You've all heard it before. We love to work with people we like. One of the easiest ways to work out that you like that person is with a face-to-face, or what we call belly-to-belly conversations.
Of course, like me, you may work with people offshore. In that instance, yes, obviously you need to talk via the telephone. Even better would be a program like Skype or Gotowebinar where at least you can literally eyeball each other! This might also be a good alternative if you are tight for time, as remote meetings save on travel and parking time.
However, if you are working with people locally then you have a far higher chance of converting any leads if you meet up with them face to face. I love how much more personal it is, more relaxed and I do believe you can be more present with the other person when they are right next to you.
Also, since I moved into an office, I have found that I have saved myself more than just time, when people are happy to come visit me (which they usually are). I realise just how much money, energy and time I was spending flitting from cafe to cafe before I took the plunge and committed to monthly rent. I think it also positions you nicely, demonstrating that you are 'grown up' enough to work from an office. Don't get me wrong, I happily worked from home for the best part of 10 years. But for lead conversions, I think belly to belly, in an office trumps all!