Technology has changed the face of business in spectacular ways. It has enabled businesses to embrace a greater community, it has increased productivity, and simplified communication. There are so many positives that they would be hard to name here in this post. There is one aspect of technology that I find sad, and that is how it has made us lazy regarding personal contact or “face time” with customers and prospects. Email makes it so easy and efficient. But, you know what they say, “out of sight, out of mind.” In business this situation can be the kiss of death. If your entire relationship is email and text based, there is virtually no relationship.
Long distance customers take on a different dynamic, but customers within a few hours drive are worth having face time with. Companies like the investment company Edward Jones, does not allow it’s advisors to use email with their customers. They do allow personal, voice and snail mail contact only. This effort is rewarded repeatedly. Here are some other things that I do to make “face time” work for me:
Coffee chat: When a person contacts me to see how we might work together, I typically suggest we meet over coffee. This way I can size them up better and try to understand their motivation. I’ve struck up some terrific business relationships this way.
Networking meet-ups: You can use these events to spruce up your sales skills and put a face to a name. It gives you a chance to help someone on the spot.
In-person presentations: I like to present proposals in person. This shows that I want their business enough to get off my butt and shake some hands. I don’t want our relationship to be entirely virtual. Show you’re a real business.
Ignore email: Purposely visit customers. Showing up to chat WILL get you more business. I can’t tell you how many times I’ve taken something in personally that I could have just as easily emailed only to get other projects given to me on my way out the door. Seeing you reminds them of other ways that you can help.
“I’m in the area” opportunities: Sometimes, when “I’m in the area” I call to see whether I can pop in to say howdie. These friendly requests always brings a smile and some great conversation.
New service meetings: Recently, I emailed a number of old files and offered to bring them a coffee and discuss what I’m offering these days that might be of help to them. I hand a hand full take me up on it, and this effort resurrected some old business.
The point here is not to rely on convenience to grow your business. It’s not about you – it’s about them.
On a regular basis, I am on the look out for new opportunities for companies and individuals within my circle of influence. Whether they are located within my immediate market, across the continent or around the world, I am keeping their best interests in mind. As you might imagine, I speak with CEO’s from many different types of companies all the time. If for instance, I speak with a manufacturer, I immediately curious as to who supplies their 
When were kids every day was an adventure. The neighbourhood was filled with other kids our age and we played different games all the time. We climbed trees, ran short-cuts through other properties, raided fruit trees – all kinds of kid things. One thing that was consistent was our reliance on one another. There was a kid’s code on everything. How we shared and how we helped one another. One area that strikes me as a great lesson that I took into adulthood was boosting. When ever us kids found it hard to shimmy up a tree, or found the fence just a little too tall, we’d look back over our shoulder and ask our closest buddy, “hey, can ya gimmie a boost?” At the time it was a simple forgetable request. But looking back now, I realize that it was a great lesson in trust, humility and charity. 
