Walk the Building, Win the Business: Your Guide to Smarter Site Visits

Let’s be honest—site visits can feel a little awkward. You’re trying to build rapport, ask smart questions, and not look like you’re casing the place. But when done right, a walk-through can be one of your most powerful sales tools. It helps you connect with the prospect, uncover real needs, and show how your team can solve their problems.

Here’s how to make it count:

Before the Visit – Do Your Homework

Don’t show up blind. A little prep goes a long way.

• Research the company: Use the website, job listings, and Google Maps to learn what they do, how many people use the space, shift schedules, and facility size.
  
  
• Look up the contact: LinkedIn is your friend. Learn about their role, background, and how long they’ve been with the company.
  
  
• Send a pre-visit email: Confirm the time, suggest an agenda (tour first, then short discussion), ask about PPE, and check on address, parking, and check-in details.

During the Visit – Use a Simple Flow

Structure keeps the visit on track and helps you look prepared.

1. Start with a brief intro
   • Reconfirm the agenda
   • Ask permission to take notes
     
     
2. Tour Part 1: Confirming and Situational Questions
   
   These show you’ve done your homework and help build trust.
   • Confirming: “I saw you have about 350 employees—is that right?”
   • Situational: “How long have you worked with your current janitorial provider?” “Do they also handle floor care?”
     
     
3. Tour Part 2: Problem and Consequence Questions
   
   These uncover gaps and the impact on the buyer’s day.
   • Problem: “Are there areas where your vendor is falling short?” “Do you get complaints from your team?”
   • Consequence: “How does that affect your workload?” “Do you feel like you’re managing their team?”
     
     
4. Wrap-Up Conversation
   • Recap what you heard
   • Briefly explain how your service addresses those issues
   • Confirm next steps: proposal delivery, follow-up, or site measurements
     
     

After the Visit – Send a Follow-Up Email

Keep things moving:

• Thank them for their time
• Clarify any open items
• Confirm what’s next
• Leave a professional, positive impression
  
  

Bringing It All Together

Sure, site visits can feel a little clunky at first. But when you prepare well, ask the right questions, and stay focused on their needs—not your pitch—you turn an awkward walk-through into a conversation that builds trust and moves the sale forward.