How a Cup of Coffee Helped Me Reach a Hard-to-Reach Customer

No pitch. No pressure. Just people.

 

In sales, we’re taught to chase leads, use battle cards, craft perfect pitches, and close deals like it’s an Olympic sport. But sometimes, the best way to connect with a customer isn’t through a pitch… it’s through a cup of coffee.

 

I had a prospect who was practically a ghost. Emails went unanswered. Voicemails vanished into the void. Carrier pigeons probably wouldn’t have made it either. I even considered the old "Say Anything" show up in my pickup with a 1980's boom box above my head in their office parking lot playing "In your eyes" by Peter Gabriel. But I wasn’t trying to sell them anything, I just wanted to talk. Human to human. No pressure, no pitch. Just a conversation.
 

So, I tried something different. I sent them a small gift: a digital coffee card with a note that said,

 

“No strings, no sales pitch. Just coffee. What if we just chat like people.”

 

It wasn’t flashy. It wasn’t expensive. But it was personal. And it worked.

 

A few days later, I got a reply:

“Thanks for the coffee. Let’s talk next week.”

 

That meeting wasn’t about products or pricing. It was about understanding their world, their challenges, and how I could help—if they wanted help. That coffee wasn’t a bribe. It was a bridge.

 

Why It Worked:

• Reciprocity: A small gift opened the door without demanding anything in return.
• Personalization: It wasn’t generic—it was thoughtful and relevant.
• No Pressure: The message was clear: this isn’t a pitch, it’s a conversation.
• Memorable Touchpoint: Quality coffee creates a positive association with your name and your product.
• Widely Appreciated: Coffee is a universal language—almost everyone enjoys a great cup, making it the perfect conversation starter.
• Human Element: People buy from people, not pitch decks.

 

Sometimes, the best way to start a business relationship is to stop acting like a salesperson and start acting like a person. And sometimes, all it takes is a cup of coffee.

 

Best to All,

Salespresso