How business owners react when you drop in unannounced

By Brian D. Cichy, BS, CLTC

Sometimes they say, “You know what? You’re here; I know we need to talk. Rather than spending more time playing back and forth on scheduling, I’ve got to grab a sandwich, why don’t you walk with me?” It might be just a few minutes, but it’s better than waiting for him to check an email and get back to me.

Other times they’ll say, “Brian, I really appreciate you coming by. I am free this Tuesday.” They might throw out a day or time that I’ve been trying to get scheduled on the phone or through email for weeks or months. But being in front of them, if they do want to meet with me and it’s just been a time issue, at that point they might just nail down a day and time and we have that appointment set. I found a lot when I knocked on doors starting out 21 years ago — it was amazing how many business owners respected the personal touch to come in and see them, rather than just call. Especially nowadays. Texting and email, 10, 15 years ago was a pretty new and exciting thing. Now it’s a little overkill. And you’re not really unique or grabbing their attention through an email because everyone is sending emails.

I don’t think anything will replace the live, in-person type of interaction. Just seeing them there, they’re more likely to invite me back. And then I get a chance to see their business too and get to know them a little more and their family. And all the things we want to know more about them other than just as the guy I’m trying to contact.

Hear more in the April episode of the MDRT Podcast:

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Cichy is a one-year MDRT member from Oakbrook, Illinois.