Floor-to-Floor Sales Strategy

A detailed breakdown of how to systematically target office buildings for in-person sales, based on Shaan Puri's experience selling sushi delivery services.

Core Strategy Overview

• Target office buildings for density (thousands of potential customers in one location)
• Move floor by floor systematically
• Focus on finding and converting key decision makers
• Offer risk-free trials to reduce friction

Key Components of the Pitch

• Start with a qualifying question

  • "Do you ever do office catering for lunches?"
  • Simple yes/no answer identifies viable prospects quickly
  • If yes, potential for bulk orders (50+ lunches at once)

• Create a risk-free offer

  • Offer free sample tray for key decision makers
  • Include option to invite others to try
  • Leave menu if they like it
  • Promise to clean up if they don't
  • Remove all risk from the equation

Target the Right Person

• Focus on office managers/front desk staff
  • They are the accessible point of contact
  • Have significant influence within the office
  • Act as local influencers for their workplace
  • Often make catering decisions

Execution Tips

• Refine pitch through repetition

  • Use each floor as practice to improve pitch
  • Adjust approach based on responses
  • Learn what works and doesn't work quickly

• Build momentum

  • Start at bottom floor and work up
  • Each successful interaction improves confidence
  • Develop pattern recognition for what works

Results

• Profitable from month one
• Reached $30,000 in revenue by first month
• High success rate due to targeted approach
• Efficient use of time due to building density