A Sales Fairytale: Try the Brownie strategy
Few Like Sales Calling, but Everyone Loves Cookies
Sales can be frustrating. You send emails, leave voicemails, send LinkedIn messages—silence. No one responds. It’s like screaming into the void.
I used to go through this cycle constantly, trying to get the attention of key accounts I knew would benefit from what I had to offer. But no matter how well-crafted my messages were, they got ignored. Then, I stumbled upon a simple but powerful idea that changed the game for me: brownies.
The Brownie Strategy
I say “stumbled” because, funny enough, it happened to me first. A sales rep once sent me a box of brownies. I wasn’t qualified to buy his product at the time, but I did remember the gesture. When he followed up with a simple message—“Hey, how were the brownies?”—I actually responded.
I didn’t buy, but years later, I still remember him. And that stuck with me.
So, one day, instead of another round of cold outreach, I decided to try the same thing. I sent a box of 50 brownies directly to a company’s headquarters. Not just any brownies—these had my logo on them, and I included a short note explaining who I was and what my company did.
Let’s be honest—few people enjoy cold sales calls, but almost no one can resist the smell of fresh chocolate treats.
The Magic of Pavlov
The moment those brownies landed in the office, magic happened. Employees saw them, grabbed one, and naturally started asking, “Who sent these?” Suddenly, my name and company became a conversation piece—without me even being there. It was classic Pavlovian conditioning: positive association through chocolate.
A few days later, when I followed up, I didn’t ask, “Did you see my email?” Instead, I simply said, “Did you get the brownies?”
This time, I got responses. People were curious, they felt a sense of goodwill, and more importantly, they remembered me. Doors that had been closed before suddenly opened.
Key Element in the Remote Work Era
Now, before you go all-in on this strategy, there’s one critical factor to consider: are employees actually in the office?
In the age of remote and hybrid work, many companies no longer have employees gathered in a single location. If you send a box of brownies to an empty or half-staffed office, your effort could flop. The magic happens when multiple employees are in the same space, sharing the experience and talking about it.
Before sending, check:
✔️ Does the company still have a centralized office presence?
✔️ Are key decision-makers working from that location?
✔️ Would the package be received and shared, or just left at reception?
If employees are spread out remotely, consider adapting the strategy—maybe by sending individual brownie boxes to select decision-makers instead of a big office drop.
Why This Works
It’s unexpected. No one sees it coming, which makes it memorable.
It engages multiple people. Your outreach isn’t just landing in an inbox—it’s being talked about.
It creates goodwill. People love receiving gifts, especially edible ones.
It flips the script. Instead of being just another salesperson, you become “the brownie person” (which is a great first impression).
Try It Yourself
Next time you're struggling to get a response from an important prospect, skip the 10th follow-up email. Send something delicious instead. When you check in, don’t pitch—just ask, “Did you get the cookies?” Then, let the conversation unfold naturally.
You’d be surprised how a little chocolate can turn a cold lead into a warm conversation. And who knows? Even if they don’t buy today, they will remember you years later.
If you’re looking for a great place to get premium brownies, check out Fairytale Brownies. They make high-quality, customizable brownie gifts that can help you leave a lasting impression.
