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In-person drop in tips

I recently started a new role (b2b - saas - operations managers - 1-1000 employees - SE USA) and a big part of the job is dropping in to businesses to identify POC’s and try and book meetings. Does anyone have any tips or tricks to make the most of these drop-ins?

πŸ”Ž Prospecting
πŸ‘‘ Sales Strategy
πŸ“ž Cold Calling
7
Incognito
WR Officer
+11
Master of Disaster
Bring coffee and something deliciousΒ 
CuriousFox
WR Officer
+13
Senior Account Executive
Yes. If they are ugly to you then bring bran muffins and apple juice next time.Β 
JuicyKlay
Politicker
+9
AM
I’ve been hesitant with foods and beverages since covid happened but you’re probably right. It’s time to bring coffee back in to the mixΒ 
InQ5WeTrust
Arsonist
+9
Sales Savages, what is our profession? Trauma!
In freight game pretty common to drop into the warehouse and try and talk to the man in charge.Β 

Mileage may vary depending on who your exact ICP is.Β 

A 60 person company is going to be easier to go in and locate the correct PoC than a 900 person as the GK at the 60 will typically be more open to discussing info.Β 

That's my experience at least.Β 
JuicyKlay
Politicker
+9
AM
I appreciate your insight! What was your opening line when you walked in the front door? Something like, β€œhey, I’m juicyklay and in the neighborhood working with your peers. Wanted to drop of my card and introduce myself to your GM”?
InQ5WeTrust
Arsonist
+9
Sales Savages, what is our profession? Trauma!
I didn't due to the door to door much due to Covid.Β 

The older guys where I was working would honestly just walk into the warehouse and ask for the person in charge of X. Warehouses are used to people coming and going.Β 

Few different ways.Β 

1. Go in with the target known, i.e look it up on LinkedIn first so you can go in with a name. If the GK declines you can always follow-up asking if X is the best person to handle that or should I be speaking with someone else.Β 

2. Go in blind, ask if they could help you, who's the best person to deal with X.Β 


This really depends on your segment/market. In freight they're used to contracting with multiple people at once and putting things out to bid. Your mileage may vary.Β 
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jefe
Politicker
+8
Sales Director
Wear a mask!!

Don't do field sales much myself, but these days I'd say that's important.
Lucy710
Politicker
+5
Channel Account Manager
Bring fruit or something fun but slightly unusual! I do in person visits and they get a lot of donuts, bagels, Starbucks, Panera- so slightly unusual is better. If you bring something refrigerated and are directed to put it in the fridge for them- magnet your biz card to their fridge!!!
JuicyKlay
Politicker
+9
AM
Fridge magnet! Nice idea. I have not seen one of those in a long time.Β 
MCP
Valued Contributor
+4
Sales Director
Bring your vax records & hope people are in the office.
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