How important are face to face meetings with clients for a B2B lead company?
Hi there! Long time lurker, first time poster. I'm planning to start up a B2B lead company with a friend and looking for a little advice. We both have finance/insurance backgrounds, so our plan is to start off generating life insurance leads and selling them to brokers. Generally this kind of lead is around £40-45 per enquiry. Later we'll want to move into other sectors and sell other kinds of leads.
My question, to both lead companies, and companies that buy their leads, is how important are face to face meetings? My friend and I will be working together remotely and meeting up face to face is going to be difficult from opposite sides of the country. From your experience, do lead companies and clients usually meet face to face before making an agreement? If so are these meetings generally done at the client's workplace? Are follow-up 'check-in' visits then expected? Or is it generally just a case of speaking to someone on the phone and agreeing a price by phone or email, and never actually meeting the client face to face?
Any advice would be greatly appreciated. I'm an optimist, and hoping that face to face meetings aren't really necessary, whereas my friend thinks we're going to have to constantly travel the country to meet prospective and existing clients.
Tl;dr: Lead companies, do you visit your clients? Firms physically buying leads, do your lead suppliers physically visit you? How commonplace are in-person meetings between supplier and client?
Thanks for reading!
My question, to both lead companies, and companies that buy their leads, is how important are face to face meetings? My friend and I will be working together remotely and meeting up face to face is going to be difficult from opposite sides of the country. From your experience, do lead companies and clients usually meet face to face before making an agreement? If so are these meetings generally done at the client's workplace? Are follow-up 'check-in' visits then expected? Or is it generally just a case of speaking to someone on the phone and agreeing a price by phone or email, and never actually meeting the client face to face?
Any advice would be greatly appreciated. I'm an optimist, and hoping that face to face meetings aren't really necessary, whereas my friend thinks we're going to have to constantly travel the country to meet prospective and existing clients.
Tl;dr: Lead companies, do you visit your clients? Firms physically buying leads, do your lead suppliers physically visit you? How commonplace are in-person meetings between supplier and client?
Thanks for reading!
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