Have You Reached Out And Touched Someone Lately?
Ok....Not "that way!" You know what I mean. Remember the AT & T commercials from the 70's and 80's where they promoted long-distance calling? "Reach Out And Touch Someone" was a great message then and it still is today. And now we have no excuse not to. Long-distance calling within the U.S is free with most cell phone plans.
But if you're like most, you're guilty of using email and text messaging when you really should just pick up the phone or, even better, use Skype or another video conferencing app to communicate. This is important not only in our personal lives but for your MSP business as well.
Don't Always Rely On Email
Email is great for sending documents and quick messages, but it shouldn't be your primary method of business communications. There's something about hearing another person's voice that helps you connect, understand where they're coming from, and pick up subtle content that you never will in an email or text.
If you want your business to be successful, it's important that you communicate personally with clients, staff members and prospects. Pick up the phone, but as I said, even better?...Set up a video conference. And even better? Get in your car and meet up face-to-face.
What do I do? I often hop on a plane to meet with prospects and clients in other areas of the country (or in other countries). This is what's made Ulistic so successful.
Research Backs This Theory
A study conducted in 2016 found that emailing is not as persuasive as meeting face-to-face. 45 volunteers were told to ask ten strangers to complete a survey. Half of them made their requests in person while the other half used email. The same wording was used in both instances.
The face-to-face requests were 34 times more likely comply. And, these people were strangers. Just imagine if you knew the person you were trying to persuade. The positive response would likely be much higher.
The Pros Of Face-To-Face Meetings
There's something about face-to-face communication that email or text messaging can't compare with. Here are some of the reasons for this.
Body Language Is Important
Sometimes a facial expression or body posture relays more than words ever can. These cues aren't picked up in emails or texts. It's not always how you say something but what your facial expressions and body language relay. These are lost in emails and text messages.
In fact, according to a study at UCLA, 93% of communication effectiveness is determined by nonverbal cues. This is true with both strangers and the people you know.
Building Trust Is Easier Face-To-Face
Face-to-face encounters are capable of building a more genuine and trustworthy relationship. This, along with the power of touch sends powerful messages. We're wired for this from birth. This doesn't mean you should give your new prospect a big hug, but a handshake with an authentic smile can make the difference between a sale and a no-go.
- Face-to-Face Meetings Promote Engagement
People are more likely to respond to a request more quickly if they're in the same room with you as opposed to receiving the request in an email. They'll be more invested in the conversation and get moving instead of putting you off until later.
- It's Easier To Sell Your Services Face-to-Face
It’s difficult to sell over email. Take Gary Vaynerchuk, for example. He's extremely charismatic. Read one of his blogs, and you'll see. If you watch him on video he'll really reach out to you. And, if you meet him in person, (like I did recently) you'll be a real believer in his message!
Speaking of virtual meetings – Aren't these just as good as face-to-face meetings?
Sometimes a virtual meeting is the only answer. You can't meet everyone in person all the time. You'd never get anything done. Plus, distance isn't an obstacle any longer with virtual conferencing.
When you can't meet in person, set up a virtual meeting. You can do this on your phone when riding the train home at night. It's convenient, and people can join wherever they are.
You can still pick up on subtle facial cues, and with most business video conferencing platforms you can share your computer screen to provide visuals and other content to better relay your message.
Face-To-Face Meetings Are A Must For Marketing Your MSP Business
But when it comes to marketing your MSP business, you can't beat face-to-face meetings.
Get up from your desk and get out there and meet your prospects and leads. Sure, you can send marketing emails, and keep up with your web-based marketing. But supplement it with face-to-face networking.
Get in your car. "Drive your business forward." Go to Chamber of Commerce meetings. Find out where your prospects hang out and go there to meet them.
This will give your MSP business the "face" it needs to develop trust. You can market online, but you must also market in person.
In conclusion...If you really want to drive your business forward, reach out and touch someone!
Need help? Let's meet!