Fello Retrospective: Why Shaking Hands Still Wins Deals

It’s easy to forget the unmatched power of in-person interactions. At Fello, we’ve realized that while emails, video calls, and virtual meetings are great tools, they’re no replacement for a firm handshake, a genuine smile, and the rapport that comes from sitting across the table from someone.

Let’s dive into why stepping out of your comfort zone and onto a plane might be the smartest move you make this year.

The Timeless Power of Face-to-Face Meetings

Humans are wired for connection. In-person interactions allow us to communicate on a deeper level through body language, facial expressions, and tone. A handshake or shared laugh builds trust in ways no email thread ever could.

Studies have shown that face-to-face requests are 34 times more effective than those made via email (Association for Psychological Science). Why? Because they allow us to form emotional connections, process complex information, and truly understand one another. Trust doesn’t just happen—it’s built through genuine human interaction.

Storytime: When a Handshake Changed Everything

Last year, I flew to a tech conference on a whim, with no meetings on my schedule. Within two days, I’d met a CTO over coffee, shared ideas with a founder during a lunch break, and struck up an impromptu conversation with an investor at the bar.

That trip? It led to partnerships and opportunities that wouldn’t have existed if I hadn’t shown up. The point isn’t just to network—it’s to be present where innovation, collaboration, and deals are happening.

COVID Changed the Game, But Not the Rules

The pandemic redefined how we work and communicate, making Zoom calls and virtual conferences the norm. But as the world reopens, we need to re-embrace the value of showing up in person. Technology may bridge distances, but it can’t replace the depth of human connection.

Getting on a plane or attending a trade show might seem like an old-school move, but it’s a smart investment in today’s relationship-driven business landscape. In-person meetings improve collaboration and decision-making (Harvard Business Review).

Tech Meets Touch: The Hybrid Approach

Here’s the good news: you don’t have to abandon the digital tools that keep us connected. Instead, use them as a complement to in-person touchpoints. For example:

• Start Online, Finish Offline: Use LinkedIn to introduce yourself, but follow up with a coffee meeting or lunch.

• Host Hybrid Events: Create opportunities for both virtual attendees and in-person connections to thrive.

• Be Strategic: Reserve in-person interactions for key moments like closing deals, kicking off major projects, or deepening partnerships.

The ROI of Travel: Proof It Pays Off

Need convincing that in-person efforts are worth the expense? Here’s some food for thought:

• Deals are 65% more likely to close after face-to-face meetings (Forbes).

• Client retention rates increase when relationships are nurtured in person (ChurnZero).

• Leaders who attend conferences or industry events report an average of three new opportunities per trip (Event Manager Blog).

The value isn’t just in what you say—it’s in showing up. When you prioritize people, they prioritize you.

Surprising Success: How Unexpected Moments Lead to Big Wins

One of the best things about in-person networking is the spontaneity it brings. You might bump into an investor you’ve been trying to reach for months, or meet a potential partner who shares your vision. These are the magic moments that no Zoom call can replicate.

“Networking isn’t about shaking the right hands—it’s about shaking many hands. The connections you didn’t plan might just change your business.”

A Call to Action: Get Out There

So, here’s our challenge to you: Get out from behind your screen. Reach out to your top clients or prospects today and plan a visit. Show up, listen, and make an impression. Bring a small gift, host a lunch, or simply be present.

This isn’t just good business—it’s how you build relationships that last.

Conclusion: Be Present, Build Trust

At Fello, we know that behind every great deal is a handshake, a conversation, and a commitment to showing up. Let’s make 2025 the year we embrace the power of being present.

Would you like us to help you make your next in-person interaction unforgettable? Let’s chat.