Facetime - IRL
Let’s face it—heading back to the office or traveling to client sites may feel like a chore in today’s hybrid work world. But here’s the truth: those unplanned, off-the-cuff moments that happen in person can often be more valuable than you realize. Whether it’s casual chatter before a meeting, a quick hallway conversation, or a serendipitous encounter at a conference, these moments are gold for building relationships and driving progress.
The Value of Showing Up
There’s a reason salespeople are known for wining and dining clients—it’s part of the job! Taking the time to meet face-to-face fosters trust and builds rapport in a way that Zoom or email simply can’t replicate. And while it may look like schmoozing from the outside, these interactions create opportunities for connection that drive real results.
Here’s why being present matters:
Unplanned Conversations: The best insights often emerge in moments you didn’t schedule. A side comment during a meeting or a chat over coffee can reveal a client’s true priorities or pain points.
Deeper Relationships: In-person interactions strengthen personal connections. Clients are more likely to trust you when they see you as a person, not just a name in their inbox.
Opportunities for Influence: Being present allows you to read the room, adjust your messaging, and capitalize on moments when you can make the biggest impact.
Strategic In-Person Engagements
Maximizing the value of face-to-face time requires strategy. Here are some ways to make it count:
Prioritize Client Visits: Whether at their office or during a conference, showing up demonstrates commitment and interest in their success.
Send the Right Team: Strategic hiring or sending team members who can represent your brand authentically makes a lasting impression.
Utilize Events: Even casual gatherings, like holiday parties or industry mixers, matter. These settings are perfect for strengthening relationships without the formalities of a typical meeting.
Create Moments of Value: If you’re hosting an event or meeting, ensure there’s something memorable or meaningful for attendees—a presentation, a new insight, or simply a thoughtful gesture.
Trends in Client Engagement
In the evolving world of sales, the emphasis on human connection is stronger than ever. Here are some trends to keep in mind:
Hybrid Meetings: Even if the main meeting is virtual, consider scheduling in-person follow-ups for key discussions.
Experiential Engagements: Clients value unique experiences. Hosting a small workshop, attending an event together, or organizing a collaborative session can set you apart.
Shared Moments Matter: Casual, shared experiences—like grabbing lunch or attending a game—help forge genuine bonds.
Blending Work with Social: Today’s clients appreciate when salespeople blend professional and personal touchpoints, making interactions more relatable and enjoyable.
It’s All About Relationships
At the end of the day, sales is about relationships, not spreadsheets. While finance or operations teams may not see the value of those dinners or holiday parties, they’re integral to the job. People buy from people they trust, and trust is built through meaningful connections—not just pitches.
So, embrace the unplanned moments, invest in showing up, and remember: every conversation, no matter how casual, is an opportunity to move the needle. Sales isn’t just about closing deals; it’s about opening doors.