The COVID-19 pandemic has fundamentally shifted how businesses across all industries operate, accelerating a major move towards remote work. While in-person services remain integral to their business model, tradespeople have adapted to this new reality by shifting many sales and consultation activities online.
For tradies, embracing digital platforms and leveraging technology have become essential to boost sales remotely. As in-person meetings and house visits face limitations due to social distancing measures, tradespeople must find ways to attract new leads, impress prospects, close deals, and deliver exceptional service digitally.
While transitioning sales processes online has challenges, trade businesses that can adapt to remote environments open themselves to new opportunities. With consumers spending more time on digital devices, an effective digital sales strategy allows tradies to access and convert this growing market.
This article explores practical tactics that traditional and tech-savvy tradespeople can implement to maximise lead generation, build trust, and increase conversions in remote selling. By combining digital tools with the personalised service trades are known for, huge sales growth is possible without in-person interactions. So, let’s begin!
Building an Authoritative Online Presence
Cultivating a strong, trustworthy digital presence is key for tradespeople to establish credibility and remain discoverable for remote sales opportunities. Start optimising your website for relevant industry keywords through search engine optimisation (SEO) best practices. This will help prospects discover your site when searching for local services online.
Publish regular educational blog posts and FAQs that demonstrate your expertise. Keep website content and social media profiles updated with new projects, customer reviews and company news to stay top of mind. Also, be responsive by replying to inquiries, comments and online reviews promptly and professionally. Actively engaging with potential customers online makes you appear more approachable to prospective leads.
Provide as much value as possible through your digital properties by positioning yourself as an authoritative industry voice prospects can rely on. The more you can inform and assist customers remotely through your website, content and social presence, the easier converting those leads becomes.
Overall, enhancing your digital presence amplifies word-of-mouth and establishes you as a thought leader within your community. This reputation can be incredibly valuable for securing sales without initial in-person meetings.
Utilising Video Calls for Consultations
While in-person consultations may be preferred, video calls are closest to replicating face-to-face interactions in a remote setting. When prospects request quotes or have inquiries online, offer to schedule a video consultation to discuss their project and provide personalised attention.
Treat video calls with the same professionalism as an on-site meeting. Ask clients to give you a virtual tour of the relevant areas so you can visualise the space and context, allowing you to provide an accurate quote. Have a notepad ready to jot down notes and measurements.
Follow up over email after the video call to provide a formal quote and answer any additional client questions. Well-executed video consultations allow tradespeople to inspect projects and give customised recommendations as if they were on-site.
The human touch of a video call builds more trust and familiarity with prospects compared to impersonal quote forms. Walk clients through your quote line-by-line while on video so they understand the pricing. Take pictures or screen captures during the video meeting to attach to your quote for clarity when possible. With creativity, diligence and customer service skills, video calls enable tradies to consult on projects remotely with almost the same effectiveness as in-person.
Offering Virtual Tours and Demonstrations
Offering virtual tours and pre-recorded demonstrations enables tradespeople to showcase expertise and impress prospects remotely. Using video call technology, guide prospects through completed projects to highlight your quality workmanship up close. Allow them to ask questions and provide commentary in real-time.
Additionally, create a portfolio of short videos demonstrating your services and share them across your website and social media. For example, a carpenter can showcase their cabinetry process from start to finish in a minute-long video. An electrician might capture footage showing their step-by-step wiring installation process. These videos build trust and confidence in your skills and professionalism.
Promote new demonstration videos regularly through email lists and social media posts to maximise reach. Prospects can evaluate your past work and process without an in-person visit.
With interactive video tours and cinematic pre-recorded demos, tradespeople can provide an inside look into their expertise from afar. These digital assets impact prospects and are effective sales tools for a remote world.
Implementing Online Booking and Payment Systems
Enabling online bookings and payments significantly improves customer convenience and simplifies closing remote sales. Well-designed booking platforms allow clients to schedule appointments or request quotes 24/7. Integrating secure payment processing lets customers seamlessly hire you.
Ensure your digital booking and payment systems are mobile-friendly and easy to use. Making the entire sales cycle digital streamlines lead conversions. Communicate these options clearly on your website and in emails.
Providing Exceptional Customer Service Remotely
Stellar customer service fosters loyalty, referrals, and repeated sales - vital for growing a trade business. Provide phone or email support during regular business hours and respond to inquiries promptly. Follow up on completed projects to ensure satisfaction.
Send an email survey after project completion asking if the client was satisfied and if you could improve service and address any concerns immediately.
Providing consistently great service remotely earns you a trustworthy reputation that drives repeat business. Remain courteous, attentive, and helpful at every stage, from initial quote to project follow-up.
Leveraging Content Marketing for Remote Sales
Valuable educational content shared on your website and social media engages potential customers and positions you as an industry authority. For example, publish blog posts with tile installation tips or videos explaining electrical panel upgrades.
This content markets your expertise 24/7 remotely. Ensure content directly relates to your services and targets relevant keywords. Helpful, relevant content converts site visitors into sales over time.
Mix text-based posts with videos, photos, and graphics for engagement. Promote your best content through your email list and social media channels to extend your reach. Quality content showcases knowledge and establishes trust.
Using Customer Reviews and Testimonials
Positive customer reviews build trust and credibility with potential clients evaluating you online. Request reviews upon project completion and display prominently on your website and profiles. This genuine social proof offers reassurance about hiring you remotely.
Also, solicit video testimonials that can be embedded online and shared on social media. Current customer recommendations make prospects more willing to hire you for remote work without an initial in-person meeting. Make sure you respond professionally to negative reviews and seek feedback for improvement. Overall, showcase satisfied customers to grow your reputation.
Take Your Business to the Next Level with TradesFormation
Implementing digital strategies tailored for remote selling allows tradespeople to maximise lead generation and sales despite physical distance from prospects. However, executing an effective remote sales approach can be overwhelming without guidance.
That’s where the business coaching program from TradesFormation comes in. Our team of experts can provide the support needed to optimise your digital presence, content marketing, lead generation process, and more to drive results. We become your trusted partner for strategic advice and technical implementation.
With our individualised coaching, tradies can tailor their sales process for ongoing remote success. We help you identify weak spots, enhance strengths, and implement proven solutions to thrive now and into the future. Our ultimate goal is leveraging technology to help your trade business reach its maximum potential.
Thriving remotely is vital for trade businesses in the modern market. Contact us today to discuss how our remote selling coaching program can position your business for online sales success in the years ahead. The first consultation is free!
Let’s work together to determine which digital tactics suit your unique business needs and strengths. Invest in your future by enhancing your digital sales process with guidance from TradesFormation today.
Adrian Fadini 
