Ryan Dohrn tells Wayne that video calls drive 80% of communication impact, making them crucial for sales. Better lighting, a good microphone, clean background, and proper camera angle transform on-camera presence. Practice and screen-sharing on Zoom increase retention and close rates more than phone calls.
Hey friends, Ryan Dohrn here, your sales coach, answering your questions sent to me at ryan@ryandohrn.com. All right, next question comes from Wayne up in La Crosse, Wisconsin. Ryan, I'm 57 years old. I've been selling by phone for years. My boss is telling me I need to get on Zoom. I just do not like the way I look on Zoom. It seems awful to me. Is it my age? I'm 47, so I'm just 10 years younger than you. I understand exactly what you're going through, Wayne. A lot of it is just teaching, if you will, an old sales dog some new tricks. I don't think your boss is asking you to do anything that's out of the ordinary. A couple of thoughts for you. One is 80-some percent of conversations are seen and not necessarily heard. Experts go kind of all over the percentages on that. One of the things to think about, Wayne, is probably you don't look bad on your computer. Now, maybe you need a better light. Go to Amazon and buy a softbox light like I have here. Maybe you need a better microphone. Maybe you need to find some type of background. Maybe turn your office around a little bit. But not many people like the way they look on camera, okay? And that's A-okay. Recognizing though, sales calls hosted on Zoom or GoToMeeting or whatever the circumstances, you're always going to get better retention because you can show things on your computer and because 80-some percent of your communication is seen in your face, it's gonna help you close deals. So if you're in sales like me for all these years, you know that closing deals is very important. So how about this, Wayne? If nothing else, doing calls on video, sharing your screen, will help you potentially close more deals than just doing it on the phone. I wouldn't fight with your supervisor or fight your boss. I think I just watch a lot of videos, get real good at it, And Wayne, if you've been selling this long and you've been surviving, I think Zoom is going to actually propel you to a whole new level of closing. So get out there and get it done. Thanks, Wayne, for your question. Friends, I'm your sales coach, Ryan Dohrn. You can reach out to me, ryan@ryandohrn.com. Remember, friends, if sales was easy, everybody'd be doing it. All right, we'll see you next time.
