In an age when the Internet seems to be taking over, how do we combat our urge to connect with customers via the web? E-mail and Twitter and Facebook are great ways to stay connected to our clients, but so is picking up the phone.

      While online tools are great at getting us access to potential customers and leads, once we land them we shouldn’t only use those tools as a way to communicate. Consumers want to know that we are here for them and that we will listen to them. Stellar interpersonal skills are part of what makes a great salesperson. 

      Since we are so reliant on technology, it is up to the sales team’s managers to break people out of their shells. Hold group meetings and encourage people to share how they stay connected to their clients without using the computer. Use these meetings to practice phone conversations and personal interactions.

      The web is a great way to find customers, but it’s not the way to keep them. The only way to establish a relationship with your clients is to pick up the phone and call them or schedule an in-person meeting. If you want more business opportunities to arise then pick up the phone and start with a simple “Hey, how are ya?”