The Power of Face to Face: Part 2

My most recent offering on the power of face-to-face meetings seems to have struck a chord. So, a few more comments on this important topic.

I cited a TV commercial in which a business manager scolds his team and himself for neglecting to visit customers. Being “fired” that morning by a long-time customer sure got his attention.

I heard from a recent client and friend who said he planned to share my article with his sales team. I sent him the link to the TV ad suggesting he show this at the start of the meeting (it can be found on YouTube and on my website, ajstrategy.com). I added the following thoughts. Start the meeting by showing this one-minute clip. Then, don’t say a word, at least, not at first. Let the silence be there so the message has a chance to sink in. Wait for a member of the team to speak up first and take careful note of who does.

In a follow-on conversation with another client, I recalled a meeting I had with an important sponsor. I flew to their city and went to meet them at their North American Headquarters. I had prepared for this meeting, reviewing the elements of their sponsorship agreement and the measurable results from the same. We engaged in a discussion about their plans for the coming year and what we proposed to do to facilitate those through their renewed participation.

Lunch was brought in and the discussion continued. As the meeting wrapped up, I was asked where I was heading next, the assumption being I had other visits lined up while in town. When I told them I was heading back to the airport to fly home, they were surprised. “You flew into town just to see us?” Yes, was my reply. The relationship was that important and I did not want to risk having to hurry through our discussion in order to make it to my next appointment. There was no “next appointment.”

To say that left an impression is an understatement.

Oh and one more reason to consider getting out there and seeing customers. Your competitors probably are not.

As for the notion that “customers are too busy to see me” … More on that next time.

For more information on ways to enhance your client relationships and to develop new ones, contact me at joe@ajstrategy.com.

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