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.