera on. So there’s another tip for you. Anything else to wrap up?
Jacquelyn Nicholson: Well, I think as you get to know the person virtually, just like I said, remember things about them. Like, hey, I remember when we were talking on this last Zoom call, your dog was barking or this or that or whatever. Just be human, be yourself, remember things about people. That’s about it.
Scott Ingram: For links to connect with both Jacquelyn and Mike, and also to see the video version of this tip, just click over to DailySales.Tips/1476. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!