Our smartest, tried-and-true tool for business development, lead generation, and deal closing has always been ourselves. And that’s not going to change anytime soon—if ever.
The digital world—as great as it is—threatens personal connections. Humans need face-to-face contact with others. Even with whisper-light computing power and immediate, 140-character Twitter posts, we are a face-to-face species. We thrive on interpersonal communication and being in the presence of like-minded individuals working together to get results.
So, if you want to sell, it’s time to put down the mouse, step away from the computer, and actually talk to people, whatever their language. Your sales success isn’t determined by the number of devices that connect you to the world. It’s determined by the number of connections you have in the world—relationships with people who not only buy from you, but who provide referrals to other great clients just like themselves.
Why Opening Your Mouth Matters
Sometimes all it takes to get the sale is a live conversation—not an email, text, or LinkedIn message, but a good old-fashioned phone call.
There’s a saying among salespeople that customers buy with emotion and justify with fact. If people don’t like or feel comfortable with us, they won’t do business with us. The reality is that you need people to start liking you within the first few seconds of your relationship. That’s really all you have to get off on the right foot.
Fancy gadgets and Facebook won’t make that happen. But a trusted referral and a personal connection will. You make the effort; you win the client.
Pick Up the Phone and Pack Your Pipeline
There’s a direct correlation between your personal connections and your sales success. Technology powers a great deal of our businesses and personal lives. It’s convenient and makes us more efficient. But it’s important to remember that people are the ones who power the technology. We create it. We use it. And sometimes we need a break from it—a chance to talk to a real, live person.
There is nothing like a handshake, hearing someone say hello, or seeing someone smile. Having an actual conversation in a day filled with staring at screens, reading emails, and answering text messages, is refreshing. Try it. I think you’ll like it.