Sales drop bys are one of the most effective yet underused sales strategies. When done correctly, they can be a powerful way to show prospects you’re serious. Read on to learn the ultimate guide to doing physical sales drop bys! A sales drop by is a scheduled, in-person meeting with a decision-maker at a target account. The goal is to introduce yourself, build rapport, and leave behind a promotional item or corporate gift. Done correctly, sales drop bys can help you close more business, but there are a few key things to keep in mind if you want to be successful. In this guide, we’ll cover everything you need to know about doing physical sales drop bys, from what to bring to how to follow up afterwards.
Why are physical sales drop bys important?
Drop bys are important because they offer an opportunity to make a positive, lasting impression on potential customers. As the saying goes, “It’s not what you know, it’s who you know.” By showing up in person, you are setting the foundation for a long-term relationship with that company. This helps to build trust, reveal new opportunities, and make your business more memorable when they’re ready to make a purchasing decision. Additionally, physical sales drop bys help to create relationships with decision-makers. Meeting someone in their native environment gives you a better opportunity to understand their needs, establish rapport and demonstrate your value. It also allows you to assess their preferences and understand the business culture better. When decision-makers see that you’re truly invested in their success, they are more likely to be open to continued conversations and ideally, close the sale.
What makes your business uniqueon sales drop bys?
When it comes to physical sales drop bys, having an offering that differentiates your business from the competition is essential. It’s important to ensure that the gift, product, or service you’re offering is unique, valuable, and tailored to the customer. Find out what makes your business stand out from the rest and make sure it’s highlighted during the drop by. Your offering needs to solve a problem for the customer. Being able to clearly articulate the value that you can bring to the customer is key to creating lasting relationships. Additionally, make sure you’re leveraging technology, if it’s available to you. Being able to log who the customer is and when you made your sales drop by can easily help you stay organized and ensure that you’re able to follow up.
Finding your business community!
Networking is an integral part of business success, and for sales drop bys, it can be especially important. Before you make an in-person visit, it’s important to research the location and find out if there’s any business communities nearby that you could leverage. Local business networking events are great places to meet potential customers and get to know them before you make a sales drop by. By connecting with potential customers online and through existing professional networks, you can easily find events in your area that could be beneficial. Additionally, you can use online networking tools like LinkedIn to introduce yourself or ask a mutual connection to introduce you. This can be a great way to make a warm introduction, which can make the physical sales drop by much more effective.
Giving your community a platform
Communities are great for sales drop bys because they provide a platform for conversation. During the visit, have an agenda that includes topics like industry and customer trends, what your business has to offer, and upcoming events. Make sure to give yourself plenty of time for each agenda item and for customer questions. The customer needs to be able to understand the value of working with you and that you’re invested in the customer’s success. It’s also important to ensure that your business is represented professionally and to give yourself time to answer any questions that might come up. Having knowledgeable staff are key since they’ll be able to help answer any questions and provide context beyond what you’ve explained.
Your small business community is your advocate
One of the most important things to remember is that your small business community is your biggest advocate. Make sure to thank them for their help and show appreciation for their support. For physical sales drop bys, asking for referrals is a great way to broaden your customer base. Customers who are already loyal to you can be leveraged to introduce you to new prospects. At the very least, you should be sending customers follow up emails and thank you cards. This helps to build your professional relationships and maintain a positive image with customer.
To wrap things up on sales drop bys
Sales drop bys are an essential component of any sales strategy. But if you don’t have the right approach and knowledge, they can be ineffective. Doing physical sales drop bys correctly requires research, preparation, and a willingness to put yourself out there. Finding your business community, offering a valuable product or service, and showing appreciation to your existing customers are integral parts of a sales strategy.
By following these steps, you will be well on your way to increasing sales and closing more deals!