APRIL TEN 2022 Digital

APRIL 2022
The Magazine for the Awards & Imaging Industry
APRIL 2022

Face-to-face communication is critical in modern B2B sales process

During the past two years due to the covid pandemic virtual communication has been a vital new addition to the daily running of many businesses across the globe . Even though this has been generally a successful way to connect with other businesses and with new and prospective customers , in-person meetings will now have a significant influence in 2022 and beyond .
Throughout the covid pandemic the B2B sales process became increasingly digital due to the restrictions in place . However face-to-face meetings still provide certain benefits that technology cannot replace . After two years of only being able to converse digitally , face-to-face business at long last is making its return as a key element of the sales process .
Research has shown that in-person meetings are 34 times more successful than those made via email . The close rate for in-person meetings is 57 %, and executives and business travellers estimate that 28 % of their current business would be lost without in-person meetings . The pandemic may have shaken things up by bringing digital interaction to the fore , but face-to-face meetings retain a strong appeal .
The human brain is wired for connection and appreciation . To build relationships and close deals , it is essential to understand what makes each person tick . Businesses need to take into account that face-to-face sales are often the first time a customer gets acquainted with your brand , products , and services .
A recent report from Stellar Global discovered that 85 % of customers would be encouraged to buy a product after a product demonstration , while 73 % want a product demonstration to give them an understanding of how that product works .
These findings highlight the importance of taking the time to demonstrate your product , educate prospective customers about its advantages and answer any questions they have .
A product demonstration given to your customer provides them the opportunity to learn how it will benefit them the most . Using face-to-face meetings to show how your product helps them solve their problems , wants and desires is crucial in the sales environment .
In some cases , technology can improve communication efficiency during the sales process . In other cases , technology exacerbates the problem of poor sales communication . Any sale can , for example , be ruined by a dropped call or poor internet connection . Face-to-face selling overcomes these technical challenges , allowing salespeople to build real relationships with prospects . Another benefit for face-toface sales is the ability to better measure prospects ’ reactions by using body language cues .
All in all , success in B2B sales means using all the methods available to you and using them well . Technology should , of course , be used when it is sensible to do so , but the value of face-to-face interaction can never be understated . At a time when societies and the world are opening up again , embracing in-person meetings is sure to yield success .
Trade shows are a valuable resource to promote your company to a wider target audience where you benefit from meeting prospective customers face-to-face at one venue , saving you time and money . Trophex UK is a major well established trade event for the Trophy , Engraving , Awards , Medals and Personalisation industry . The aim of the next show in 2023 is to re-connect the industry , creating a space where you can network , build new business relationships , and catch up with current customers and suppliers personally .
During the six months preceding Trophex UK a targeted marketing campaign will be put into place to promote the return of the show . The dates for Trophex UK are Sunday 22nd and Monday 23rd January 2023 . The show is predicted to be very busy after a three year hiatus due to the covid pandemic .
Trophex UK will be hosted at a new exciting venue , The National Conference Centre and Motorcycle Museum . The move to the new venue has ensured Trophex UK can offer a competitive revised rate to exhibit , making your first major face-to-face event even more affordable . Also the visitor benefits from free access to the show with free parking just outside the entrance , and the opportunity to make their visit a fun day out by mixing business with pleasure with a visit to The Motorcycle Museum just next door to the show .
If you are interested in exhibiting at Trophex UK or would like to advertise in the shows sister magazine , TEN , please get in touch . We will be happy to discuss your requirements and how we can help support your business through 2022 .
Jane Soones – Trophex UK sales : janesoones @ hillmedia . com
Colin Gallimore – TEN advertising sales : colingallimore @ hillmedia . com
Nigel Bean – Managing Director : nigelbean1 @ aol . com