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Since some people aren't on digital media, should you start with the phone first?
This question came in during the Focus Roundtable: How Important is the Phone to Growing Revenues? http://www.focus.com/events/marketing/focus-sales-roundtable-how-important-phone-growing-revenues/
Basically, this question is: When your prospect are not online, should start with the phone and then get them into the digital pipeline?
Answers may be included in an upcoming report.
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1 Answer
I think we have to communicate with our customers using the channels/methods they most prefer. Some are very comfortable with digital media, so if that's their preference, we'd be foolish not to use it. Some prefer the phone, others may prefer face to face.
While we may prefer digital media, what we prefer doesn't count. It has to be all about the customer and what makes them most comfortable.
As far as moving them into the digital pipeline, I guess I'd question, "for what purpose?" If they clearly see some advantage or value in it, then the salesperson can be very helpful in helping the customer do this. If they see no value or have no desire, then we are trying to get them to do something that's for our convenience, not theirs.
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