LMI BLOG

Should You Meet Online or Face-to-Face?

Posted by LMI Dealer Content Team on Mon, Jun 13, 2016 @ 10:27 AM

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Are you booking enough online meetings with potential prospects and customers? Some Managed Print sales professionals tell us they’re seeing a growing appetite from customers preferring online versus face-to-face meetings.

Question: How many of your last 10 face-to-face meetings could have been as productive if those meetings were held online?

The benefits of online meeting can be pretty compelling for both parties when you think about the effort and time commitment required to actually meet with someone in person.

Online Meeting Benefits:

  • Saves Time
  • Saves Money
  • Participant Collaboration from Remote Locations
  • Builds Relationships Beyond Email and Text

In general, elite salespeople seem to use technology to sell more than their journeymen counterparts. Although they still place tremendous value on an old fashion handshake, most top performers would argue that the online meeting is an excellent way to maintain relationships and offer new contacts a “less committed” way to engage for the first time. Across the board, salespeople selling Managed Print and Managed IT Services indicate that they’re doing approximately 15 - 20% more online meetings so far in 2016 vs the same period in 2015.

New Business Prospecting Benefits

The majority of salespeople are always hunting for new business. But gaining access to key decision makers is becoming increasingly difficult. That’s why innovative sellers are inviting more and more new contacts to a quick online meeting as a non-intrusive way to get their physical foot in the door – and here’s why.

Online Meeting Benefits for Prospecting

  • No Geographical Barriers
  • Less Time Commitment than Face-to-Face Meeting
  • Prospect Can Leave Early if There’s No Perceived Value
  • Provides Opportunity for Live Interaction
  • Natural Predecessor to Face-to-Face Meeting

If you think about it, most customers you want to talk to are comfortable with booking online meetings because they use them internally or with other vendors – so why not go with the flow?

Online Meeting Benefits for Existing Customers

Think about your last 10 onsite meetings you had with people currently buying from you and your company. How many of those meetings could have been done over the web to achieve the same goal? Again, we’re not suggesting that salespeople stop booking traditional meetings in the customer’s office, we’re simply finding that today’s progressive seller is utilizing a blend of online and face-to-face meetings to achieve their sales objectives.

Perhaps now is the time to rethink your strategy for customer engagement to start more sales cycles and connect more often with existing customers. 

Tell us your thoughts on the impact of online meetings in your business!

If you enjoyed this blog, here are a few others you may be interested in reading:

7 Quick Ways to Grow MPS Sales

3 Simple Analogies to Explain Managed Print Services to Any Customer

Tips to Sell Your Print Assessment Software to Reluctant MPS Prospects

 

 

Tags: Online meetings