I have recently been making enquiries in to updating my digital presence and as a part of this have been involved in a number of sales calls with digital agencies. It has been an eye-opening process for me particularly in regard to the way the sale process is managed.
As someone who started my career in sales, it surprises me how little time is spent on developing a relationship on the sales calls I have been in. Admittedly these have been via video calls so the usual time allocation for small talk when meeting face to face is different. However, this is of particular relevance when purchasing intangible services because there really is little else to go on beside past work or recommendation.
My experience has been that developing the relationship especially when selling intangibles is a critical part of the sales process in the digital age.
Ask yourself how you are developing relationships with your clients?