Should You Visit a Company's Offices Before Making a Sales Call?

While it's not absolutely necessary to visit a company before you make a sales call, fact-finding missions can be an indispensable research tool. Sales techniques have come a long way, but nothing can replace the effectiveness of the good old-fashioned cold call. When it comes to sales, a picture really does speak a thousand words. If you pay attention, a site visit is excellent preparation for a later sales call. Even a simple visit to their lobby or reception area will tell you how well the office is maintained and operated, which is extremely helpful in determining their ability and eagerness to do business with you. If the company is deserted and the lobby shabby, chances are they're not doing a whole lot of business.

Once inside the office, an observant salesperson should also be able to identify the veteran employees and the all-important person in charge. You don't have to make contact with your prospect during your initial visit. In fact, it's probably best not to. Busy people do not appreciate unscheduled visits, and dropping by out of the blue could result in a canceled appointment.