In the face of the COVID-19 pandemic, different types of in-person sales are being reconsidered. In fact, 27% of in-person sales teams are considering abandoning in-person interactions and shifting operations to the digital world.
To help you consider whether this is the best path for you, we have prepared this practical guide where you will learn:
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In-person sales are those in which a company sells its products or services directly to the customer, in person. Also known as face-to-face sales, personal sales and personal selling , they require list of vanuatu consumer email the sales representative to be in the same location as the potential buyer.
There are different ways to make in-person sales: the company representative can schedule individual meetings with prospects , go door to door, wait for an interested party in a physical store, among other possibilities.
Could you sell anything? A sales role play can give you the answer .
What are non-face-to-face sales?
Non-face-to-face sales are those that use some type of technology to contact prospects, nurture leads and mediate the marketing of a product or service between a company and the client.
Also known as digital sales or online sales, non-face-to-face sales typically make use of technology at at least one stage of the conversion funnel : telephone, Internet, social media are examples of sales channels used in this context.
We recommend you read: Increase online sales: 3 powerful strategies for your company.
What are the characteristics of face-to-face sales?
Some more obvious than others, the characteristics of face-to-face sales reveal the complex dynamics behind the art of marketing a product or service.
1. They are face to face
As the name suggests, in-person sales require the salesperson and prospect to be face-to-face, in the same location, to complete the transaction. And this can be a positive factor, as in-person solicitations are 34 times more successful than those made by email, according to a Harvard Business Review study .
Do you want to improve your in-person sales skills? Read: Storytelling: the art of telling stories as a sales tool .
2. They are more subjective
An article published in the New York Post revealed that you have less than 30 seconds to make a good first impression. The data also indicates that smiling (53%), being polite (53%), speaking eloquently (49%) and making eye contact (49%) contribute positively.
This means that face-to-face sales tend to be more subjective, as you'll be judged on your appearance and mannerisms even before you put your sales script into action .
This may be useful for you: Rapport in sales: how to create empathy with the customer?
3. They are more personalized
According to a recent study , 86% of consumers say authenticity is a key factor when deciding which brands they like and support. In the context of in-person sales, this means that interactions should be tailored to consumer expectations, preferences, and needs .
You may be interested in reading: How to increase sales? Strategies that work even in times of crisis .
What types of in-person sales exist?
The main types of in-person sales are: direct, indirect, cross-selling and additional. Learn about the characteristics of each below.
1. Direct sales
Direct selling is when a person or company sells their products directly to consumers, without the help of intermediaries.
2. Indirect sales
Indirect selling is where a good or service is marketed through a third party, such as a partner or affiliate, rather than your company's team. It often involves middlemen, additional fees, and reduced control over brand image.
3. Cross-selling
Cross - selling is when a company attempts to market complementary products or services to its current customers. These new items are offered when a person is completing another purchase, which increases the salesperson's persuasiveness .
4. Upselling
Additional selling is when a company tries to market products or services. It is also known as up-selling or suggestive selling .
Expand your knowledge on the topic: What types of sales exist and how to choose the best one for you?
Face-to-face sales: advantages and disadvantages
Like everything in life, in-person sales have pros and cons. Take a look at the main aspects to make the best decision for your business.
Advantages of in-person sales
Start with the good things…
1. More deals
The closing rate for in-person meetings is 40% , which is a promising figure for face-to-face sales. However, to be successful in these business meetings, you must have good negotiation and conflict management skills .
2. More financial stability
Executives and business travelers estimate that 28% of their current accounts would be lost without in-person meetings. In other words, most business connections, transactions and opportunities depend on face-to-face sales visits.
3. More loyalty
Nearly 100% of people say that in-person meetings are essential for a long-term business relationship. This happens because people establish an emotional connection not only with the brand, but with the people who serve them, something that face-to-face sales can do excellently.
4. More compliance with quotas
65 % of in-person salespeople achieve a quota that is 10% higher than online salespeople. After all, it is much easier to be persuasive when you are in the same place as the prospect.
