Quick:What do these three things have in common: dry January, exercise, and client visits?
Answer:You likely have the same thoughts about all three: I don’t want to. I don’t want to. I don’t want to. I’m sure glad I did.
There’s lots of things in life we know we should do but we’re not always good at doing it. Dry January. Eating healthy. Reading a book. And just about all the things our parents told us to do growing up. But once it’s done, we look back with gratitude; happy that we took the time.
For the sake of efficiency, many of us have reduced or eliminated the practice of getting face to face with a customer. We’ve replaced relationship growth and personal connection with emails, phone calls, and Zoom meetings.
That’s not enough.
Customer visits, once the stalwart of sales connections, have fallen by the wayside and I urge you to put in the effort, take the time, and go press the flesh. It’s rarely, if ever, convenient. There’s traffic, the cost of lunch, enduring painful small talk, and the disruption to your day. You need to look past all of that. You must get over the, “I don’t want to” mantra.
Getting face to face with a customer has an advantage you will not find elsewhere. It provides, as the French (or Austin Powers) would say, a certain “I don’t know what.” That is, there are gains you can only achieve when you sit across someone. It’s a connection you won’t find any other way.
Oh, and you should probably try out dry January, exercise, eat better, and read a book for crying out loud.
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When he’s not nagging, Bill Farquharson is generating fresh content for his Sales Vault members. Learn how to take your sales to the next level at SalesVault.pro or by calling Bill at 781-934-7036
