SURFACE WORLD LIVE 2022 - SHOW REVIEW
Surface World Live proves 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-toface meetings still provide certain benefits that technology cannot replace . After two years of only being able to converse digitally , face-toface 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 .
2 MARCH 2022 read online : www . surfaceworld . com