3. Listening is learning
A conversation has to have two participants. Make certain you provide time to receive information from your audience.
That is the moment when the most meaningful connections are made. Try to find what you have in common and how you can assist each other.
The contact may not result in a sale but it may result in a referral. Make an attempt to follow up with another meeting or a phone conversation in order to further develop the relationship.
4. Can You offer a Little More?
Perhaps you can offer a sample product, a discounted price, a video. You may want to save this for a follow up meeting, but plan for it.
5. It Doesn’t have to be One or the Other
Online marketing will undoubtedly expand awareness of your company’s products and services, but it will not replace the value of a face to face meeting with a potential customer/client.
The body language, the eye contact, the conversation will NEVER be replaced by contacts made through an internet connection.
Face to face meetings are more likely to develop into long term relationships rather than transactional sales.
Do not overlook the importance of networking, but use your valuable time wisely.
And always keep in mind that sales and marketing are vital for success, but you need adequate time to address many other aspects of building a company.
About the author
Marjorie Weber has been educating entrepreneurs and guiding them in their search for capital for the past 16 years: combining business training programs with one-on-one mentoring. Marj is currently a financial advisor for Florida SBDC at FIU. She was Chair of SCORE Miami Dade from 2010 to 2014. She also serves as an advisor to the Goldman Sachs 10,000 Small Business Program and the SBA Emerging Leaders Program and provides training for Veterans seeking an entrepreneurial path upon retirement from the service. She has been facilitating workshops under the auspices of Miami Bayside Foundation for the past 3 years. She commenced her career as a real estate investment banker in New York and Miami.She uses these long term relationships to assist her clients in accessing capital. She knows both the process and the people and has assisted in providing financing for hundreds of businesses in Miami Dade.