Some ideas are good ideas . . .

Some are all wet.

Several years ago, I’d finally managed to convince my then boss, that it would be a worthwhile ROI to schedule a face-to-face meeting with one of our clients. He was adamantly against it. Because the client was in Europe. And we were not. This particular client had been with us for a fairly long time, making a high six-figure investment of their own in our company each year. Certainly more than the cost of a flight for both of us.

Over a few months of patient persuasion, the ROI Analogy Gong finally rang for my boss. We were Europe-bound. Naturally, he flew first class.

While I, on the other hand, made friends with some pets in the cargo hold.

Anyway, we landed in Europe. Retrieved our luggage. Took a cab to our hotel and prepared for our meeting the next day.

Upon arrival at our client’s facility, it became clear (well, to me), that our client’s team was appreciative of our traveling to meet with them. They took us on a tour. Introducing us to people with whom I’ve spoken, but never met. During our tour, they also made spontaneous introductions to their colleagues, including other potential decision-makers. The tour ended in a conference room, where we had a fairly long meeting that went very well, with new project assignments being discussed. Our clients had other meetings to attend. So my boss and I thanked our hosts. Said our goodbyes and took a cab back to our hotel. During the ride, we agreed to have dinner, review our meeting, and discuss next steps regarding the new projects we learned about.

Once at the hotel, my boss headed to the elevator, while I stopped at the front desk and asked if someone could suggest a good restaurant within walking distance. I had also checked the weather and learned there was a potential for rain later. Me being an old Boy Scout, I asked to borrow an umbrella.

My boss and I met later in the lobby, and off we went for a 20-minute walk to the recommended restaurant.

The meal and discussion were fine. About an hour later, we left the restaurant and started heading back to the hotel, (in the direction I remembered). My boss stopped abruptly. Said he had a different recollection regarding the direction to the hotel. Strongly disagreeing with me. Insisting his way was the right way.

I attempted to calmly disagree. But he took my calm demeanor as a challenge to his intellect. He then angrily took off in the direction he was certain to be correct. As I watched him hurriedly walk away, I shrugged my shoulders and continued on what I believed to be the correct route to the hotel.

After about five minutes, the skies opened up. And so did my umbrella, as a downpour began.

The drenching rain hadn't let up by the time I returned to the hotel, where I was waiting out front for my boss under the canopy.

15 minutes later, I saw someone walking towards me. Someone who was clearly agitated. Clearly soaking wet. And clearly avoiding making eye contact as he rushed by me.

Any guesses as to who it was?

What’s the takeaway?

There are definitely benefits of face-to-face meetings.

• It’s always nice to connect a Zoom face with a real person.
• They frequently provide introduction opportunities for potential referrals.
• They are also a good way to reinforce your commitment to and with clients.?

Last point.?

It’s OK to have strong ideas about being right.

It’s also OK to be wrong and admit it.

But, either way, it’s a good idea to be the one with the umbrella.

#businessdevelopment #customerexperience #sales