When to choose a Face-to-Face Meeting
Whether it’s an existing client or a new prospect, there are certain times when you should be putting the phone down, stepping away from your emails and taking the time to meet them face-to-face. This extra effort will really boost your reputation in the eyes of the client. It’ll give you a chance to stand out from the competition and get some quality time in front of your prospect.
These days, everyone is short on time. We’re pushing ourselves harder and expecting a lot more from our working day. Programs like Skype and Zoom are fab, they allow us to be truly global in our business ventures. However, there are few digital equivalents to real-life face-time. The secret lies in knowing when to choose each option.
So, when is it important to organise a face-to-face meeting?
1. When you need to introduce yourself to a new prospect
A word of advice; no one will work with someone they don’t like or trust. Developing rapport is the first step to building a successful business relationship. Sure, you can have a great chat on the phone or a bit of back and forth via email, but nothing beats a sit down, one-to-one conversation for getting a gauge of each other.
Furthermore, you can guarantee when a company starts reaching out to recruit, the phone will be non-stop ringing with folks like you. Stand out from the crowd by getting your foot in the door (literally!) and going that extra mile to win their business.
2. When you’re taking over an account from a previous recruiter
If you’ve been handed a new account, the first thing you should be doing is setting up a meeting to introduce yourself. As above, it’s critical that you build an immediate relationship, earn their trust and prove you’re going to do a great job!
This is a time when you really want to be paying close attention to how the person across from you is feeling. One way to do this? Body Language. When can’t you use body language? Over the phone. Make the most of all these benefits and nuances every time you arrange a face-to-face meeting.
3. At regular intervals with existing clients
Again… relationships, relationships, relationships. Keep your face and presence known and you’ll have a more satisfied client. These meetings are also the perfect place to upsell your services while you have the attention of the decision-maker (or someone close to them).
Don’t fly in and pitch your latest offering (the cardinal sin of sales!) but use the time to uncover pain points and dissatisfactions, offering a timely and unique solution. Perfect.
4. When you have a specific event to be present at
It could be presenting a candidate, or perhaps an interview. Whatever the action, make sure you’re there, in person. If your reputation and business relationship rests on something, be present. The end of the phone won’t always cut it when it comes to maintaining happy clients and happy candidates.
So, I hope you’ve found this interesting and perhaps gathered some useful advice for the future. Providing services tailored specifically to the recruitment industry, The Sales Manager are a training and telemarketing company based in Northampton. With over 20-years’ experience in both recruitment and sales, we’re honoured to be a TEAM Service Provider. Until next time, this is Julie Futcher, over-and-out!
Julie Futcher - The Sales Manager