SMU Data and Models
June 13, 2014
The Truth About Selling Steel: The Lobby Call
Written by John Packard
We have all been through them – the dreaded “Lobby Call” – that impersonal sales call in the office of a potential steel buyer in the hope of being able to spend a few moments of quality time and, instead, the interaction between salesman and buyer is relegated to the lobby of the company. The Lobby Call is the business equivalent of the wet, limp handshake when you were expecting a hug…
Your chances of doing meaningful business with the buyer who meets you, greets you and leaves you in the lobby are usually slim to none.
