The modern era is full of automation, artificial intelligence, and remote communication. This is also true in sales, business, and customer service. Despite this, interpersonal relationships and face-to-face meetings remain crucial for business. In this article, we will discuss why it is still important to meet clients in person whenever possible and to build strong interpersonal relationships with them. We will also provide some tips on how to achieve this.
These tips were provided by the SalesForce blog.
Personal contact helps build mutual trust
Although online communication offers speed and convenience, nothing can replace an in-person meeting. Face-to-face interactions allow for better mutual understanding, the establishment of trust, and the creation of strong business and personal relationships.
More loyalty and long-term cooperation
Clients who feel that a company’s sales representative genuinely cares about them on a personal level tend to be more loyal and are more likely to stay with the company long-term. Moreover, if a crisis arises or if a client urgently needs an effective and reliable solution, they are more likely to turn to someone they personally know rather than searching for new suppliers and business partners in the "virtual" space.
Tips for building strong relationships with clients
- Meet with clients regularly. Whenever possible, arrange in-person meetings with your clients. Strive to build not only business relationships but also informal connections. Do not underestimate "small talk" and conversations about non-work-related topics.
- Listen to clients and tailor your communication style and business offers to them. For sales success, it is essential to understand your client’s needs. Actively listen, adjust your communication style to fit the client, and always strive to offer customized solutions.
- Be authentic and show a personal approach. Clients appreciate direct and honest communication. Avoid an overly formal approach and demonstrate your human side.
- Meet with clients even when you do not intend to sell them anything. Avoid coming across as an aggressive salesperson. As part of quality customer service, make an effort to meet with clients even when you are not looking to sell anything.
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