The Coaching Effect Blog

Survey Shows Why 1 in 5 Lose a Sale

Posted by Kristi Shoemaker

May 25, 2011

We found this article was written by Jason Hensel for One+ Magazine and thought this information on sales strategy was important to share with you.

As technology continues to play a bigger and bigger role in our lives, sales people can never forget the POWER of the good old fashioned face-to-face meeting.  A recent survey conducted by Wakefield Research demonstrates why this activity should always be a part of every sales strategy.



Embassy Suites Hotels' Third Annual Business Travel Survey shows that face-to-face meetings are extremely important in business dealings, with 97 percent of business travelers surveyed feeling it is the most important part of developing and maintaining strong client relationships. More than half (53 percent) of business travelers reported having more in-person meetings with clients than in previous years. 

In fact, 76 percent of business travelers who had less face time with clients in the past 12 months reported it had a negative impact on their business relationships. For those still skeptical about planning a trip for the next business meeting, the survey—conducted by Wakefield Research for Embassy Suites—found that almost one-in-five (18 percent) of business travelers reported losing a project because they were unable to travel to see a client, and 17 percent say they lost the client altogether.

In this digital age where professionals rely on technology for just about everything, the question remains—can apps, emails and video chats replace old fashioned face time with clients? According to Embassy Suites’ survey, the answer is no. Respondents indicated it would take an average of five video conferences, 10 phone calls or 20 emails to replace one hour of face-to-face contact with a client.



Topics: Sales Skills Development

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