Convert Missed Opportunities Into Leads
Door knocking doesn’t happen in a vacuum. The day of the week, the weather, the temperature, the time of day, how many people are in the door, and where the guest came from before they walk through the door all affect how likely your marketing is to convert. Your goal isn’t to knock on every door on the street, but to knock on the right doors.
To be effective, your door-to-door effort should be a part of a larger strategy. Your strategy should identify your target market and the best channels for converting them. Use the methods you have available during the day, such as different neighborhoods or demographics within neighborhoods, and time of day. Determine what you know about the demographics in the area and time of day your zone of the neighborhood when most people are either home, out with friends, or at work. This will also help you determine what the most probable day of the week is to call on a house.
Write a Great Script, Then Practice it
Writing and practicing a door knocking script is both an effective and efficient way to get the most out of a door-to-door sales trip. And while it’s important to know what you want to say, it’s also vitally important to know how to say it with confidence.
Although there’s a bit of a science to door knocking script writing and rehearsal, the concept is actually quite simple: Write your script first, then rehearse it with your sales team.
Always Get to Your 4 W’s Right Away
your job is simple․. This means capturing immediate attention and interest, before your prospective customer has become stressed, triggered or distracted by a rummage sale of various irrelevant trivial details such as where someone is from or what they just ate for breakfast.
4. Become Your Neighborhood’s Expert
Get 5 Invaluable Sales Tips From a Former Door-to-Door Salesman
Door-to-door salesmen usually mean big business for door-to-door sales companies, and many small business owners are hesitant to use them because they think it's a cutthroat industry. But some salesmen in the door-to-door industry are true business owners and will go to their last dollar to help a client who has been a loyal client for years.
I have a good friend, Tommy, who drove door-to-door sales for a few years. He was smart, kind, and wickedly funny. His job was to smooth out the wrinkles between clients and salesmen. As a faithful customer who had bought from Tommy for four or five years, I explained to Tommy how I had just gone through a gigantic process of trying to find the right two technicians, hauling my carpets out of my house, and figuring out what equipment and tools I was missing to do the job and still keep life running normally.
"Can you help me?" I asked.
"Of course!" he said. And that’s just how he got dedicated business.
Door knocking has been around for a few hundreds years. In general, goals of door knocking go beyond sales; they could be to expand your customer base, generate leads or simply to provide an awesome service for your customers.
Always Offer Something of Value
Don’t just offer a free consultation or program. People don’t want to be bought … they want to be inspired. As a Door Knocker, you have the unique opportunity to do just that … whether you realize it or not.
No matter what door you knock on, you can learn something from each prospect that will benefit your own sales and business growth in the long run. As you knock on doors, make sure you stay observant so that you can take away a few things from each prospect.
Patience is key! Don’t get frustrated if your prospect takes time to respond.
Let Them “Pick” Their New Neighbors
If you’re nervous about knocking on strangers’ doors to promote your business, there is a way to make this process a bit less stressful. Try using a marketing technique called door-to-door marketing.
Best known for selling vacuum cleaners, Hoover vacuum systems and many other products, Hoover was the first company to practice the door-to-door marketing technique. Door-to-door marketing— sometimes called “cold calling” or “in-person” marketing— works by having salespeople visit prospects’ homes and offices rather than having prospects visit salespeople’ offices to purchase products and services.
So what do you need to do to complete this method of marketing? First, identify the people you will be visiting. Your salesperson will call each of your contacts to confirm their availability. Then, your salesperson will drive to your prospects’ homes and knock on their doors. You can also use this marketing strategy online by visiting websites and contact people one-on-one or by sending e-mails to your prospects and then following up with a phone call.
Standing Right in the Door Can Come Across as Intimidating
Stand back a little from the doorway If you’re too close to the door, it can make the person inside feel like you are being pushy. It can also cause them to shut the door in your face or not answer the door at all.
Try the Doorbell Instead of Standing at the Doorway
Changing up your approach may be enough to get people to open the door! Try the doorbell instead of standing at the door. This may be the perfect time to introduce yourself to the resident and talk about what you’re there for, if that’s what you want to do. If not, you could still say something to let them know that you’re there and walk away after a few seconds. Again, most people will find it rude or intrusive if they don’t open their doors.
Try to Turn it into a Conversation People are more likely to open their doors when you get their attention and invite them to open the door and engage them in conversation. While you might feel like you’re pushing your way in, if you play the conversation card it will likely pay off.
Do Your Homework to be Prepared for Questions
Dress for Success
When walking in a door-to-door sales pitch, everything should be in its place in order to gain the least amount of resistance. First, be aware of your appearance. If you’re dressed casually, go for something more classy. If you’re wearing a corporate suit, go for something more friendly – and to market your company should be friendly. Use this time to invite them in to spend some time at your office and actually learn about their business. Don’t wear a shirt with a design unless it speaks to their industry.
Dress for Success If you’re out walking to do door to door selling then you probably need to go in there and show them what you got so that they will accept it. The biggest mistake that sales people make is dressing up for the job when they should be dressing to make the person feel at ease. Just something as simple as wearing a tie will help you put your best foot forward towards building trust and confidence.
Number of Doors
Each experience you have will tell you more about the effectiveness of your technique. The type of interview you are doing will determine what you should dress up in.
Always Bring the Right Marketing Materials With You
Professional door knocking is a highly effective way to connect with prospective customers, since a surprising number of people agree to schedule a meeting. But a door knocker can’t expect to make contact and start a conversion if he hasn’t brought his marketing materials. Whether you’re focusing on business-to-business sales, consumer sales, inbound or outbound marketing, always bring your marketing materials with you.
Your marketing materials should include a brochure, some samples, a business card or other one-time-use promotional material. But do not bring your full marketing package. This is not a high priority opportunity.
Instead, bring a single sheet overview that highlights the key points of your business offering.
If you have a cold call script or phone script, use it. It may seem a bit redundant to not bring your full training because someone expects you to be prepared, but it also shows your professionalism.
It’s better to go a little over the top than to embarrass yourself by being caught unprepared. Of course, if you’re not comfortable with the script, bring a single sheet just for that purpose.
By being prepared to share your marketing materials right away, you make a good first impression, giving your prospect confidence in your company and your ability to solve their problem.
Keep Your Energy Up
Most people are home during the day. Where you live, and how long you’ve been there, can affect how long it takes to get a response. And while waiting time is a part of any door-to-door job, it’s best to avoid having to wait too long for a response. So while waiting, make sure to stay energized and keep your energy up.
In addition to practicing good posture and proper hand and arm positioning when knocking, you should also try to use the same string of knock, pause and follow-up actions to keep momentum going. This will help to keep your energy up and improve your efficiency.
Knocking as many times as possible when you have a short time interval is a good rule of thumb. How you use up your time interval will play a big role in how effective your knockings are.
Plan Your Door Knocking Routes Strategically Around “Turbo Doors”
A super door is a door that opens quickly. “Turbo doors” are ideal for giving your salesperson extra time to sell during your first visit to a home.
Super doors might be the reason for them to open quickly, but they also have a downside. Whereas regular doors require you to knock earlier so that the person in charge of receiving knocks has time to prepare for a visitor, super doors are more likely to be answered right away. This means that as soon as your salesperson knocks, the person in charge of receiving knocks might open the door right away.
So, how do you get the benefits of a super door, where you’re having a smoother first visit of a home, without a risk of the super door opening too early? Use the first 1-2 appointments in front of a super door to plan your rest of the door knocking routes. Walk around to observe the inside of the homes and what type of homes those are. You can also ask your salesperson to do the same. Then you’ll be in a better position to adjust your entire door knocking strategy.
Go Over the Top and Provide RPR Reports for FSBO/Expired etc.
Get your customer to open up the door without a second thought. Once you do, be ready to talk them into staying at your property. Provide a listing report; offer a free appraisal; and be sure to have your buyers sign a contract. These are the top 17 Insider Door Knocking Tips that will get your customers to sign a contract and buy your property.
→ Make an Impression by Following These Insider Door Knocking Tips
Go Over the Top.
Your number one goal should be selling your property. Remind the person how fast it’s for sale. Once they are ready to buy they will call you back.
Provide a RPR Report.
A RPR report will help builds the appearance of the quality of the property. Those pictures and images of the interior and exterior show the actual condition of the property. Show the air-conditioning, fireplace, and appliances. Include a key of the unit and a collateral letter to assist you in getting a better offer.
Offer a Free Appraisal.
Owners who have a free appraisal on their property will feel like they’ve already taken a step towards buying it. Your appraisal should be complete with photos of the property; that show the actual condition of the property. KEY: Preferably have a background letter that shows any of the benefits of owning the unit.
Most People Will Respect the Hustle
And Bustle of a Door Knocking Campaign, But Few Do These Things.
A sound and successful door knocking campaign boils down to proper planning and preparation. It might seem something basic, but the amount of preparation that goes into door knocking determines whether the campaign is a success or a flop.
There are a number of things that a door knocking campaign must cover. These include the thought process of the candidate, the way the candidate goes about door knocking, and time management.
Set your goals in advance
By setting your goals in advance, you are placing your campaign in perspective. While the candidate reaches out to a number of people (with varying time constraints), they are able to set a goal for themselves.
Map out your route and list out the houses
A successful campaign is not possible without a complete knowledge of the route. It helps you to plan the number of houses to visit and the number of people to speak with in each house. It gives you a rough idea of how to reach your goal.
It would be helpful to have a list of the names and contact details of the people you are contacting. If you have time, also research about the people so that you can understand their needs.
Set up a detailed schedule
Tell Them You Only Have a Minute
Most people have a limit on how long they’re willing to listen to anyone who’s asking them for a favor. People who are more invested in a project are more willing to listen for longer, but for the most part you will get more bang for your buck if you keep your pitch short and sweet.
Make Your Point (in a Few Words)
Why do you want people to read your script? What are you trying to sell it to them on?
If you’re writing a short play, craft a script that is only a few pages. Nobody wants to be bored to death, and everyone can get bored with a long story. This is a great way to make your pitch more effective.
If You Have to Do a Sales Pitch, Make it a Lot Shorter.
Joel Spolsky of Stack Overflow does a great job of selling people on why they should read his blog, Joel on Software. The script itself is only a few sentences, and it’s easy to read even if you skip a few words. Most of his readers are probably curious about his blog, and they are on his website to find out what he has to say (and more importantly, what he has to sell).
Keep a Win/Win Mindset
If you’re inexperienced with door knocking, one really important thing to keep in mind is that you have to make the right impression. The first time you knock on a door, the person you’re meeting has to think, –This person is eager to meet the needs of our community, and I’m happy to meet them.”
Handing out fliers that inform people what you’re looking for is ideal but not always the best option. You’re more likely to get a response if you keep the goal in mind – to identify people who may be interested in your organization and learn more about what they care about.
Another good way to improve your win/win mindset is by focusing your attention on people who can help you. For example, if you’re a theater company looking for people interested in helping your cause, you can end up getting the attention of people who can’t possibly be helpful.
BONUS: Even if You Get Zero Leads, Door Knocking Will Help Build Sales Skills
Knocking on strangers’ doors can seem like a daunting task, but with some advance preparation and practice, you can knock them off their feet and get some great sales conversations started!
17 Door Knocking Tips to Increase Sales Conversations
Wear Comfortable Shoes
If you’re a salesperson, you’ve probably figured out by now that you need to wear the right type of shoes for door knocking. You don’t need to go out and purchase expensive high-end shoes specifically for door knocking. Just make sure that the shoes you select are comfortable and don’t cause your feet to ache after extended periods of time. During your door knocking sessions, you don’t want to be too cramped up for space in your shoes; you also want to ensure that the shoes aren’t causing any damage to your feet. You should be able to wear the same shoes during your door knocking and your selling situations. If your shoes aren’t comfortable, you’re bound to be distracted and have a harder time being successful.
Read Much More than Just the Cold Calling Script
Bonus Tips: How to Handle Rejection Like a Pro (even if you’re a beginner)
Remember that the Next Door You Knock Could Change Your Life
Isn’t it a little bit scary that the average person doesn’t know how to sell, and how to sell for a big income? For to become a successful salesperson, you have to know how to knock until they open the door, and everyone is looking for this. How to sell? How to succeed in a sales career?
The secret is: "Top producers are the best door-knockers, they overcome all the resistance effortlessly." If you have to sell the idea of having your organization in your doorstep, you have to know how to knock on doors. The answer is door-knocking, and for a successful career in sales, you have to do door-knocking door to door.
I am going to share with you the must know door-knocking tips, you have to know these six words, then you have to know these 17 tips, and finally you have to do a lot of door-knocking, it will make you good at selling, it will make you a top salesperson.
It is not a secret that door-knocking to make money for work is one of the most effective and profitable ways to sell. Data shows that the average door-to-door salesman has a 90% chance of success, and salespeople receive $ 40 million annually.
Learn to Separate “You” From Your Performance
To get to the top of your game, you need to be a good ambassador.
As you market your business, you must become an expert at door-knocking, networking, and prospecting. Successful salespeople are mindful salespeople. By this, we mean they make a conscious effort to be present, present themselves, and focus on customer needs to steer prospects away from considering alternatives.
This is why it helps to separate yourself from your performance. Looking back, do you know when you can’t see a light on in a house, you can’t knock on the door? If you aren’t 100% committed to the process, you are very likely to come up short.
OMG, said to oneself out loud. What? I thought I was top notch. … The human mind is one of the most complex adaptive systems in the world. Enduring that, most of us second guess pretty much everything. Self talk is the speech you have with yourself either in your head or aloud.
We have to be very careful how we frame our thoughts and beliefs. If you ever talk to a salesperson, they will have a story or two on how they feel. It is these beliefs where the majority of your sales strategies are developed or not.
Take a moment and consider the proven facts listed below.
Always Remember It WILL Get Easier
By the time you’ve completed your first door-to-door sales call, you’ll have realized that previous interviews, meetings, coffees, and conference calls will suddenly seem like child’s play in comparison.
The next few months are where it gets easier. This is because once you’ve earned a referral, you’ll have more experience to pass on. This will change the game considerably. Already, you will know that door to door selling is nothing like interviews or stock negotiation meetings. You’ll have a different mindset going out. You will also have another colleague who can relate to your previous experiences.
You will have door-to-door knocking like a pro. The more you do it, the faster you will become. You’ll not only learn to knock more doors but also sharpen your skills at sales calls.
Don’t Fall for Emotional Reasoning
Emotional reasoning often fails to give a person’s true motivations. They will go to great lengths to cater to their emotions instead of analyzing the situation logically.
One of the main mistakes lead producers make when drawing cold audiences is to get into an emotional argument with the lead prospect, a conversation that won’t end well for the producer.
For example, when the lead prospect claims that the offer isn’t on the table anymore, the lead producer will argue with the prospect that she has a meeting scheduled for tomorrow that is contingent on the offer being accepted today.
But if you ask the prospect if he has a meeting scheduled for tomorrow, they will often admit that they’re not scheduled to meet.
Lead prospect means exactly what it says … they’re the one that leads. So if the prospect is leading you on, it’s time to change the game. You’ll be a lot more effective if you recognize that a prospect isn’t a liar (although they will lie with surprisingly little prompting) and is describing what’s really happening in the conversation, not the prospect’s assumptions.
Take a Tylenol Before Door Knocking
If you haven’t done it before, the thought of door knocking can feel a bit daunting. I have to admit, I used to feel the same way. I resented having to go outside, knock on people’s doors, and ask them something I probably didn’t even care about. But when I first started door knocking I’d hear a lot of “Well, I’m not really interested in whatever you’re selling,” and “We don’t believe in that kind of thing,” and “I’m not interested in giving out any money.” The people I tried to pitch my book (or other product) to would always say “I’m not interested in your book” or “I don’t buy from those kinds of people.” And it took time and after many failed attempts (and a slew of nightmares of people coming to my door and hurting me) I figured out what I had been doing wrong before I got it right.
Over to You
After reading this article some of my coworkers have asked me about giving door knocking some serious thought. One of my colleagues feels angry that he’d been so quick to say no to me when I closed the door and stood at his door wondering if I’d consider coming back when I was finished cleaning up and maybe, just maybe trying the door knocking again. Another person mentioned how she’d wanted me to come back because she felt like we had a good rapport. It’s amazing how so much can be conveyed by simply the willingness to let me back in.
Do you know anyone who asks to be able to come back and do it over again?