WE ARE in a digital age with multiple software solutions, where long distance communication by conference call or email has become the norm for many organisations.
However, I prefer “relationship business”.
I feel it is important to make the investment in time and money to physically visit your prospect or client rather than opting for a virtual meeting, as if it does come down to the wire, they will always remember the person that took the time to visit them.
In the line of business that I operate in, it’s all about physical samples of work for the customer to see.
I always make sure to show relevant previous work that Paragon Service Point has produced to help create a bespoke solution for a client, rather than just suggesting the first option that springs to mind.
My background in graphic design, and career so far in the print industry, has really helped here as I’m genuinely interested in giving clients the opportunity to see, touch and experience what our organisation is capable of.
Scientifically speaking, meeting in person allows for increased eye contact, which builds increased trust and encourages people to confide in and co-create with their peers.
Meanwhile, reading body language can enable you to see how well your pitch is going – are they frowning or are they leaning in to hear more?
Are they offering up information about their business future plans or is there an awkward silence?
Body language plays an important part in communication and cuts down the risk of misunderstandings or miscommunication; it’s also something we cannot track in phone conversation or on an email thread.
I’ve found that when you visit a client’s offices, you often get a feel of their working environment and how they operate on a daily basis.
You find out a lot more about your clients by visiting their workplace, and it also helps you to understand the company dynamics and how your services can “fit”, enabling you to communicate more effectively and deliver the appropriate solutions to their needs.
Often many insights can be made just by the “small talk” made at the beginning of a meeting.
By taking the time to learn more about each other and sharing skills and requirements, it can highlight a number of potential gaps where you can add extra value.
There are many new technologies out there for when it’s not possible for a face-to-face meeting, such as Skype, Citrix or even just email.
Here at Paragon Service Point we are a global company that embraces new technology and use collaboration tools on a daily basis.
However meeting face-to-face remains my favourite part of the job - I enjoy building working relationships with my clients, rather than just offering a one-off job and then not speaking to the person again.
I find it easier to learn more about my prospective customer in person to offer ways to grow their business for the long term.
So my advice is; take the time to meet face to face to get the most out of your business relationships for both you and your client, and bring something tangible to share when you do!