You have a client who refuses to see you. Here's what I've done many times: I ask for a 10 minute phone appointment. When she agrees I tell her I will be sending an e-mail to be opened just before our call.
When our appointment comes she opens my e-mail which contains a numbered list of links
that help me tell my story.
I try to make one of the first links contain a surprise for her that is about her customers or her company, not my products.
To find these "surprise" links I do a web search on search her company, her products, her CEO. I try to find a bit of news, company history, or data that I have a good idea that she does not know about. I'm not trying to make a sale here. My goal is to put in some extra work and have her get tot think, "Wow, when this online presentation over I know five people I want to forward this link to."
Some surprise links I have used; an old article where their CEO had forecasted a trend that had just emerged, a news item about their competition, a trend article about their product category, three year end forecast for how business would be in their industry, and interview with the CEO of thier biggest customer.
By sharing a "surprise" link I am getting them used to the idea that clicking on links I send them can be valuable, and interesting.
Next come links that are about their business. Often, I pull them directly from their own website. It is a constant amazement to me how few I call on who do not read their thier own company website.
Sharing these links get them talking about their business, thier problems, and thier goals.
If we strike up a dialogue as result of these, I often don't get the rest of the links which is OK. The last few links are to pages on my company's website that explain my products specifics.
Which of these links I get to and how soon depend on the dialogue we have.
Worst case: She is gives me my 10 minutes and passively sits back while I do all the talking. I use the links to illustrate my monologue. In ten minutes it is over.
Best case: She become actively involved in what I am saying and points to things on the web pages we are mutually viewing as a basis for questions and a deepening our dialogue. I'm on the phone with her way over my 10 minutes and I have a lot of follow up when the phone call is over.
The whole reason to add a visual part to any presentation is to share specific information that deepens a sales conversation. Links to specific information on the web can do this.
The beauty of linkinars for sales people is that they are quick and free to set up, can be customized for each customer in minutes. In addition, linkinars are more of a conversational and presentational.