Many businesses are eliminating travel because they view it as a sales expense, and not an investment.
A Harvard Business Review Reader Poll reported that 95 percent of sales people agree that face-to-face meetings are key to building long-term relationships. Even in our technology-driven world, there is nothing that replaces a personal conversation and in-person interactions for both building and maintaining business relationships.
A study by IHS Global Insight revealed, "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."
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. 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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