Many vendors know that visiting your prospects face-to-face facilitates superior discovery, particularly for industries like manufacturing, warehousing and distribution, retail, etc. In my own experience, a visit to my prospects’ laboratories was always illuminating, and prospects were often delighted and proud to show off their facilities.
Even for businesses like accounting and order processing, just seeing staff members desks and workplaces paint a richer picture of prospects’ situations. Massive piles of papers are, for example, good indicators of major problems!
But with the advent of COVID, lockdowns, and restricted travel, the opportunities for face-to-face meetings diminished. Now, while travel is (comparatively!) unfettered, many prospects are loathe to invite vendors into their buildings. As a result, many (most?) vendors still rely on Zoom/Teams/etc. for discovery conversations.
A good alternative to the face-to-face visit is to use FaceTme or WhatsApp for an online tour of your prospects’ facilities. Try it and let me know how it works for you!
No comments:
Post a Comment