IT and Business Insights for SMB Solution Providers

Face-to-Face Sales Meetings in the Era of Digital Efficiency

Many businesses have taken the office out of the office and placed their operations on the web. Digital tools have made it easier and more affordable to do business even when employees are away from the office. Your business can follow the 7 step sales process via the phone, or one of the many digital tools – but there is one side of your business’s success that we can’t forget about – face-to-face sales meetings.

About Face-to-Face Meetings

There is something to be said for in-person sales meetings, but is it necessary for all meetings? You be the judge. The success of each approach, face-to-face, in-person or digital face-to-face meetings, depends on your company’s image, brand, and budget.

 

Benefits of in-person meetings

The benefits are hard to match when you can sit directly in front of a potential client. Benefits of in-person sales meetings are:

  • Ability to shake hands
  • Easier to read body language
  • The conversation can be completely private
  • You can tour the operations
  • You can work off the “small talk”
  • You get to see where the prospect works and thrives
  • You get the opportunity to deliver the critical first impression

 

Benefits of face-to-face digital meetings

You company can benefit from video conferencing as well. While it is not physical face-to-face contact, it does share some of the same benefits. Benefits of face-to-face digital sales meetings are:

  • Better record of the meeting
  • Can schedule anywhere and anytime that is convenient for both you and the client
  • Telecommuting is easy with a fast internet connection and the proper equipment
  • Reduces travel-related expenses
  • Lowers the overall cost of sales

Tips for Face-to-Face Sales Meetings

You can’t beat the power of a face-to-face sales meeting. You learn so much more about yourself, the company, and your prospective client. Digital meetings try to bridge the same gap, but in some cases, it just can’t match the effect of personalized attention. To prepare for your first face-to-face, consider a few tips to help you make the best first impression, to maximize every minute of the meeting, and to close the deal.

 

Send a reminder

The first step to making a good impression is to send a quick reminder to your potential client. You have a couple options for this – email or phone. If you send an email reminder, consider sending a calendar invite to your client, along with a warm message about the meeting. If you prefer to make a personal call, that will be to your benefit. The more you can talk to the potential client before the sale, the stronger the connection when you do finally meet face-to-face.

 

Dress the part

Know the territory before you go in. You don’t have to overdo it to make a good impression, but you do have to dress the part. You won’t dress the same for every sales meeting. How you dress reflects the type of customer with whom you are meeting. Do your research so that you can show the prospect that you are the best fit for their company and its needs.

 

Don’t isolate a single person

If you followed the first step, you have already established a relationship with a single contact in the company. Don’t assume that this is the only person with whom you are meeting. Doing so sets you up for challenges, and without knowing it, will isolate others in the room. Sales meetings aren’t always with a single person, so make sure you address everyone in the room – especially the women. Sales meetings tend to focus on the men in the room, but women have just as much say, if not more, at many companies.

 

Listen

You have a lot to say, but sometimes the best conversation is one where you don’t do all the talking. Listen to your prospects’ needs. You must understand their concerns and needs if you want to sell any of your services. Before you arrive to the meeting, you should prepare a list of questions or doubts that may arise in the meeting. When you arrive, listen to the customer to see how your company addresses these concerns. You will be better prepared, which allows you to optimize every minute of the meeting. If you can listen now, the prospect knows you have willingness to listen to and address their needs for the remainder of the business relationship.

 

You may be selling your technology, but you are also selling yourself and the personalized attention your company offers. That is something a digital meeting can’t quite live up to. Every time you have a face-to-face meeting with potential new clients, you will refine your approach and close more sales.

 

Want to learn more marketing and sales techniques to sell on value and increase your profitability during difficult economic times? Get The Best I.T. Sales & Marketing BOOK EVER!

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The post Face-to-Face Sales Meetings in the Era of Digital Efficiency appeared first on SPC Managed Services Blog for MSPs.

About the Author

An IT executive, advisor, author, speaker and consultant specializing in strategic business growth and improvement.

Erick Simpson is a strategic IT business executive and organization development consultant experienced in improving top and bottom-line business performance by increasing operational efficiencies, boosting marketing and lead generation outcomes, accelerating sales velocity and shortening sales cycles and maximizing service delivery efficiencies.

One of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, consultants, authors and speakers in the industry, Erick has contributed to numerous industry publications and events and has authored 40 business improvement best practice guides and 4 best-selling books including "The Guide to a Successful Managed Services Practice", the definitive book on Managed Services, and the follow-ups in his Managed Services Series “The Best I.T. Sales & Marketing BOOK EVER!” and “The Best I.T. Service Delivery BOOK EVER!” and “The Best NOC and Service Desk Operations BOOK EVER!”.

Erick leverages over 20 years of experience in the IT industry as an Enterprise CIO, VAR, MSP, Vendor, Educator, Advisor and Consultant; and hundreds of successful strategic vendor, manufacturer, distributor and IT solution provider, MSP and Cloud practice business improvement consulting engagements to deliver successful business improvement and transformation outcomes for his clients.

His considerable and unique expertise and experience on both sides of the channel allow him to develop and deliver focused Vendor Channel Program Development and Partner Acquisition and Enablement Strategies to improve Distributor, Manufacturer, Vendor and Franchise partner program performance and improve channel revenues.

Consulting Services for IT Solution Providers: http://www.spc-intl.com/businessgrowth

Strategic Channel Growth Services for IT Vendors: http://www.spc-intl.com/channelgrowth

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