The more your customers and prospects hear from you, the more they buy from you. It never works the other way. We cannot communicate less and sell more.

Similarly, the more your salespeople call customers and prospects (rather than email) the more they will sell to them.

The more salespeople visit customers and prospects, spend time with them, walk with them, eat with them, drink with them, maybe meet their families, the more these people will buy from you.

The more you communicate personally, the more your market will buy. (Ironically the personal communication — as opposed to, say, the conference call, the email, and the text message — has become a serious rarity in business. This is how easy it is to stand out from the crowd in your industry!)

I know you already know this.

But that doesn’t mean you’re doing it, necessarily.

And if you are doing it, there’s probably room for you to do it more.

This week, I have a two-part challenge for you:

1. When you’re about to email a customer or prospect, stop yourself, close the window, and pick up the phone instead.

2. When you’re talking with a high-revenue potential customer or prospect on phone this week, arrange to meet them at their office in the near future.

Communicate personally.

Build relationships.

Sell more.