Face
to Face Contact Hours
One of the most overlooked key performance
indicators (KPI’s) of all sales people,
is the amount of face to face contact hours which
we conduct on a daily basis.
The average I have found in Australia is about
2 hours per day of face-to-face contact with suspects,
prospects and clients.
Telephone contact is great and does achieve much,
however, the face-to-face contact hours are the
most important.
Prospective, and actual clients, expect to receive
visits from sales people. This is the law of nature
– communicating face to face is the key
to sales success. Sales People often forget to
realise that a customer may say “no”
five times before they say “yes”.
Some people are able to build rapport on the
phone, but many cannot. Unless you take the time
out to meet people face to face you will not be
able to build the right amount of rapport to build
a successful business.
To explain, rapport is the ability to effectively
communicate with someone, and it is based on aspects
such as body language, voice, and by that we mean
matching of tone and rate of voice communication
and also matching their speed of breathing, and
then by quality of what we say and how we say
it.
True sales relationships are built face to face
and not over the phone.
So the strong message here is to monitor your
amount of face to face activity and use this to
build strong alliances and strong key accounts.
Face to Face contact hours
- Monitor contact hours of each sales person
- Face to Face communication is the only real
way to build rapport
- You can not consistently win deals from your
office – visit a prospect or customer now!
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