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Dear Quota Team,

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I sell for a B2B IT services company. My boss just told me that starting in Q2, all reps will be required to make visits to the offices of target companies in their local territories. My boss thinks that this will "set us apart" from competitors and show we’re willing to go the extra mile. I'm already stressed about the whole thing. I do fine with cold calls and emails, but walking into an office with no appointment sounds like a nightmare. I'm just expected to talk my way into a meeting? Am I supposed to bring coffee and donuts? Am I supposed to just sit in the lobby waiting for the prospect to meet with me?

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Awkward in Location Withheld 

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Dear Awkward,

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Showing up in person can make an impression. But you should set expectations for yourself (and your boss). You shouldn't expect to get into the room with the decision maker the first time you walk into the building. Instead, focus on planting the seed and making a good impression. Walk in confidently and introduce yourself with a simple opener like: “Hey, I was in the area visiting clients and wanted to drop by to introduce myself.” Ask the gatekeeper for guidance on the best way to get in contact with the decision maker. If you're kind and confident, they'll be more willing to help you. Good luck!