With the current state of the economy, it’s more important than ever that you meet face-to-face with your customers. To help you meet that goal, always look for ways to bring new information to them. Not only will this create opportunities, but it will position you as much more than just a salesperson.
I’ve been touting face-to-face meetings with my clients a lot lately as a way to jump-start business. Sales managers, however, often tell me that their companies can’t afford to have people traveling to visit customers. Although I’m all for being cost-efficient (some say “frugal” or “cheap”), but cutting out travel to see a customer as a way of saving money will wind up costing you more in the end. In this economy, so many salespeople have cut back on travel that it is creating a huge opportunity for those who are doing it to secure some significant business. If you believe in what you’re selling and in your selling skills, why would you cut back on making sales calls? If you believe cutting out travel will save you money, maybe the bigger issue is really the effectiveness of your selling skills.