The Internet is a fantastic communications medium that has completely transformed business over the last 10 or so years. But, for all the email in the world, nothing has quite replaced the relationship building power of a conversation – especially, as our inboxes become increasingly flooded.
As a small business owner, a phone call can be an effective means to enjoy some quality time with a supplier or potential customer. Doing so will not only allow you to better understand the other’s needs, but, their attitudes to your proposition too. These subtleties (voice tones, pace, etc.) are near impossible to judge from 12pt Times New Roman.
When I catch myself opening up thunderbird, I remind myself:
- Don’t hide behind email – meaningful business relationships cannot be built through letters. Rather, pick up the phone. Not only will you be more memorable to your customers/supplier, but, you will also get more from the communication. If you must email, keep it short and follow up with a call.
- Go for it! You have nothing to lose – Picking up the phone to a potential business partner, customer or supplier is not taking a risk, because there is nothing to lose. You don’t even need to phone with a specific purpose other than to introduce your company and establish a contact. While you’re at it, why not ask how your businesses could work together. You never know if your call will come at an opportune time!
- Close the Deal, Here & Now – Often you can use the spontaneoity of a phone call to solicit an approval for a quotation, for example, which would otherwise have been turned down by a simple ‘Reply and Send.’ Not only can you quickly overcome any objections – When it is personal, people have trouble saying, ‘No.’
Communicating openly with your suppliers and customers is essential to building strong and loyal relationships. While an email is quick and inexpensive to send, it should never replace a frank conversation where any significant decisions are being made.
Go on, success is calling.