An excerpt from Inc.com
(Source).
What can you learn from an in-person meeting that you can’t from a virtual one? 1. You're off the record.
In Silicon Valley and many other places, there are few private
offices. Many of my clients work in cubes and can’t have private
telephone conversations with me or anyone else. This means that when I
talk to them on the phone, I might not get to hear the most important
information they can share: the unique team dynamics or executive’s
personality quirks that would make or break our ability to match an
expert consultant. Over sushi or a latte or a walk around the block, my
clients can let me know more -- with more color -- than they can over
the telephone or in an email.
2. Make use of not-so-small talk.
Most business conversations are focused on solving a problem quickly
and efficiently, while business relationships are built when people take
the time to share and learn more about each other. That happens more
naturally in person than over the phone or in an email. What cements a
bond between people? Small talk about a favorite team, passion for pecan
pie, parenting challenges, and the other bits and pieces that make us
unique and interesting.
3. Make an impression. I bought
a new handbag. It’s faux ostrich and it’s pink. Really pink. I’ve
received compliments on it from every woman (and one man) I’ve met with
in the past two weeks. I had worried it was perhaps not professional
enough for business. But the style and color were bold, “spring-y” and
made me smile. Who knew my $60 knock-off handbag would be such a great
conversation starter and deliver such a strong personal statement? How
do you do that over Skype?
4. Read the body language. Facial
expressions often communicate so much more than words. We host
consultant coffees and invite a handful of independent consultants to
our office in order to better understand the nuances of each
professional in a relaxed setting. We need to know what
isn’t on
the resume that makes each person unique. In their eyes and in their
body language, we can see confidence, empathy, fear, friendliness or
sincerity. That ability to “read” a candidate beyond their keywords is a
huge competitive advantage for us.
5. Learn where the action is.
I find out so much when I visit one of my clients in their office. Is
the lobby bright and inviting with recent accolades proudly displayed?
Do employees seem happy? Is there free juice and healthy snacks in the
cafeteria? Brand new Herman Miller chairs in the conference room? Is
everyone moving in slow motion or is there a palpable buzz? The
environment speaks volumes and may factor into your business proposal or
plan. By understanding company dynamics, we can communicate more
effectively to meet their needs.