Virtual Vs Face to Face Meetings: Which is Effective in Sales?

Meetings were traditionally in-person before technology replaced them initially with platforms like Skype and later with multi-person virtual meeting platforms like Zoom. However, it took a pandemic to showcase the complete versatility, lacunas, and areas of improvement in conducting productive virtual meetings. We still come across some funny clips where babies in their diapers and pets walk into the makeshift workspaces, seeking the attention of the team member who is juggling a work call. Though, it is good to see the clips, there is a decent belief that it is not possible to focus on meetings when people are working from remote places unless they are in solitude. 

SalesWorks face to face sales strategies prove that in-person meetings are productive with faster turnarounds. However in-person meetings have the cushion of time and geographical boundaries. When you need to convince a hard client, close a big ticket deal, or meet the customer for the first time, using the least resistance approach of face-to-face sales will be more fruitful. Here are the different benefits of both virtual and face-to-face sales, and the best use cases for employing either of the meetings :

  • Higher Efficiency

There are meetings that you need to attend but you don’t have to attend. The presence of the team member is required as a solidarity effort where the agenda is predetermined. There are no conflict resolutions or ideations in these meetings. These meetings can and should ideally be virtually conducted for maximum resource optimization. 

The efficiency of using virtual meetings for follow-up checks can reduce the overall sales cycle and is appreciated by clients in the long run. Using virtual platforms to conduct daily team meetings will increase the employee experience in digital workspaces. 

  • Building Connections

First impression meetings, initial pitches, conflict resolutions, change in agreement of terms, negotiations, and casual meetings to network better, are all scenarios where a person’s charm, confidence, and demeanor work well in person. Face-to-face meetings should be used to build pivotal connections.  

Assessing the non-verbal cues and altering the tone, content clarity, and striking an interactive conversation for better persuasion is possible when you are meeting in person. 

  • Hybrid Approach

Instead of taking sides on what works best for an organization, working through a middle path will allow companies to have the best of both worlds. Depending on the change in circumstance, sometimes retaining the flexibility to meet either online or offline, can prove to be productive. 

For instance, if a client cannot make it to your office because of a canceled flight, consider using the time to set up an immediate virtual meeting. Utilize the time to tide over hiccups and attain positive closures. Critical meetings that you feel can be closed only in person may sometimes be the result of perception. If you convey your point virtually, you will be saving resources and adding to sales. 


It is a case-specific decision to resort to virtual or in-person meetings. Unless the entire platform of the client mandates virtual meetings with a set of protocols, one can stay flexible in their choice.