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The business world is changing at a fast pace and will never be the same as it was in the past. Traditional sales practices must evolve too. It has become much more challenging to find and keep clients due to increased competition and the barriers that people put up to protect their privacy in a world of information overload.
John Naisbett coined the phrase in his Megatrends books, "High Tech, High Touch". Essentially, marketers will have to become much more precise in the way they reach prospects and manage existing clients. This means understanding clients at a much deeper level in terms of their interests and needs. Customers will expect to be treated with extra care and demand more value for the privilege of providing them with your services.
One aspect of the new age, however, that will never change is TRUST. In our world of ongoing incidences of fraud and bad press, people have become much more cautious about who they choose to do business with. Establishing and maintaining trust will more than ever be essential in developing and maintaining a long term relationship with your clientele.
