I can’t tell you how many times I’ve heard a sales rep say it and truth be told, there was a time that I said it myself . . .
“Nothing beats face to face meetings, for generating sales”
In one way, its spot on!
I, for one, do so much better face to face but . . .
There’s a serious flaw in that statement.
It makes the assumption that each and every one of your prospects/clients feels the same way that you do.
Here’s the harsh reality . . .
They don’t!
Some prefer to interact by phone.
Others by Webex.
Some prefer a more virtual relationship via email, through social networking channels and text messages.
And some will prefer the “face to face” thing that all us sales folks think is best.
I doubt very seriously that our opinion will weigh even the slightest bit in their thought process.
They will show up, where they want to, regardless of what you and I prefer.
We can always stick to our guns on this one but . . .
We will miss opportunities!
It’s really as simple as that!
There’s a choice that needs to be made . . .
We can continue to stick to our guns because we feel it’s the “right way” and exhaust lots of energy trying to get them to communicate on our terms or . . .
We can adapt to what makes sense to our clients and prospects.
Your turn . . .
Should we continue to push clients/prospects because we feel there is a better way than the way they prefer to communicate?
Great Post Paul! So true that we are victims of our own assumptions and it always comes back to knowing your prospects. Have a great week!
Thanks Roger!
In my previous role I had clients that I would speak to perhaps once a quarter, but would email once or twice a day, and I got some meaty business from them, too! As confident salespeople we MUST have the flexiblle backbone. Our customers shouldn’t be expected to have the versitility that we ought to possess.
This has been a tough lesson for me to learn, Paul. I was taught at Old School University that the rep who got the face-to-face always had the best chance to convert the sale, that NOT darkening the prospect’s door was just plain lazy. Today I’m finding prospects have so many tools for gathering information about me, my product, my company and my competitors that they often push out face-to-face meetings much later in the process. I now make it a point to find out the communication method that works best for them.
Well done Jess!
We’d all like that face to face meeting for a variety of reasons but if the prospect/client doesn’t and we continue to push we’re going to disconnect which is just counterproductive.
Thanks for taking the time to stop by and share your thoughts!
If selling a lower cost commodity type of service, such as the insurance products that I sell, you almost have to work over phone & web-conference vs.,in person. With ever shrinking commissions and increasing marketing costs, we have to focus on the volume of our presentations that we can reach, if we don’t have to add in drive time. We’ve found that we can create very good relationships over the phone and social media with our clients, probably better than we ever could doing it in person. Social media allows us to stay on their radar all the time.
This is a tricky subject as customers like to deal with people they know. Typically this has been done through FtF contact, how else could you get to know someone? More and more this is being done through other means, but this presents it’s own problems, as any telemarketing scam artist will attest to! More than anything, I am finding a mix of contact methods working the best. Typically, the pattern is:
1. Initial e-mail contact
2. Direct phone conversation to discuss their needs in more detail. Doing this via texting or e-mail can be a painful process for my products as they are technical industrial products. Commodities might be able to do this step via e-mails or texting. Typically I will set up a face to face meeting at the end of the conversation.
3. Face-to-Face. We get into much more detail, demonstrate the systems, work with THEIR samples and possibly their production processes.
4. Follow up via e-mail and if they don’t respond, phone, and I keep trying! Their schedule is not mine.
5. Typically I get the order via e-mail or fax (rare now).
6. A final Face-to-Face to set up and install a system. Part of this step may be done via WebEx or TeamViewer now from a home office.
And then like the shampoo bottle says, “Rinse, Repeat”.
Once the initial contact is made and they need more product, doing everything by phone or e-mail becomes very possible. Taking clients out to linch has almost disappeared in my sales cycle. Everyone is so busy they are lucky to GET enough time for lunch! For the ladies, as a thankyou, I have sent a nice bouquet of flowers. Guys used to like donuts, but now everyone is on a diet! Not sure what to do there now. Some recommendations would be nice!
Regards.
DA
Well said Paul. I’ve learned to soften my stance on face-to-face meetings and it was a prospect that taught me this lesson. They found me on the web, asked for a proposal via email and I refused to give it. I told them “There are at least 20 questions I’d need the answers to before I could give you a proposal. The HR person (shudders) replied, “Let me know the 20 questions and I’ll get the answers from the owner.” Ouch..I had backed myself into a corner so I sent the 20 questions. Darned if she didn’t get me the answers to all of them! I wrote the proposal and sent it over, thinking “This is a huge waste of time.”
They’ve used me on 6 different occasions in the last 7 months and just contacted me today asking for more dates between now and July.
The times they are a changin’ and we must adapt. (or take the chance on losing business)