In the sales game we all know that nothing beats face to face. Even today, when the Telesales departments of our organizations are doing well, we know that fewer businesses will buy from us this way. A recent survey reported by Deluxe Corporation confirms that what we already know is true for businesses is also true for consumers. If you are selling to small businesses, consider the fact that the individual and the business are often one and the same.
"Faced with increasing competition to secure each customer relationship as early as possible, financial services companies are spending millions understanding the needs of each customer. However, a recent nationwide telephone survey commissioned by Deluxe Corporation showed that, when asked how well their financial services companies know their specific needs, 43 percent of consumers said "not well at all."
Fortunately, a consumer's local financial services company could have the upper hand in the fierce competition for customers. A majority of consumers, 62 percent, said they're more likely to accept offers from their local financial services company than from a national credit card company or other financial service provider. Further-more, 67 percent of respondents said they were more likely to accept offers if they were presented in person."
Source: Deluxe Corporation Press Release, December 2, 1999 (through Shandwick).
