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Emails Do Not End in Handshakes

By Allan Colman

“Emails do not end in handshakes.” That is the headline from a recent British Airways ad aimed at encouraging business people to head across the pond for a good old-fashioned face-to-face meeting. Their message is spot on.

Certainly, social media, email, cell phones, faxes and so forth have all made it much easier to stay connected with your clients. But if you believe that social media is the only path to retaining your clients and facilitating closing skills, you need to reconsider. Your clients and prospects would tell you that they value the one-on-one time that an in-person meeting provides.

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