These days of e-mails and texts, tele and video conferencing, Twittering, and more, have certainly changed communication forever. Present economic conditions have provided excuses for companies to cut travel budgets. Heightened security has taken travel hassle and time investment to new levels of annoyance. But, there are, however, still times and circumstances when nothing short of direct human contact will get the job done and there are selling situations so lucrative and important that nothing short should be used.
Given the strong preference and resulting trend for the ease and convenience of impersonal, at-a-distance communication, I believe that customers today will be more powerfully and persuasively influenced than ever before by the business professional who invests himself in meeting with them in person. The willingness to saddle up and ride over there is now a significant competitive advantage.
There is no substitute for face to face, personal contact, especially in selling. I am a huge proponent of marketing and use of effective marketing to funnel prospects. And I cannot stand wasting otherwise productive time in meetings with people who are not qualified or ready to do business. But, on the other hand, very much prefer being face to face with a qualified prospect where I have the best opportunity to communicate clearly, work with them through my process, and make the sale, start the partnership, or get the investment.
“If you aren’t fired up with enthusiasm, you will be fired with enthusiasm.” – Vince Lombardi
Have a great day growing your business!
Russ M. Miller, LLIF – Chairman & CEO
Performance Institute – A Global Leader in Human Capital and Business Development
Sunny Hong Zhang – Managing Partner – China
Shawn M. Miller – Managing Partner – USA
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