Home > Business, Career, Leadership, Success > The value of a hand shake

The value of a hand shake

There is no substitute for a hand shake and a smile.  Making connections is what people remember.  Webpage’s, blogs and Google searches are all cold and sterile and don’t transmit the personality of the seller to the customer.  

Here’s a little something I found that has rung true for me.

“The impact of in-person meetings that I experienced personally this week has been studied in some depth by the fine minds at the Harvard Business Review Analytic Services. In a 2009 global survey of 2,211 Harvard Business Review subscribers, 95 percent of respondents viewed in-person meetings as a key to success in building long-term relationships. Specifically, face-to-face meetings were seen as most effective for:

This says a lot about you

 

  • Negotiating important contracts (82 percent)
  • Interviewing senior staff for key positions (81 percent)
  • Understanding and listening to important customers (69 percent)

Joanne Black, author of “No More Cold Calling,” says she’s not surprised by the strong feelings businesspeople have about the productivity-enhancing properties of in-person contact. “We have become so organized around technology that we have almost forgotten what it’s like to talk to people,” says Black. “But when you find yourself face-to-face with someone, you realize you can explore, ask questions, keep asking more questions and get to the heart of the matter.”

It’s time to go and shake some hands.

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  1. ChrisT
    March 17, 2011 at 9:38 am

    This is a topic that I feel Very Strongly about. So many have become “The Wizard of Oz” distributing their magic from behind a screen of whatever size or shape.

    Technology has created a sort of illiterate monster that has become more of the rule than the exception (in 140 characters or less). Horrifying grammar and spelling skills have become the norm. We’ve come to expect easy and are rapidly losing our ability to be the social beings our very nature requires.

    I realize that in this global economy you can’t be face to face with every prospect that might buy your product or service, but if someone really expects me or my company to readily hand over tens of thousands of dollars to them because they can spell “SaaS” or “shoot me a quick email”, they would be horribly mistaken.

    Technology is a tool, not a technique! A real human being will always have the distinct advantage. At least have the courtesy to pick up the phone and call me. (Okay, I’ll get off my soap box now!)

  2. March 18, 2011 at 1:49 pm

    Making a personal connection is huge. When two people can look each other in the eye, they’ll be able to see, hear and understand each other better.

    Somehow that is getting lost.

    Matt

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