Are You Hiding Behind Your Computer?
If you're anything like I am, some days you feel chained to your desk and computer.
There just seems to be a never-ending stream of e-mails to answer, phone calls to catch up on and social media to post. That's why, last week, I vowed to make more personal visits to my clients.
What a pleasure to be away from my office and relaxing over a delicious lunch at a downtown Philly French Bistro with a client.
Here's the lesson I learned: Nothing beats personal contact for getting new business.
Why? Personal contact increases the know, like and trust factor. It gives you an opportunity to relate and get details that would be missed through e-mails, phone calls and other non face-to-face communication.
As a result of my meeting, I have many new opportunities that would not have been open to me if I didn't show up. As an added bonus, the manager of the restaurant where I was dinning has great potential to become a client. Not only that, my client introduced me to new people in her office who will be giving me business.
It's amazing what happens when you show up. You can be sure I'll be doing more of this in the coming months. How are you showing up? Do you make time to visit your prospects and clients on a regular basis? It's easy to rely on technology, but not always wise.
Here's my request for you this week. Contact your top clients and prospects and tell them you'd like to share new ideas with them to enhance their business. Set up as many appointments as possible. Invite them to breakfast or lunch. Take advantage of the many free samples, both virtual and physical, that suppliers provide and bring them to your meetings. Ask thought-provoking questions. Take a genuine interest in your clients' businesses; there are so many ways you can help them from trade shows to safety programs to employee motivation. Be on the lookout for triggering events such as company anniversaries, name changes, and spring and summer outings. Promotional marketing opportunities are everywhere when you ask the right questions.