Knowing when a conference call is enough and when getting on a plane is needed, is a fine line. As a startup I have limited resources (time and money) to make in-person visits. And yet sitting down in front of someone, even for five minutes, can really do wonders in bridging the gap between the point of “this person is trying to sell me a booth” to becoming “the person helping me grow my business.”

I’m not sure that it is possible for some people to feel that trust by phone alone.