{"id":4618,"date":"2025-03-30T04:58:50","date_gmt":"2025-03-30T04:58:50","guid":{"rendered":"https:\/\/amplispot.amplispotinternational.com\/?p=4618"},"modified":"2025-04-04T05:03:19","modified_gmt":"2025-04-04T05:03:19","slug":"in-person-prospecting-the-power-of-a-handshake-and-a-smile","status":"publish","type":"post","link":"https:\/\/amplispot.amplispotinternational.com\/blog\/in-person-prospecting-the-power-of-a-handshake-and-a-smile\/","title":{"rendered":"In-Person Prospecting: The Power of a Handshake and a Smile"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\"><strong>Chapter 18<\/strong><\/h2>\n\n\n\n<p>In Fanatical Prospecting Chapter 18, Jeb Blount spotlights one of the most timeless and effective sales approaches: meeting prospects face-to-face. While digital channels and phone calls can be efficient, there\u2019s an irreplaceable impact that comes from a genuine handshake, a warm smile, and real human connection. If you\u2019ve ever been to a networking event or had an impromptu chat that turned into a sales opportunity, you already know how powerful in-person prospecting can be.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Why In-Person Prospecting Works<\/strong><\/h3>\n\n\n\n<p><strong>1. Human Connection Builds Trust<\/strong><\/p>\n\n\n\n<p>People are naturally drawn to genuine conversation and connection. Seeing facial expressions, hearing tone of voice, and observing body language all contribute to a deeper sense of rapport.<\/p>\n\n\n\n<p><strong>2. Body Language Speaks Louder Than Words<\/strong><\/p>\n\n\n\n<p>Eye contact, a firm handshake, and a confident posture send strong signals about your credibility and approachability. These non-verbal cues can\u2019t be fully replicated through emails or phone calls.<\/p>\n\n\n\n<p><strong>3. Personal Interactions Stand Out<\/strong><\/p>\n\n\n\n<p>In today\u2019s digital world, meeting someone in person is memorable. Prospects are more likely to recall a face-to-face conversation, setting you apart from the endless stream of digital pitches.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"Why Sales Coaching Drives 4X Results | Ask Jeb with Dennis Klemp\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/iAD9_mwq1NE?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Key Elements of Successful In-Person Prospecting<\/strong><\/h3>\n\n\n\n<p><strong>1. Prepare Ahead of Time<\/strong><\/p>\n\n\n\n<p>Whether attending a conference or planning a drop-by visit, research is crucial. Understand the event\u2019s purpose, scope, and attendees. Identify potential prospects and develop conversation starters or relevant insights.<\/p>\n\n\n\n<p><strong>2. Make a Strong First Impression<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Dress Appropriately<\/strong>: Your attire should match the setting and reflect your professionalism.<\/li>\n\n\n\n<li><strong>Approach Confidently<\/strong>: A smile, good posture, and purposeful stride signal self-assurance.<\/li>\n\n\n\n<li><strong>Introduce Yourself Clearly<\/strong>: Offer your name and a concise statement about what you do or how you help others.<\/li>\n<\/ul>\n\n\n\n<p><strong>3. Start with Value<\/strong><\/p>\n\n\n\n<p>Lead with how you can help. Rather than launching into a pitch, ask about their goals or challenges, and share a quick insight that aligns with what they care about.<\/p>\n\n\n\n<p><strong>4. Listen Actively<\/strong><\/p>\n\n\n\n<p>The best salespeople are often the best listeners. Show genuine interest by asking follow-up questions and affirming their points. This demonstrates respect and builds trust.<\/p>\n\n\n\n<p><strong>5. Be Memorable<\/strong><\/p>\n\n\n\n<p>Leave them with a nugget of value\u2014maybe an insightful statistic, an engaging story, or a tip they can apply right away. This creates a stronger impression that sets the stage for future conversations.<\/p>\n\n\n\n<p><strong>6. Follow Up Promptly<\/strong><\/p>\n\n\n\n<p>Collect business cards or contact information and reach out within 24-48 hours. Whether you send a personalized email or schedule a quick call, prompt follow-up shows professionalism and keeps the conversation moving.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Where to Leverage In-Person Prospecting<\/strong><\/h3>\n\n\n\n<p><strong>1. Networking Events<\/strong><\/p>\n\n\n\n<p>Industry-specific gatherings offer a chance to meet people who share similar interests or challenges.<\/p>\n\n\n\n<p><strong>2. Trade Shows and Conferences<\/strong><\/p>\n\n\n\n<p>Attendees are often looking for new ideas and solutions, making these events prime grounds for meaningful conversations.<\/p>\n\n\n\n<p><strong>3. Drop-By Visits<\/strong><\/p>\n\n\n\n<p>Sometimes, a spontaneous visit to a prospect\u2019s office can lead to an unexpected yet fruitful meeting.<\/p>\n\n\n\n<p><strong>4. Community Events<\/strong><\/p>\n\n\n\n<p>Local meetups, fundraisers, or social gatherings can be great places to form connections in a more relaxed atmosphere.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-4-3 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"How to Survive a Mid-Winter Sales Rut (Ask Jeb)\" width=\"500\" height=\"375\" src=\"https:\/\/www.youtube.com\/embed\/2_PuV0HCc6k?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Common Mistakes to Avoid<\/strong><\/h3>\n\n\n\n<p><strong>1. Being Overly Salesy<\/strong><\/p>\n\n\n\n<p>Pushy pitches can drive prospects away. Focus first on building a relationship and understanding their needs.<\/p>\n\n\n\n<p><strong>2. Neglecting Preparation<\/strong><\/p>\n\n\n\n<p>Walking into an event without knowing who\u2019s attending or why they\u2019re there diminishes your impact.<\/p>\n\n\n\n<p><strong>3. Forgetting to Follow Up<\/strong><\/p>\n\n\n\n<p>A great in-person encounter loses its value if you don\u2019t maintain the connection afterward.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Real-World Example from Our Sales Process<\/strong><\/h3>\n\n\n\n<p><strong>Challenge<\/strong><strong><br><\/strong>A salesperson felt awkward and unprepared at networking events, often leaving without forging any meaningful connections.<\/p>\n\n\n\n<p><strong>Solution<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Researched upcoming attendees, learned about their industries, and prepared a few relevant talking points and open-ended questions.<br><\/li>\n\n\n\n<li>Approached new contacts with genuine curiosity, asking about their goals and challenges before introducing solutions.<br><\/li>\n\n\n\n<li>Followed up within a day or two with personalized emails referencing something discussed in the initial conversation.<\/li>\n<\/ul>\n\n\n\n<p><strong>Outcome<\/strong><strong><br><\/strong>This shift in strategy led to stronger connections and three new meetings, one of which turned into a closed deal within a few weeks.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Key Takeaways from Chapter 18<\/strong><\/h3>\n\n\n\n<p><strong>1. Preparation Equals Confidence<\/strong><\/p>\n\n\n\n<p>Research the event, anticipate questions, and know your audience to make every face-to-face meeting count.<\/p>\n\n\n\n<p><strong>2. Focus on Relationships, Not Sales<\/strong><\/p>\n\n\n\n<p>In-person prospecting is about building trust and rapport first. Sales conversations flow more naturally afterward.<\/p>\n\n\n\n<p><strong>3. Be Proactive About Follow-Up<\/strong><\/p>\n\n\n\n<p>A timely, personalized follow-up can solidify the relationship and move it toward a business opportunity.<\/p>\n\n\n\n<p>In-person prospecting is a timeless strategy that remains highly effective in our digital age. By combining genuine interest, thoughtful preparation, and a heartfelt follow-up, you can forge connections that translate into lasting partnerships. Next time you attend a conference or meet a potential client in person, remember the power of a handshake, a smile, and a genuine desire to help.<\/p>\n\n\n\n<p>When you stand face-to-face with a prospect, you do more than just communicate\u2014you connect. And in sales, that human connection can be the difference between being easily forgotten and being the one who closes the deal.<\/p>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Chapter 18 In Fanatical Prospecting Chapter 18, Jeb Blount spotlights one of the most timeless and effective sales approaches: meeting prospects face-to-face. While digital channels and phone calls can be efficient, there\u2019s an irreplaceable impact that comes from a genuine handshake, a warm smile, and real human connection. If you\u2019ve ever been to a networking [&hellip;]<\/p>\n","protected":false},"author":35,"featured_media":4619,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[31],"tags":[],"class_list":["post-4618","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-book-review"],"_links":{"self":[{"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/posts\/4618","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/comments?post=4618"}],"version-history":[{"count":1,"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/posts\/4618\/revisions"}],"predecessor-version":[{"id":4622,"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/posts\/4618\/revisions\/4622"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/media\/4619"}],"wp:attachment":[{"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/media?parent=4618"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/categories?post=4618"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/amplispot.amplispotinternational.com\/wp-json\/wp\/v2\/tags?post=4618"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}