INTRANET - HOW TO MAKE A SUCCESSFUL DOOR-TO-DOOR
HOW TO MAKE A SUCCESSFUL DOOR-TO-DOOR
Today, it is very common to think that door-to-door selling is a declining sales technique. The younger generations have surely never seen a door-to-door sales force because the majority of Campaigns to find leads happen online, by email, on the internet, on the radio or on television. The result is that potential consumers never interact with a sales representative. That's why this is a golden opportunity to differentiate yourself: you're much more effective than any marketing campaign.
However, exercise is not easy and you risk receiving a multitude of more or less aggressive refusals. But the benefits are multiple, knock on someone's door and try to sell is one of the best way to improve sales. After a few field prospecting experiences, you'll be far more skilled at accosting, countering objections, and persuading your clients.
Because you must not hide your face, everyone is not always ready to invite strangers into his living room. Would you be willing to do it? It is therefore difficult to boost sales without accepting the door in the face. This is the first observation. Now that the framework is set, here are 5 strategies to boost your door-to-door field prospecting.
PART 1 - Know how to answer objections
When you go door-to-door, it is very common to receive for all answers a rough and firm 'NO'. It discourages you to find new prospects?
On the contrary, it is the starting point to progress on sale! When you discover your prospect, the first thing to do is to introduce yourself (you and your opportunity). The goal is to no longer be a stranger but a face on which your potential customer can put a name. And so, leave a trace in the memory of your prospect who - hopefully - will remember you.
Then, of course, you must know how to respond to objections to convert your prospects into customers. This is not the simplest part, beyond the most common questions, you may have objections that you did not even think about. But with a good strategy you can end up making mass sales.
First, when responding to an objection, you must be sure you have fully understood the question, to confirm whether you have understood their need.
Because if you answer to the side, you will waste time, which is never a good point. Use phrases like: 'What you are asking me for is ...' or 'If I understood you correctly ...', to confirm that you have correctly understood the problem to be solved.
From there, you can discover what is behind the traditional 'I'm not interested', and find the solution that can fill what your prospect needs.
When you go door-to-door, it is very common to receive for all answers a rough and firm 'NO'. It discourages you to find new prospects?
On the contrary, it is the starting point to progress on sale! When you discover your prospect, the first thing to do is to introduce yourself (you and your opportunity). The goal is to no longer be a stranger but a face on which your potential customer can put a name. And so, leave a trace in the memory of your prospect who - hopefully - will remember you.
Then, of course, you must know how to respond to objections to convert your prospects into customers. This is not the simplest part, beyond the most common questions, you may have objections that you did not even think about. But with a good strategy you can end up making mass sales.
First, when responding to an objection, you must be sure you have fully understood the question, to confirm whether you have understood their need.
Because if you answer to the side, you will waste time, which is never a good point. Use phrases like: 'What you are asking me for is ...' or 'If I understood you correctly ...', to confirm that you have correctly understood the problem to be solved.
From there, you can discover what is behind the traditional 'I'm not interested', and find the solution that can fill what your prospect needs.
PART 2 - Learn about the needs of your customers
In door-to-door, when a prospect opens, do not start with a barban sales talk that nobody wants to listen to and you do not want to repeat either. You must first capture as much information as possible. When it comes time to present your product, then you can use this information in your sales pitch, so that it best matches what your customer wants.
You do not have to convince them in the first minutes after they open the door. You have to concentrate to make them understand that they need help and that you are there to do it. This is the key to an effective field survey.
We all have different needs, you simply need to discover those of your potential customers. This is not easy, but you must learn to ask the right questions to get your prospects to talk and break the ice of first contact. It's also a way of showing that you are curious and interested in what your prospects are doing in life.
In door-to-door, when a prospect opens, do not start with a barban sales talk that nobody wants to listen to and you do not want to repeat either. You must first capture as much information as possible. When it comes time to present your product, then you can use this information in your sales pitch, so that it best matches what your customer wants.
You do not have to convince them in the first minutes after they open the door. You have to concentrate to make them understand that they need help and that you are there to do it. This is the key to an effective field survey.
We all have different needs, you simply need to discover those of your potential customers. This is not easy, but you must learn to ask the right questions to get your prospects to talk and break the ice of first contact. It's also a way of showing that you are curious and interested in what your prospects are doing in life.
PART 3 - Give your prospects time
Do not expect to finalize your sales at the first meeting; it only happens very rarely! You need to give your prospects time to 'digest' the information you give them and perhaps give them time to glean information about your service or product.
When working in B2B, an employee needs to speak with his manager to use new software, or to validate an expense. So giving them time to decide is highly recommended.
If you do not have an answer after a while, do not wait too long to remind them of your good memories in case they forgot! Choose your way to get back in touch with your future client: a letter, an email, a phone call or an appointment.
Do not expect to finalize your sales at the first meeting; it only happens very rarely! You need to give your prospects time to 'digest' the information you give them and perhaps give them time to glean information about your service or product.
When working in B2B, an employee needs to speak with his manager to use new software, or to validate an expense. So giving them time to decide is highly recommended.
If you do not have an answer after a while, do not wait too long to remind them of your good memories in case they forgot! Choose your way to get back in touch with your future client: a letter, an email, a phone call or an appointment.
PART 4 - To succeed in prospecting door-to-door is to accept failures
To succeed in field prospecting, it is also important to know when it is necessary to persevere, to know when to give up.
You can not have a 100% conversion rate, simply because your product or service may not please everyone you meet. Certainly, some trade negotiations are complex and you will sometimes manage to turn the balance, so that finally your customer least inclined to buy becomes one of the most important and faithful!
With experience, you'll learn to recognize people you can not easily convert, and save time by focusing more on your neighbor.
Door to door is a game of possibility. The more doors you knock on, the more likely you are to succeed. Or maybe you prefer to visit fewer prospects, but spend more time with them to increase your engagement. Whatever you choose, you need to find YOUR strategy to boost your sales.
To succeed in field prospecting, it is also important to know when it is necessary to persevere, to know when to give up.
You can not have a 100% conversion rate, simply because your product or service may not please everyone you meet. Certainly, some trade negotiations are complex and you will sometimes manage to turn the balance, so that finally your customer least inclined to buy becomes one of the most important and faithful!
With experience, you'll learn to recognize people you can not easily convert, and save time by focusing more on your neighbor.
Door to door is a game of possibility. The more doors you knock on, the more likely you are to succeed. Or maybe you prefer to visit fewer prospects, but spend more time with them to increase your engagement. Whatever you choose, you need to find YOUR strategy to boost your sales.
PART 5 - Perfect his commercial speech
When you start making your speech, you must be clear on what you are selling. Our decisions are largely based on our emotions, so integrating emotions into your speech is mandatory. Let's see how you can structure this in your commercial speech:
- Introduction: We said it, it is necessary above all to know to present you in a concise way. You do not want to start confusing your client with useless details, or you'll end up in front of a closed door. It takes on average only ten seconds to get a first impression of a stranger. Test your approach to find the most effective and learn to support your presentation by supporting your look, and of course, smiling!
- Questions: Now that you are in front of your potential future customer, he will surely want to know why you are there. Unlike going into a monologue, you have to find a way to ask questions. Try different approaches and look at the ones that work best. People like to talk about themselves, so learn to put them at ease so you can read in them as in a book.
- Present: Once you know what your prospect wants, it's time for you to present your offer through a compelling business case. Engage your prospect in the conversation, tell the stories you've experienced, and customize your message based on your prospect's nonverbal reactions and communication.
- Conclude: If you've said everything you want to say, then it's time to 'stretch the pen' to conclude. Let your prospect speak to ask questions if necessary. Be quick because your answers may change the balance when it comes time to make a decision. Remember that if your prospect asks questions, it is to have good reasons to buy. People try to persuade themselves to comfort themselves in their choice afterwards.
When you start making your speech, you must be clear on what you are selling. Our decisions are largely based on our emotions, so integrating emotions into your speech is mandatory. Let's see how you can structure this in your commercial speech:
- Introduction: We said it, it is necessary above all to know to present you in a concise way. You do not want to start confusing your client with useless details, or you'll end up in front of a closed door. It takes on average only ten seconds to get a first impression of a stranger. Test your approach to find the most effective and learn to support your presentation by supporting your look, and of course, smiling!
- Questions: Now that you are in front of your potential future customer, he will surely want to know why you are there. Unlike going into a monologue, you have to find a way to ask questions. Try different approaches and look at the ones that work best. People like to talk about themselves, so learn to put them at ease so you can read in them as in a book.
- Present: Once you know what your prospect wants, it's time for you to present your offer through a compelling business case. Engage your prospect in the conversation, tell the stories you've experienced, and customize your message based on your prospect's nonverbal reactions and communication.
- Conclude: If you've said everything you want to say, then it's time to 'stretch the pen' to conclude. Let your prospect speak to ask questions if necessary. Be quick because your answers may change the balance when it comes time to make a decision. Remember that if your prospect asks questions, it is to have good reasons to buy. People try to persuade themselves to comfort themselves in their choice afterwards.
With these 5 door-to-door field prospecting strategies, you can really boost your sales. But one of the biggest benefits is this: you can also be more confident going to knock on every door and build your experience. Be sure of what you are doing and you will find that it will be much easier to sell afterwards.
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