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Face to Face Contact Hours

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One of the most overlooked key performance indicators (KPI’s) of all sales people, is the amount of face to face contact hours which we conduct on a daily basis.

The average I have found in Australia is about 2 hours per day of face-to-face contact with suspects, prospects and clients.

Telephone contact is great and does achieve much, however, the face-to-face contact hours are the most important.

Prospective, and actual clients, expect to receive visits from sales people. This is the law of nature – communicating face to face is the key to sales success. Sales People often forget to realise that a customer may say “no” five times before they say “yes”.

Some people are able to build rapport on the phone, but many cannot. Unless you take the time out to meet people face to face you will not be able to build the right amount of rapport to build a successful business.

To explain, rapport is the ability to effectively communicate with someone, and it is based on aspects such as body language, voice, and by that we mean matching of tone and rate of voice communication and also matching their speed of breathing, and then by quality of what we say and how we say it.

True sales relationships are built face to face and not over the phone.

So the strong message here is to monitor your amount of face to face activity and use this to build strong alliances and strong key accounts.


Face to Face contact hours

  • Monitor contact hours of each sales person
  • Face to Face communication is the only real way to build rapport
  • You can not consistently win deals from your office – visit a prospect or customer now!

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