Are Face-to-Face Meetings the Best Appointment-Setting Metric?

Article Lead Gen

The advent of remote work has drastically changed the way we do business with one another. Nowadays it’s much easier to communicate with clients and colleagues not just domestically but all over the world – which, needless to say, comes with more business opportunities.

You might think that face-to-face meetings are a bit of a thing of the past – but wait right there. In fact, in-person meetings still matter, even if you’re embracing the brave new world of remote work. So, if you’re planning an appointment-setting campaign, this is something you need to bear in mind.

There’s a place for both remote meetings and in-person meetings when looking to bring prospective clients on board.

Here are some points to consider when it comes to the question of whether face-to-face meetings are in fact the best appointment-setting metric.

Remote meetings are easy – but have drawbacks

Obviously, the main advantage of holding remote meetings with potential clients is that they’re very easy to set up. There’s no need to physically get all the relevant people together in a single location, which is often just as well as this can be difficult to arrange logistically – people have busy schedules, after all.

That said, there are downsides to remote meetings. In particular, there tend to be more distractions on remote meetings, and participants aren’t always as engaged as they would be face-to-face. Remote meetings also tend to be less formal and structured, which can sometimes be a good thing but might also mean that you don’t get through as much as you would in person.

It can be difficult to tell just how engaged participants are when you’re holding a remote meeting with them. This can be misleading, therefore – you may think that a prospective client is positive about your offering but later find out that the reality is otherwise.

The personal touch still matters

Another drawback of remote meetings when compared to face-to-face meetings is that they can seem impersonal. It’s not always easy to break the ice when you’re talking to people over the internet; on the contrary, it’s often harder to strike up the kind of rapport that gets everyone involved off on the right foot.

So, when you’re launching an appointment-setting campaign, this is something you need to remember. Those early discussions with potential clients can have a major bearing on your future relationship with them – and if you can’t strike up that rapport early on, it may prove tough to win them over.

Clients do appreciate it when you make the effort to see them in person. Good personal relations with clients are key to successful, long-term working relationships, so face-to-face meetings can truly be worth their weight in gold.

Seeing things up close

Whether a client wants to have a face-to-face meeting or a remote one will depend on a number of factors. These will include, for example, the distance involved in meeting up in person and the logistical aspects, like whether everyone involved can find a spare slot in their diary at the same time.

Another factor, however, is that some potential clients like to see for themselves exactly what it is their business partners do. It’s worth accommodating this where possible, as it can help to grease the wheels when you’re bringing new clients on board.

Likewise, hosting clients for in-person meetings gives you a good opportunity to emphasise your credentials and demonstrate to them that your business is a serious and professional enterprise. It’s all part of the process of establishing lasting professional relationships that endure for the long term.

In-person meetings can indicate greater seriousness

Another important point to consider is that in-person meetings may be a good indication of a prospective client’s seriousness. In other words, if a client is keen to have a face-to-face meeting, this could suggest that they’re more invested in your proposal and they want to get a deal done.

Arranging face-to-face meetings gives all the relevant decision-makers an extra incentive to be present and involved in the discussion, too. By bringing everyone together in the same physical space, face-to-face meetings can also be a good way of increasing engagement and allowing you to address more of the potential client’s queries.

Of course, you do need to ensure that you’ve allocated an adequate amount of time for the meeting so that you can get through all the main issues. This is why it’s a good idea to set and circulate an agenda in advance, sharing it with clients so they can make their own additions to it.

At Bollin Green, our expertise and thorough market research mean we only make appointments with relevant prospects which have the kind of problems your business can address.

Get in touch with us today to see what our expert team of appointment setters can do for you.

Joe Green

Got a Question? Book a Call

This field is for validation purposes and should be left unchanged.