For many of us, conducting business online, is just a part of life in 2013. We make financial transactions (locally and internationally), send emails (personal and business), connect on social media, browse, compare and shop.
A growing number of people conduct their entire business over the internet.
But for millions of others, the personal touch is still highly valued, particularly in the early stages of a business relationship: when trust is being established and confidence is being won.
In the past, such trust and confidence was engendered by meeting prospects and clients face-to-face—by visiting their place of business or inviting them to yours. You would shake hands, make eye contact, read each others body language (intentionally or just intuitively).
Behavioral scientists have, over decades, conducted research that shows that hand gestures, the tone of voice used and facial expressions reveal more about both speaker and listener than words alone.
This is often forgotten in technology-based communications like text-based emails and web conferencing. Professor Richard D. Arvey from the National University of Singapore, a psychologist, explains simply “You can’t see someone frowning on a conference call1”.
When it comes to budgeting for face-to-face meetings, however, the prohibitive cost of business travel often gives companies at the high end of town (the ones with large sales and marketing budgets!) an unfair advantage over their smaller rivals.
In the current economic climate, this advantage is unlikely to change as struggling smaller businesses focus on ‘survival’, rather than investing in what they perceive to be the high costs of implementing growth strategies that include physical visits to clients.
To make the situation even more challenging to SMEs, a survey from the Global Business Travel Association (FBTA) Foundation has revealed that travel costs will continue to rise2“.
So there appears to be a dilemma: technology has allowed business to be conducted efficiently online…. yet prospects and clients like a personal approach…. but the cost of face-to-face meetings is out of reach for many businesses.
At jiveSYSTEMS, our approach to video email is the cost-effective, easy to implement solution.
Just as it has increased the number of competitors that a SME may have, technology has provided solutions to help them stand out in a competitive environment. And it is those businesses that have discovered and embraced effective strategies and available tools that will thrive.
Our video email technology makes it possible for your clients to ‘meet’ you, to make a visual connection. It adds your face, voice, personality and smile to your message – easily, and without the increasing costs associated with in-person meetings.
By following up an initial phone call with a video email using jiveSYSTEMS technology, you offer what we call a ‘digital handshake’. And adding a human element in this way takes the effectiveness of your email communication to a completely different level.
The author of ‘The ABC’s of Networking”, Thom Singer, illustrates the value of establishing such a visual connection, telling us that “It’s easy to replace a vendor you’ve never met, but people think twice before firing a colleague or friend that they respect on a personal level3”.
Your video email will help to build trust with your prospects, and develop a sound foundation upon which to grow your business relationship—a foundation that before jiveSYSTEMS might only have been achieved through a series of face-to-face meetings and arduous follow-up phone calls.
To learn more about our alternative to face-to-face meetings, watch the video on our homepage.
Will is the Managing Director of jiveSYSTEMS and creator of the Digital Handshake™, a digital version of a time-proven tradition that turns tedious follow-up into a closing conversation. Will’s a hands-on guy, with a decade of experience enabling sales teams to leverage video. Will's an instant catalyst for positive change, once you get to know him, you’ll completely understand why.
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