Face Time Sales Versus FaceTime Sales - Short Attention Span Sales Tip

When I first started selling in 1982, we spent a lot of face time with our customers and prospects. The door to the building was generally unlocked and we salespeople could walk in, schmooze with the receptionist, and find our way into either the Buyer or the Decision-maker. From there, staying in touch might be lunch or golf or just a quick visit for coffee. There was always plenty of time.

That was then, this is now...

These days, in order to get face time with the customer you might actually need FaceTime or perhaps Skype in order to put your face in front of your clients. But regardless of the technology or the medium that you use, the goal is still the same: To maintain a relationship with your customers. People are busier, doors are locked, and you need to be creative in order to achieve the goal of staying top of mind.

Make a list of your top accounts. You know you should be face to face with them regularly but as that is not always possible, why not try some sort of video chat? You’d be amazed at the difference it makes in connecting with someone.

There is another level down. These are clients that you still need to protect but they are not the top tier accounts. If there is potential for more business, you should treat them like one of your top accounts in terms of relationship-development and maintenance. But if they are your run-of-the-mill lower to medium size client, phone call or email check-in could be enough.

Way down at the bottom of the list are the one off accounts that order every once in a while. Sending them a holiday card could be enough.

Less important than the frequency and the medium that you use is the quality of the message. Remember people’s birthdays and anniversaries and special events. Keep your finger on the pulse of your bigger accounts to make certain that you understand which way they are trending. And never ever make any assumptions about the strength of your relationships. That can be the beginning of the end.

Want more?

This week’s video includes a deeper dive with Bill Giles, a print sales rep who emailed me a few weeks ago. I asked him if he’d like to join me on a sales tip and he agreed.

Click on the video above or here to watch the video

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Bill Farquharson can be reached at (781) 934-7036 or bfarquharson@idealliance.org