Getting physically in front clients is the best way to build rapport and stay top of mind. But all too often, prospects are busy or just want to handle everything on the phone or in email. For high-value clients, you will close more repeat business if you meet in person.
When selling advertising, meeting face-to-face gives you a chance to really listen to your client, educate them on the full value of the ad campaign, and then collaborate with them to customize your proposal to their business or brand objectives. And that’s a recipe for success.
But sometimes clients reject meetings because they don’t want to feel pressured to reciprocate the meeting with signing a deal.
For these situations, one way to casually book a meeting for a hard-to-pin-down client is to let them know you will be in the neighborhood.
Use a line like, “I’m going to be in your area on Wednesday for the afternoon anyway. I’d love to stop in if there is a good time for me to come by?” You don’t actually have to have other appointments near them that day.
Because you know that being in front of them would advance your sale. An in-person meeting improves your closing chances dramatically. But they may be wary to commit, so make it less of a commitment.
Simply be in the neighborhood.
Remember that this tactic isn’t for everyone, or every stage of the sales cycle. Some clients will enjoy that you’re coming all the way just to meet with them. In that case, make sure they feel special.
Image credit: Nolan Williamson