biz notes

importance of in-person connection

The way we communicate in business has changed tremendously over the last 20 years. From fax to email and phone calls to texts, are you truly connecting with your clients? It's easy to get a false sense of being connected. Social Media allows us a glimpse into the lives of our clients, friends, and family. This makes us feel like we know what's going on in their world. Text, phone calls, and emails give us a sense of being connected as well. After all, communication is happening, right? There is a difference between communication and connection. According to Google's English Dictionary, communication is, "the imparting or exchanging of information or news". Whereas connection is, "a relationship in which a person, thing, or idea is linked or associated with something else". Connection with clients can happen in a more relevant way, when it can be done face-to-face.

I asked our staff to give us their take on the importance of in-person connection. Chuck Archer: One thing that is missed in social media, e-mails and to a certain extent MS Teams/Zoom (especially with the camera off), is non-verbal communication. The way our body expresses nuanced language. Experts say 70-90% of all communication is non-verbal. Meeting face-t to face tells us so much about a person you ' re meeting with and them about you. With nonverbal communication you can tell if someone is truly engaged in your conversation, understanding a concept, or even telling the truth. In addition, meeting someone in person sends the message that they are important in your world. That you're willing to sacrifice your own time to be with them and that's powerful.

Monica Owens: A phone call or visit compared to an email or text is like the difference between virtual and realty. Virtual may look real…but it's not the REAL thing. You have to meet with your clients! How else are they going to get to know you? Putting a face to the voice or email is so important in establishing a good relationship with your clients.

Trish Hall: Many clients like to use text messaging as a form of communication. I'm happy to work with whatever their preferred method of communication is. That being said, I do find that having an in-p person conversation is the best way to stay in touch. This allows us to cover more information in an efficient way, helping me give my clients the best sales experience possible!

Lance Carmine: For as connected as we are with text, Facebook, email; it is easier now to disappear or go silent. You can ignore all those things. That's why it's important to call and stop by to say hello to your clients. Things can be misconstrued or miscommunicated in an email or text. Face-to-face allows you to make sure you and your client are on the same page. Kristin Nash: The Four Agreements by Don Miguel Ruiz is a small book that has been my guide for dealing with clients and life! Be impeccable with your word, don 't take anything personally, don 't make assumptions and always do your best. If I stick to these principles, I find I have happy clients. It is also very important to visit, talk to and keep them informed. I find that the leading salespeople are the best at these services.

Mark Bass: One thing we do differently here at B101.5 is encourage our sales representatives to visit clients face-to-face. Even if they are out of state. In some cases, the decision maker isn't based in this region. It' s important to get to know the people you ' re working with and for them to get to know you. By doing this our sales team creates strong relationships with all their clients, no matter where they are based.

By Mandy Smith

Mandy Smith is the Promotions & Marketing Director for B101.5. AKA "AJ" Weekend Air Personality