It’s not impossible to get lost in your phone trying to place your products on every potential clients’ screen. I mean, why wouldn’t you? It’s cheaper and faster. Though that doesn’t mean it’s better.
If you’re a small business owner that’s trying to boost B2B sales, you may have to ditch this new trend and start hosting in-person events.
In this article, we’ll discuss a couple reasons why these events are making a comeback and how they can really boost your sales.
Building Trust: The Foundation of Lasting Relationships
There’s a reason why many important decisions between people are held in person. There’s something about looking someone in the eye while shaking their hand that a text or a phone call can’t really convey.
In a face-to-face event, trust can flourish naturally because they see the real you (unless you’re a really good actor). Not some online persona polished to perfection, or a disembodied voice on the phone.
While being charming is a part of trust-building, it’s not the only thing that matters. In person, you can show your expertise in real time, show genuine interest in your clients’ needs, and prove you’re more than just a faceless entity or fluke trying to get into their pockets.
When you get the trust of your potential clients, they are more likely to open up about their challenges, which would give you invaluable insights on the angle to start your pitch with, and offer solutions that they would 100% resonate with.
Create Memorable Experiences to Stand Out in a Crowded Market
With the internet, came easier ways to fill up potential clients’ inboxes. No one has to leave their room to get a deal worth anything nowadays. Emails pile up, social media ads become background noise, and even the most carefully crafted and curated content can get lost in this space. So how do you stand out? Wow them in person.
When you place yourself in front of your potential client, you get a chance to show your expertise, or just casually mix with them. You’ll be creating lasting impressions by engaging multiple senses and tapping into your shared experiences in conversations.
So months later, when they’re considering their options, they’ll remember you at an in-person event, not a random mail in their inbox.
Facilitate Real-Time Feedback and Problem-Solving
Unlike digital interactions where one party could leave the other “on delivered” for hours, an in-person event provides an opportunity for immediate communication that goes both ways. That way, you’ll be able to gauge reactions of your potential client, address your concerns on the spot, and even make your pitch if that’s what you planned to do.
Being able to do all that is so invaluable because you’ll be able to find new pain points that whatever you’re trying to sell could fix. And because you’re right there, possibly in engaging conversation, you can brainstorm solutions together. If you’re able to bond by solving problems so quickly, you can fast track the sales process in ways you couldn’t when you’re not in-person. SalesWorks face-to-face sales can help here.
Nurture Existing Relationships
Yes, face-to-face events are great for getting new clients and lengthening your roster, but they’re also good for another important reason- keeping your old relationships.
When you host events for your current clients, you show them that your end goal wasn’t just the first sale with them. You get to showcase new offerings, gather feedback on your products, and overall remind them why they chose to work with you in the first place.
Who knows? They could even promote your business for you for this simple gesture.
Closing Deals
Although the aforementioned benefits are important, you and I know the main reason for organizing a face-to-face event is to close deals with clients, potentially large ones.
With the personal connections formed, the trust built, and the solutions possibly discussed, you would be a hair’s breadth from closing a deal, at least one for the night.
Takeaway
It might seem daunting to host face-to-face events, especially if you’re a small business owner. The amount of time, resources, and effort to step out of your comfort zone that it requires is mind boggling. But when you think about the rewards you could reap from taking this step- stronger client relationships, more trust, faster deal closure, and a memorable brand experience – you’ll realize it’s a step worth taking.
So just start. No need to splash out on the first try. Plan a focused-client appreciation event or an intimate product showcase. Learn from each experience, get feedback, and build up your efforts for the next one.
Remember that you have a higher chance of making a good first impression in-person, than you do getting picked out of possibly thousands of emails. So just do it.