Virtual Sales vs. In-Person Sales: Why In-Person Sales are the Best Option Moving Forward
23 Years, 12 Countries, 2500+ Sessions.... I've witnessed the sales industry evolve over the years, and one of the most notable changes is the shift towards virtual sales. While virtual sales may have their advantages, I believe that in-person sales remain the most effective way to connect with potential clients. In this post, I will examine the pros and cons of virtual and in-person sales and explain why in-person sales would be the best option moving forward.
Pros And Cons Of Virtual Sales
Virtual sales have gained popularity in recent years (specially during Covid) due to the convenience and accessibility they offer. Salespeople can conduct meetings from anywhere in the world, saving time and money on travel expenses. In addition, virtual sales allow for a wider reach, enabling salespeople to connect with potential clients across the globe.
However, virtual sales can also have their downsides. Salespeople may find it challenging to establish a rapport with clients virtually, and communication can be less effective. Additionally, there is a higher risk of distractions and technical difficulties during virtual sales, which can hinder the sales process.
Pros And Cons Of In-Person Sales
In-person sales, on the other hand, have the benefit of face-to-face interaction, which can help build trust and relationships with clients. This can lead to a more personalized sales experience, as sales reps can adapt their approach to the client's body language and reactions.
However, in-person sales can also be time-consuming and costly. Travel expenses and the need to arrange in-person meetings can make the sales process more challenging. Additionally, in-person sales can be limited to a specific geographic location, which can restrict the number of potential clients.
Why In-Person Sales Is The Best Option Moving Forward
Despite the advantages of virtual sales, I believe that in-person sales remain the best option moving forward. Here's why:
Firstly, face-to-face interaction is crucial in building trust and relationships with clients. According to a study by Harvard Business Review, face-to-face requests were 34 times more effective than email requests. In-person sales allow salespeople to establish a connection with clients and create a more personalized sales experience.
Secondly, in-person sales enable sales reps to adapt to the client's body language and reactions, leading to more effective communication. Nonverbal cues, such as facial expressions and body language, account for up to 60% of communication, according to Stephen Covey (Known for his books '7 Habits of Highly Effective People', & 'The 8th Habit'). In-person sales provide an opportunity for salespeople to pick up on these cues and adjust their approach accordingly.
Lastly, in-person sales can lead to a higher conversion rate. A study by the Center for Exhibition Industry Research found that face-to-face sales resulted in a 40% higher conversion rate than sales made through virtual channels.
In conclusion, while virtual sales may have their advantages for increasing reach, I believe that in-person sales remain the most effective way to connect with potential clients. Face-to-face interaction allows salespeople to establish trust and build relationships with clients, leading to a more personalized sales experience and a higher conversion rate.
As the saying goes, "People listen to you if they like you, and people will buy from you if they trust you", and in-person sales provide the best opportunity for salespeople to establish trust with clients.