It’s easy to say we miss seeing our parents, our friends, or even our colleagues from time to time. So why can’t we say we miss seeing our clients?
The rise of video calls since the pandemic has meant that meetings are now an hour of solely business-focused chat. Yet there’s an irreplaceable value in meeting clients face-to-face, not just as business partners, but as fellow human beings. In an age where the younger generation often shies away from in-person interactions, it’s time to reconsider the significance of these encounters.
I recently read an article from my fellow Green Chronicle contributor, the Old School Agent, titled “Why have Estate Agents become scared of the phone?”, and it struck a chord.
In my opinion, it’s so much more than just phone calls. The phone is merely a symbol in this equation. It’s the lack of face-to-face meetings with clients. It’s the end of “end-of-deal” handshakes.
The handshake – a deceptively simple gesture – can speak volumes about a person. It is not just two people shaking hands; it is a symbol of trust, respect, and mutual understanding, establishing a connection on a fundamental level. It sets the tone for the interaction that follows, signalling sincerity and professionalism.
Meeting clients in-person offers a depth of understanding that is far more valuable than virtual communication. In a world where digital interactions can feel sterile and impersonal, face-to-face meetings humanise the business relationship. You are not just a name on a screen but a real individual with thoughts, feelings, and aspirations. Similarly, your client ceases to be merely a business entity; they become a person with whom you share common goals and challenges.
One of the most significant advantages of in-person meetings is the opportunity for informal conversation. Unlike structured video calls, where the focus is often solely on business matters, face-to-face interactions allow for spontaneous dialogue; small talk before the meeting, casual banter afterward. Whatever it is, these moments foster rapport and build trust, providing insights into your client’s personality, preferences, and communication style, and paving the way for a more authentic and productive relationship. This trickles over into a better relationship with the client in a business sense, giving you a greater understanding of how the client likes to communicate, their personal interests and their personality type.
In-person meetings can offer a unique opportunity for non-verbal communication. From facial expressions to body language, these subtle cues convey emotions and intentions that may be lost in translation through a screen. By observing your client’s demeanour firsthand, you can better gauge their reactions and adjust your approach accordingly.
Engaging in real-life interactions challenges you to step outside your comfort zone, honing your communication skills and building confidence. Each encounter offers valuable lessons in interpersonal dynamics to help you navigate complex social situations with ease. Over time, these experiences translate into tangible career advancements and enhanced leadership abilities.
I share the same worries with the Old School Agent: “How long before we ‘evolve’ to the point where spoken communication disappears from our lives altogether?”. It’s a dangerous path it looks like the industry is taking.
That being said, is this the fault of younger generations? Or is it older generations seeing how video calls and AI chatbots make the process easier? Are they now using these tools to do business as usual, but with a more relaxed life away from the city, while the younger generation takes the blame?
Either way my thoughts remain the same: we need to embrace and encourage more face-to-face client meetings, through which we not only strengthen business relationships, but also reaffirm our shared humanity. Let’s start extending a hand again, look each other in the eye, and rediscover the power of genuine connection. After all, in the business world and beyond, there’s no substitute for the personal touch.
