Sales channels to reach your customers

Face-to-face selling means selling directly to customers in person, for example in a shop, showroom, sales visit, exhibition or trade event. It can help you explain products clearly and build trust, but it can also involve higher staff, travel and premises costs.

Advantages of face to face sales

Advantages of face-to-face sales include:

• you can explain and even demonstrate complex products
• it's convenient for the customer and easy to bring in other individuals who need to be involved
• you can learn more about what the customer wants
• you can build a personal relationship
• you can use your selling skills to convince the customer to buy

Disadvantages of face to face sales

Selling face to face also has some disadvantages, including:

• It is the most expensive sales channel as it demands higher staff and premises costs.
• Travel time and costs can be significant. Where possible, plan trips so that several customers in the same area can be visited.

The costs of face to face sales may outweigh the value of an initial order. But if the customer then makes several repeat purchases, the expense will be justified.

When to use face to face sales

You should use face to face sales for:

• high-value and complex products and services
• establishing initial contact with a key target customer
• strengthening relationships

Face-to-face selling may not be cost-effective for low-value sales. You may want to sell directly through distance selling, such as online, by phone or by email