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Chapter 14. Follow Up Effectively > Getting Face-to-Face

Getting Face-to-Face

Whenever you can, arrange to see people face-to-face. Sure, you can call or drop someone an e-mail, but face-to-face encounters are the fastest way to develop the trust that's so essential to a developing relationship.

Turner wrote a letter to his franchise training director recommending Gloria, a speaker, for the next training conference and sent her a copy. Rather than calling to say thanks, Gloria dropped by Turner's store. She said, "Your letter was wonderful. I appreciated it so much. I will follow up with the training director. Do you have time to give me the grand tour of your store and to tell me about your products and services? I want to understand exactly what you and your fellow franchisees do before I make a proposal to the training director. And I want to be able to recommend you to anyone I run into who needs printing."


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