営業マン

テレワーク営業の成功の秘訣と顧客に合わせた最適なリモートツール

コロナによって広まったテレワーク営業。

こんなに素晴らしいものはありません! 売上を伸ばせる要素しかありません。

私は営業管理職ですが、部下の育成にとってもプラスです。普段、部下の営業方法をみるためには、一緒に得意先に行く必要がありました。それがテレワーク営業だと、移動の時間がまったく必要ないのです。

では、テレワークのメリット、売り上げを伸ばす方法、最適なツールについて書いていきます。

テレワーク営業のメリット

営業マンからみたメリットは、時間の節約が最も大きいです。

これまでは、一日に営業で来ていた件数の2倍はこなせるからです。

地方に営業に行く場合だと、一件で一日がかりということもありましたが、その時間が無くなったのです。

電車の移動時間がなくなるということは、会社的には移動費用が減るということもあります。

では、こんなメリットで本当に売り上げが伸びるのか? 次に書きます。

テレワーク営業で売上を伸ばすには

テレワーク営業をやった人ならわかりますが、基本的に、面と向かって会って説明するのと、大きな差はありません。

むしろ、パンフレットを見せる時などは、テレワーク営業の方が効果を発揮します。

対面営業で、紙でお客様に資料を見せていた場合、お客様が勝手にぺらぺらとめくってしまうことがあります。テレワーク営業だと、営業する側が資料を画面共有してみせるので、見て欲しいところを見せられるのです。

そのかわり、資料を多少、作り直す必要があります。文字が小さいと、見えにくいです。写真も同様です。

テレワーク営業が対面営業と差が無いのがわかったら、売り上げを伸ばすのは簡単です。

売上額 = 商談数 × 成約率 × 商品単価

テレワーク営業で、「成約率」が下がったり「商品単価」が下がったという話は、聞いたことがありません。(もちろん、商材にもよりますが)

残りは、「商談数」です。先ほども書きましたが、商談数は移動時間がない分、2倍以上に増やせるのです。商談がセッティングできなくなった、という話があるとそれはまた別です。

私の部下で、コロナ前より商談数が2.5倍になった人もいます。もちろん、売り上げ額も2.5倍になっています!

顧客に合わせたリモートツール

よく使われるツールが3つあります。

zoom、Google meet、Cisco webexです。

無料でも会議設定をオーナーとしてできるのが、zoomとmeetです。

私はmeetを使っています。時間制限がいまのところないからです。

注意点は、お客様のパソコンのセキュリティの問題で、zoomやmeetが使えないことがあるのです。面談をはじめようとして、はじめてわかることもあります。その場合は、当初はzoomで予定していても、meetでもできるように機転を利かせましょう。

こんなハプニングもありました。お客様からの指定でwebexで実施しました。ただ、どうしてもお客様の声が聞こえません。映像は見えています。もうどうにもならないので、音声のみ、携帯電話でつないで実施しました。

どのツールも、みんな使い始めたばかりなので、まだまだハプニングはおこります。

ハプニングがあると想定しておきましょう。

まとめ

テレワーク営業という、いままでにない形態ができてきました。

早く使いこなした人が勝ちます。売上を伸ばすこともできるのです!

このブログを読んでいる人の中には、テレワーク営業はちょっと…という人もいるでしょう。お客様が嫌だと言えば対面営業でぜんぜん問題ありません。お客様がもしテレワーク営業を望むなら、やらないといけません。望む人が増えてくるでしょう。

テレワーク営業をやりたがらない人は、メールがあるのに電話する人、slackがあるのにメールをする人、つまり古い人と思われてしまいます。それだけで損です。

私の得意先に行政があります。市長クラスへもテレワーク営業をしているのです。

ぜひ前向きにとらえてやってみてください!

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