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You have your camera on, but what about your Sales Engineer?

I just started with a new company, and when I have meetings with prospective clients, I have my camera on, the client has theirs on, but my Sales Engineer NEVER turns his on. Have you experienced this before? How have you or would you handle it?

๐Ÿ”Ž Prospecting
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4
salesnerd
WR Officer
+16
Head of Growth
As long as they're paying attention, it doesn't bother me. Some people just hate having their camera on.ย 

If they AREN'T paying attention, then you need to call them out on it (not in front of clients obviously)ย 
eman
Opinionated
+1
Account Executive
Good call. I poke fun of them every once in awhile, but they are paying attention and bringing value.

Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
I tend to be one of those people that expects all cameras on during client facing calls. It allows you to use facial expressions and more to make sure you are connecting well and that the intent behind you message comes through clearly.ย 

I think about how I feel when other's don't have their camera on, and I know that isn't something I want clients to experience.ย 

That being said, if they are great at the job, highly engaged and helpful to the sales process then it might not make sense to push them on it.ย 

Have you asked them why they avoid the camera?
eman
Opinionated
+1
Account Executive
I am the same way. Cameras on. I have my camera on even if the client doesn't.ย  Their excuse is they haven't had haircut in awhile because of COVID. But gosh, If I set up a golf outing with my client, they are always there.
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
Yeah in that case they need to have it on. I hate saying need, but if they are willing to do the fun stuff but don't want to put a nice shirt on for routine things then that can't fly.ย 

People assume the worst a lot of the time, and by providing a nice black box for them to project onto is not going to help things.
CuriousFox
WR Officer
+11
Needer of Life Alert
Schedule a one on one pre-call to go over your agenda and discuss your gameplan. If it's a client that is picky about seeing you on camera this would be the time for discussion.ย 
SADNESSLieutenant
Arsonist
+8
SDR
some people perform better when they aren't being judged every second, esp. w covid alot of social anxiety has rampened

That being said some of the best calls i have listened in on have been all cameras off client and seller, it gives everyone all the value with none of the awkward stalking their background, hair, eyes, lips, etc.

Something needs to be said on that note, I think some people just interact better knowing they arent being watched

LordBusiness
Politicker
+7
Chief Revenue Officer
I have some folks who don't prefer the camera and I try to respect their viewpoint.ย  That being said, if your passionate about it, I'd have a candid conversation with the person and request the video presence in the best interest of the client and company.ย  I know when I go "off video" its really because I'm multi-tasking and don't want anyone to know - I'd bet that's what the SE is doingย 
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