{"id":7137,"date":"2025-04-02T13:49:50","date_gmt":"2025-04-02T13:49:50","guid":{"rendered":"https:\/\/www.jbrecruitment.co.uk\/?p=7137"},"modified":"2025-04-02T13:49:50","modified_gmt":"2025-04-02T13:49:50","slug":"is-the-decline-of-in-person-meetings-costing-us-sales","status":"publish","type":"post","link":"https:\/\/www.jbrecruitment.co.uk\/is-the-decline-of-in-person-meetings-costing-us-sales\/","title":{"rendered":"Is the Decline of In-Person Meetings Costing Us Sales?"},"content":{"rendered":"

In my conversations this week with MDs and business owners in the B2B events industry, one recurring theme stood out: Are we missing out on sales revenue by not meeting clients in person?<\/p>\n

There\u2019s a strong argument that face-to-face interactions foster trust, deepen relationships, and ultimately lead to more closed deals. But despite these benefits, fewer salespeople are arranging in-person meetings. Why?<\/p>\n

What\u2019s Holding Event Sales Teams Back?<\/strong><\/p>\n

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  1. Cultural Shifts<\/strong> \u2013 The pandemic reshaped the way we interact, with digital-first approaches becoming the norm. Many sponsorship sales teams now default to virtual meetings without questioning whether in-person engagement could yield better results.<\/li>\n
  2. Inertia Since 2020<\/strong> \u2013 In-person meetings haven’t been standard practice for years, and for many, the habit has simply faded. If it\u2019s working \u201cwell enough\u201d remotely, why change?<\/li>\n
  3. Cost Factors<\/strong> \u2013 Travel and accommodation expenses add up. Companies have been cutting budgets, and many question the ROI of face-to-face meetings versus digital alternatives.<\/li>\n
  4. Time & Efficiency<\/strong> \u2013 A 30-minute Zoom call can replace hours of travel, allowing sales teams to engage with more prospects in a day. But are we prioritising efficiency over effectiveness?<\/li>\n
  5. Confidence & Experience<\/strong> \u2013 Many newer sales professionals have never relied on in-person meetings. Without exposure and training, they may feel uncomfortable leading face-to-face discussions.<\/li>\n<\/ol>\n

    Encouraging More In-Person Client Meetings<\/strong><\/p>\n

    If we believe in-person engagement drives more revenue, how do we reintroduce it effectively?<\/p>\n