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Marketing & SEO Industry Tips

By - Mike

The Importance of Face-to-Face Interaction in Modern Sales Processes

It’s certainly no secret that technology has irrevocably altered and transformed the way businesses now communicate with customers. People working in the sales industry now rely on a number of technologies and tools to conduct day-to-day work.  This includes video chat tools, email, social media and many more.  As a result of these new technologies and processes, traditional in-person sales have become far less common.

While B2B sales becomes increasingly digital, you may be surprised how effective face-to-face sales can be.  Here we’re taking a closer look at why in-person interaction is still critical to the modern sales process.

Benefits of Face-to-Face Sales

In-person meetings may be less frequent now, but that doesn’t diminish their effectiveness.  The statistics really speak for themselves:

  • According to recent figures, in-person requests are likely to be 34 times more successful than those made via email.
  • The average close rate for in-person meetings still sits at over 40%.
  • Business travellers and executives estimate that roughly 28% of current business would be lost without face-to-face sales.

Whilst new forms of virtual communications offer many obvious advantages, don’t forget about traditional face-to-face meetings as they still offer several unique benefits.

  1. Avoid miscommunication

While advancements in technology may offer increasing levels of efficiency, it doesn’t mean your sales process will remain error free.  How many times have you forgotten to jot down a crucial detail whilst on the phone, or had a connection issue?

Conducting in-person meetings can help to remove many of the most common barriers between sales representatives and their customer base.  In-person meetings ensure that the sales representative has the customer’s undivided attention and is able to fully communicate the benefits of the product or service they are currently selling.

  1. Build lasting personal connections

When it comes to B2B purchases, it’s important to remember that it’s not just about the products.  B2B buyers are also looking for a way to develop and lasting and trusting relationship with brands.  Whilst it’s not impossible to build strong personal connections digitally, face-to-face meetings make it inherently more personal.

By taking the time to sit down with customers, it is far easier to demonstrate the value of your business.  Plus, they will likely leave the meeting feeling like they really got to know both you and your company, which rarely happens online.  It should come as no surprise that nearly 100% of people view in-person meetings as an essential part of cultivating a long-term relationship.

  1. Present your product in person

The most effective way of presenting your product is face-to-face.  This is mainly because the potential customer is able to interact with the product or view a demo/free trial, which will help to alleviate any common purchasing pain points.

When you’re giving a remote demonstration, it’s difficult to gauge someone’s reactions.  In person, you’ll be able to identify any behavioural cues and answer any questions they may have quickly and efficiently.

If you’re keen to integrate face-to-face sales into your next marketing strategy and grow your customer base, then leading marketing agencies like Acwyre can help you with this.

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