I am heading to NYC today to meet with a potential client for the fourth or fifth time, I've lost count. They did pay me a small consulting fee for some of my preliminary research as part of these meetings, but it is still a lot of face time for what has actually...

I am heading to NYC today to meet with a potential client for the fourth or fifth time, I've lost count. They did pay me a small consulting fee for some of my preliminary research as part of these meetings, but it is still a lot of face time for what has actually financially occurred, so far. Of course, these meetings are all about a much bigger contract. And while I am not a huge fan of waking up at 4:45 a.m. to catch the train so I can arrive in time for our meeting, I completely understand why it's imperative that I do so.

Telling someone why they should spend big bucks with your company just sounds more reassuring (and hopefully exciting) in person than it ever will on the phone or via Skype. The same is even true for lesser amounts. Important transactions are always best done in person. There is something more human about it, more trusting, and ultimately it will make the difference between landing the deal or not landing it.

While some clients will make the leap of faith and hire you before they meet you most will need to feel comfortable about the person or people they are trusting with their money. Even those that hire you sight unseen will most likely not relax until they get that in-person kick-off meeting.

However, no one really relaxes in my business until they see the actual designs. There is something about seeing that is believing, whether they are seeing your face or seeing the work you have created for them.

What do you think? In this world of virtual communication can Skype or GoToMeeting replace the good old fashioned handshake and a smile when it comes to landing new business?

Share on Twitter or Facebook Published April 28th 2010