Visiting a Company without an appointment – How to…

We cold call companies every day in Sales Lab. But we have found that some markets or industries are difficult to get scheduled appointments with. It can be easier to schedule appointments with decision makers by following the steps here;

1. Choose a date to visit companies in person – Fridays can work well.
2. Phone Gatekeeper on Monday prior to appointments to get email address for decision maker
3. Email decision maker (same day) with subject line – Availability June 15th (date of appointment).  This subject line is the the one that we’ve found works best to get a same day response.
4. Visit the company offices (Friday?) and ask to talk to decision maker

Checklist when preparing for company visits

• What is your objective? 
  • A meeting with the decision maker then and there
  • An agreed future meeting with the decision maker (get as many people in the room as you can)
  • Contact details for the decision maker along with when is their most available time
• Cold calling in pairs works best
• Dress appropriate to an office visit – make sure you wouldn’t look out of place in their boardroom.  Use the visit to test if you have got the dress code right. 
• Bring biscuits for the meeting (this has worked in our favour in practice because it gives the receptionist an excuse to interrupt meetings to leave our business card with the biscuits)
• Follow a technology checklist – laptop charged, demo ready, presentation ready
• Bring brochures and business cards

Observation Checklist

• Is the carpark full?  What type of cars are company execs driving?
• Is it a busy site? 
• Is security important?  Badge entry, sign-in etc
• Is there obvious marketing material in reception?
• Is receptionist busy, helpful, welcoming?
• What’s the dress code like?

Attitude / Approach

• Walk confidently from the main door
• Eye contact to receptionist as soon as you can
• Warm, approachable body language.  Smile