Face-to-face telephone or email

8 08 2007

1, A couple quality face to face sessions in a day.

2, Dozens of quality phone calls in a day.

3, An unlimited number of emails.

Which is the best use of a heavy equipment salesman’s day?

I have heard it countless times from dealer management; “I want our salesmen out on the road talking face-to-face to the customer; not behind his computer”

I remember my first days at the Caterpillar dealer in Western Canada; Finning Canada.  I was handed a list of all current jobsites in our local area and I was to call every one of them to see if they were in need of our type of rental equipment for their job.  I was strictly generating leads and I could get through 30 calls in the day (depending of course on how many people would give me some telephone time).

With email there’s the opportunity, or risk (depending on how you view it), to just sit back and type a message… then hit the send button and wait for the phone to ring or the door to open.

And face-to-face, while time consuming, leads you to the customer’s jobsite or office (or favorite lunch spot or watering hole) and requires that good ‘ol fashioned belly-to-belly time.  How can you beat that?

So which is best?  Which is most effective? 

I think you’ll all agree that there’s benefit in each effort… it just depends on what the objective is.  Do you want to root out a lead?  Perhaps the phone is most effective.  Do you want to send out an equipment “Hot List” to current and prospective clients?  Perhaps email is most effective.  Do you want to build a relationship stronger and keep a customer for life?  Some face time may just do the trick.

I think the risk is that anyone of these options is considered “the only way” .. or that one of them is “not of benefit“.  I think all will agree that a salesman, or sales department for that matter, who spends all his time on email, or all his time on the phone, or all his time at the watering hole… may not be using his time most effectively. 

Get your sales department to adopt all three methods and watch the results.  Equip your salesmen with Point2 MANAGER Tools and watch OUT!

Please don’t hesitate to call or email us.



Chester Hagen – chagen @ point2.com
Vice President Sales || Point2 Technologies Inc.
888.955.7900 toll free || 306.955.1855 outside N.A.

 Powering progressive dealers! – http://manager.point2.com/ 

UsedIron.com; over 29,000 machines for sale, thousands of buyers a day 

We create innovative technologies that empower our customers to lead their field  




3 responses

28 10 2007
albert gaulion

we need heavy machinery telemarketing sales please
contact us any time after 10 am Florida time
B Regards

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