Dylan Vergara spent $100 on a lunch in Austin that landed a client generating $2 million monthly. Harvard research shows asking key questions in person improves odds 35-fold, and 68% of B2B buyers want face-to-face meetings before signing.
You have a very important question to propose to a prospect, and there's 2 ways to do it. You either one, send an email, or 2, take them out to lunch. According to Harvard Business Review, asking the same exact question face-to-face at a lunch yields a 35x better result, better outcome for the person asking. Even McKinsey's saying 68% of B2B buyers prefer that face-to-face, that eye-to-eye, that hand-to-handshake before they sign on the line. So I know we're in the world of remote sales, remote closing, remote setting, not talking to anyone in person, not traveling. But if there's a deal you want to close, you need to take this into consideration. Back in the day, I used to own a sales agency, and we signed this one client through an in-person lunch. Big deal. We knew we wanted this client. We knew we could blow them up. Fast forward, I'm not involved in it, but that client does over $2 million a month. My old agency still runs the team, and the deal was big. It was long. It was hairy. It's hard to tell if things would have panned out in the way that they did if that lunch never happened. Quite literally, like an 8-figure lunch. It maybe cost $100 to run. But yeah, man, get out there, shake some hands. And if you work for someone, you work for a company, tell them you need them to pay for more lunches so you can go in person and close more deals.
