Why Meeting in Person is Still the Best Way to Develop Relationships with Clients

Virtual vs In-Person

I was just talking to a friend of mine the other day about meeting some new clients at their offices in Atlanta and visiting some existing ones as well. They brought up the question, “don’t you work in that I/T stuff? Can’t you just call them to talk or do one of those web conference things?” As I started thinking about it, so much of our world has started meeting virtually, whether it’s over the phone, or through an online video conference. People are starting to meet this way to save time, save money and to not sit in that darn traffic. But what are we really saving, or on that hand, what are we losing? Let me explain my view on meeting in-person and why I think that it is always the best way to talk to your customer!

Building a Relationship with Your Client is Key!

It’s very hard to build a strong relationship if you don’t ever meet them in person. Take online dating for example. You talk a little online or even by phone, but eventually, you want to go meet that them in person. But why is this? Its because you want that interaction, you want that experience that you can only get by meeting in person. The same goes for your clients. They want to see who they are working with, as well do you. I want to be there to build that relationship and strengthen trust in the beginning. Sure, there will be a lot of meetings and projects discussed by phone or web conference, but don’t forget to go see them every now and then.

Back in the day…

One thing that my grandfather would always talk about is how they would always make deals on the golf course. “Back in the day, the golf course is when deals are made”. He would tell me how this was how he was able to see his clients and top executives in person. He could see their reactions to questions, talk about future business and they would also joke around a little bit. This was a personable experience. Now I’m not saying that you should go buy a set of clubs, start taking lessons and become a member of a country club, but try to think of new ways to meet your customers. Go see them at an event or even take them to a place they like.

Will they Remember You?

Can you say that all of your clients will remember you? Did you do something to set yourself apart? Think about this each time you are going to see your client. Myself, I make sure to do something small each time we meet to make sure that they remember me. It could be something I wear, a conversation about similar hobbies or if all else fails, bring them a little treat. No, this is not a bribe, but a show of interest and appreciation. Remember earlier talking about dating, I bet you showed up with flowers or a gift of some sort more than once. This shows you care and you want to stay on their mind. Same goes for your clients, if you stay on the forefront of their minds, you will be the first person they reach out to when they need something.

In Conclusion

Show your clients that you and your company care about them and appreciate them. Yes, it will cost a little extra to travel and see them and you will spend some time in traffic, on a plane or sitting on the train, but go see them! You will be amazed at the difference it will make when you build that relationship and trust, just because you came to see them face to face. You will reduce the anxiety of the customer, deals will move smoother, faster and you will really enjoy seeing them, as they will you. They become business friends all because you invested the time to see them in person.