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Practice Management > Building Your Business

Get face-to-face with clients

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Many advisors have local clients. You don’t have to get on an airplane, but you still need to get moving! Local or not, get in your car, get on a bus, take a train, and meet face-to-face with every client and prospect. Why?

Because, according to a study by IHS Global Insight, “Now, more than ever, as businesses seek to operate more effectively and efficiently, they are competing on analytics in order to thrive and survive. Firms that understand the relationship between business travel investments and increases in sales and then act on that knowledge will be able to capitalize and reap significant rewards.”

What’s the benefit on your sales? Joanne Black, author of No More Cold Calling, reveals a motivating statistic: By spending less time on the phone and more time in person, “You will accelerate your sales process by at least 30 percent. You’ll spend less time (who wouldn’t want that?) and attract more quality clients. You win the face-to-face selling contest every time.”


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