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Kamillyunn

Sales

Contributor
Fire Starter

Popping up versus calling first

What are your thoughts on popping in versus calling first when performing B2B sales? Currently, in my insurance sales role, our scripts are written for us to drop in to a business and go from there. It's uncomfortable currently as this is a new industry for me and I'm used to researching a business first, calling to make an appointment, then trying to sell the prospect.


I want to be successful, and I want to follow their process, but after being rejected so many times over the past few days I want to make calls instead of dropping in. Thoughts?

๐Ÿ‘‘ Sales Strategy
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salesgolfer
Personal Narrative
5
Low Handicapper
What a great question. I sold door to door in medical devices for 11 years, and this is how I called on doctors.

The benefit to asking for that appointment in person is that it's tough to be ignored and you can look your gatekeeper in the eye. The downside is that you can make many more calls with the phone. Why don't you mix it up?

Make 5 calls in person and 10-15 in between stops. That's a pretty solid prospecting day for someone in your field, and see what works best for you.
Kamillyunn
Contributor
2
Sales
Thanks...this a good idea. I will try a mix of both for a bit.
saaskicker
Celebrated Contributor
2
Enterprise AE
+1 to this, in person it's much harder to say no to someone.

if you're just getting into insurance you need to get in the mindset of each no leads to a yes, it's a grind, going in person will also make you feel a bit more trusted. if you leave 100 VMs and then never show up they won't put a name with a face, insurance is highly personal - need that touch. it wouldn't be in your handbook if it didn't work.
Kamillyunn
Contributor
0
Sales
So true...it is hard to say no to someone in person. What if I attempted one call then showed up? Then I could say that I tried to call for an appointment, and didn't get anyone so I stopped by. What do u think?
saaskicker
Celebrated Contributor
0
Enterprise AE
great plan - insurance is a numbers game.
TennisandSales
Politicker
1
Head Of Sales
this is real solid advice, I did the same thing when I was in insurance.
I HATED it, but it was the only way haha
antiASKHOLE
Tycoon
3
Bravado's Resident Asshole
cold call like this
jefe
Arsonist
2
๐Ÿ
Never done true field sales so can't really help.
SoccerandSales
Big Shot
1
Account Executive
My thought is that if you are new, connect with the most senior and successful rep at the company and pick their brain about their process. If they say they just show up, ask how they do it (or better yet shadow) so that you can fully grasp how to be successful with it
Kamillyunn
Contributor
4
Sales
I'm supposed to start shadowing someone this Friday. I'll be sure to pick their brain.
SoccerandSales
Big Shot
1
Account Executive
Get after it. Eventually you will develop your own process, just takes time and probably a bit of A/B testing
Kosta_Konfucius
Politicker
1
Sales Rep
You can call and say you are in the area or just leave a card
Kamillyunn
Contributor
1
Sales
Good idea!
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
"Just dropping in" is difficult. And can feel very salesy, and not in a good way.

In a previous position, they wanted us to grab some Panera cookies or some donuts and do drop ins - exchange food for 15-20min of their time. I was very uncomfortable with this approach as I am a "value first" type of person.

However - it worked! At least more often than it didn't. I spent a small fortune at Panera and gave away tons of cookies. Got more than a few leads and a couple sales this way.

My take - its very hard to so NO to a person when they are in person. I sometimes exchanged the cookies for information, for a future meeting, etc. Its tacky, but it works.
Kamillyunn
Contributor
1
Sales
I looove the idea of showing up with some type of treat in my hand. Thanks for this!
CuriousFox
WR Officer
1
๐ŸฆŠ
Why can't you do both?
ThatNewAE
Big Shot
0
Account Executive - Mid enterprise
I haven't ever done door to door sales; but again - putting myself in the shoes of a customer, I'd want some intimation that someone's going to ring my doorbell, before they actually do. The person / customer I'd be - I wouldn't want someone popping in out of nowhere.

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