Door To Door Sales - Tips To Determine The Best Doors To Knock
One great thing about door to door sales is that there are lots of doors out there waiting to be knocked. In fact, there are so many doors available to knock on in every market that many door to door sales people do not bother to work the best areas and that can cost you door to door sales and make your door to door sales job a lot tougher.
Some door to door sales people pick neighborhoods by gut feel. They knock a few doors here, drive over there and try and zig zag their way across huge populations. Here are some tips for squeezing the most profit out of the right neighborhoods in door to door sales.
Pick The Most Likely Neighborhood For Success
It is a mistake to pick a neighborhood by anything except demographics. Who is likely to live there? Are they your typical customer? For example, if you sell pre-need burial services, you are more likely to do well in a neighborhood with lots of elderly people. If you sell college scholarship plans, or backyard play sets, you will do better in a neighborhood with lots of young children. You can get good information on demographics on line from real estate sites and from the government census sites. You can also get it by observing the neighborhood. If you decide to observe, do so at different times of day. Many neighborhoods look quite different at 10:00 AM than they do at 6:00 PM.
Keep Track And Go Back
Unless you are new, never work a neighborhood blind. Keep track of which addresses you called on, which had no answer, which were open to talk and which were rude or hostile. Go back a few times and different times of day and maybe on weekends and see if any who weren’t home on previous visits are home now. This prevents wasting good demographic addresses by only calling once. It also makes it easier for you to call back the people who needed to think it over or check with a spouse.
Work Where You Have Other Door To Door Sales
You will always do better in an area where you have sold others. Always have a good reason for knocking such as, “I was down the street at your neighbors Frank and Judith at 3405 and I noticed….” Dropping names and addresses as well as having a reason why you are knocking will increase your chance of acceptance greatly and will increase your door to door sales dramatically. If you have had sales in an area you have names to drop and reasons why you are in the neighborhood. These are very important in lowering buyer resistance and in getting in the door.
Vary Your Times
Most people work regular hours. That means if you are always knocking at the same time, you will always miss the same people. We recommend you keep track of the times you were in the neighborhood and vary them. If you were there in the morning last time, try working it in the afternoon. If you were there on a weekday, try a weekend.
Ask For Referrals
Always ask if they know any other residents who they think might be interested. Many door to door sales people assume you can only ask for referrals from people who buy. That is not true. Make a habit of always asking. Even if only one person per day gives you a referral it will increase your odds of success. It only takes a second to ask and they often will tell you a neighbor who might be a good prospect. When you knock on the neighbors door, you have a good chance of getting in with the referral.
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Two Important Tools For Closing Door To Door Sales
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Two Important Closing Tools You Need In Door To Door Sales
Two Critical Tools For Door To Door Sales Success
There are a few tools you will need if you want to be successful in door to door sales. If you work with a door to door sales company, they should provide these for you. If they haven’t got these door to door sales tools, you may wish to suggest their use to your manager. Without these tools, closing any sale and especially door to door sales is a lot tougher.
Some people who don’t like selling or salespeople will see these tools as evil tricks. I believe that just as women us lipstick to look more attractive, and men drive cars that make them look more attractive, so the right tools are important in leading customers to the right decision. You cannot push a person into a sale they don’t want but you can lead them to a product or service that they do want.
Price Guarantee
If you offer a price guarantee, carry it with you in writing. It should look like a very official certificate and state that you guarantee your price is lowest or you take a specific action like beating any written price by 20%. This tool really helps with the “We want to shop” objections. You know you will get these objections, so be sure to carry a good tool to overcome it.
First Time Package
In order to help your customers make the right decision to buy, you need a first time package. This is a special incentive to purchase the first time you are there. It is especially important in door to door sales. The first time package could be a discount, free installation, an upgrade, extended warranty or anything else of value that the customer gets only if they purchase the first time you are there. This creates the urgency you need to help people who want your goods or services to make the decision while you are there. It will increase your door to door sales success rate tremendously.
To make a first time package effective, you need to have a good explanation as to why you offer it; and one that suits the value of the package. You need to make the package believable. Why would you be offering it? You might consider an explanation like this:
“Mrs. Brown, our company is willing to make you a special offer, if you make the right decision tonight because it saves them money. I will be glad to come back next week and help you with this purchase, but my company will have to pay my salary and travel costs to return…but that’s not all. The time I spend travelling here and assisting you is time I will not be selling someone else. That costs sales. To prevent these costs and loss of profit, my company is prepared to make you a very special offer that is only available to people who make the right decision the first time we come out.”
This will be more powerful if you carry two tools as evidence.
The first is a printed First Visit Offer that lays out the special offer they receive and emphasizes that it is only available on your first visit.
The second tool is a form they sign acknowledging that they were offered this package and that they realize they will never be eligible for it again. They give away their right to get this offer, in writing. If you get signatures on this form, it drives home the importance of acting while you are there. Often, one member of a group or family will not want to sign and will help convince the others to go ahead with the purchase.
These two tools will make a big difference in your ability to get the sale the while you are in the home and while the customer is most likely to buy. I hope you will give them a try. They will make you much more successful at door to door sales.
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