That’s one of the marketing tips from Stewart Intagliata, director of operations and owner of St. Louis-based Unispot, Inc. Like many (if not most) HVAC salespeople, Intagliata has faced his share of difficulties getting appointments to see prospective customers. It’s the first hurdle in selling — the one popularized by the cartoon with the salesperson’s foot stuck in the prospect’s door. If you can’t see them, you can’t sell them.
Fortunately, not every prospect is standoffish. Intagliata says there are big differences geographically.