Marketing Advisor Update

Sales and marketing tips, insights and advice for service businesses amd companies selling complex or technical products.

Sunday, March 26, 2006

Marketing is a 'contact' game

How often do you rely on electronic communication with clients and referrers, instead of real personal contact? In a recent issue of Brazen Careerist by Penelope Trunk, she mentions that "the need to have regular human moments at work is similar to the need to stand up and stretch on the airplane; your well being depends on it".

Penelope also quotes research that highlights the importance of this face-to-face communication in developing well adjusted relationships. Although she is talking about what you do at work, the same applies when communicating with clients and prospects.

Too often I see professionals and business owners who 'hide' behind email, web sites, brochures, and direct mail. These marketing activities are used instead of personal contact. Why? Usually because the professional or business owner is scared of talking to their clients. They are scared of not knowing what to say. They are scared of being in a new situation.

Although this sounds childish - it is what people do.

Don't you make the same mistake. The solution is to create more human moments in your business dealings and you will reap the rewards of stronger relationships, more clients, and increased sales.


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