The Psychology of the Drop-In Visit

It’s about Timing, Tact, and Tone.

The drop-in visit: feared by some, mastered by few. When done right, it’s a powerful tool. When done wrong, it’s a surefire way to get ghosted. Understanding the psychology behind a good drop-in visit can make the difference between a slammed door and a new account.

While a face-to-face interaction can be beneficial for building relationships, unannounced visits can disrupt workflow, cause frustration, and damage the marketer’s reputation. That’s why it’s so important to consider Timing, Use Tact, and Be careful with your Tone.

Timing Is Everything

The worst time to drop in? Monday mornings or right before lunch. The best time? Mid-morning (10–11 AM) or mid-afternoon (2–3 PM) when gatekeepers and decision-makers are more relaxed and available.

Read the Room (Fast)

Walk in with your radar on. Is the receptionist frazzled? Is the owner arguing with a customer? Gauge whether it’s a good moment or not. A polite “I can come back another time” can earn you respect. Don’t be afraid to ask if now is a BAD time! If it is they will tell you. Otherwise they will encourage you to state your piece.

Use Tact: Don’t Oversell

Drop-ins aren’t the time for long-winded pitches. Keep it short:

Introduce yourself
Mention how you help businesses like theirs
Offer a card or helpful material (it has to bring Value)
Ask for a better time to return

Don’t Be a Stranger

If it’s your third or fourth visit and they still can’t remember your name, that’s a problem. One marketer I coached with left Jacks (the game of Jacks) when she visited. One Jack at each visit. Her name was “Jax.” Stay top of mind by being visible (but not pushy) and always friendly.

Leverage Humor or Observations

“Looks like you’ve been slammed today — good problem to have!”

Relatable, non-salesy lines can break the ice and make you memorable. Humor alone is not persuasive. It’s good at getting people to feel good, getting a reaction, and making a good first impression

Leave a Sticky Trail

Whether it’s a one-pager, sticker, promo item, or handwritten note — give them something to remember you by after you’re gone. Handwritten thank-you notes that arrive in their postal mailbox are remembered. Be careful not to get caught up in leaving “promo” type items that become a crutch for you to visit.

Drop-in visits are about respect, intuition, and timing. Done right, they show initiative and hustle. Done wrong, they kill your chances. Play it smart, and the drop-in can be your best conversion tool.

Nationally recognized coach, consultant, trainer, and speaker

Creator of the renowned PREP™ pre-disaster program

Co-owner of The CREST Network, LLC

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