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10. Know your services well. You need to be sure you know everything there is to know about what it is you are trying to display.
And answer any and all questions that your potential customers have.
This is true whether you selling a company’s “top of the line” merchandise.
Or you just want to get some extra cash for homemade items.
This will allow you to explain the product on a personal level. You don’t want to dive right into the bullet points. Instead, let your customer know how this will benefit their life.
Be honest about what your product can and cannot do. You won’t always have a good answer to a customer’s question, but don’t make promises your product can’t keep. Instead, try to turn the conversation back towards your product’s strengths.
11. Have a quick, precise introduction as to who you are and why you are there. You have a very short window of time to capture a buyer’s interest in your product.
Keep this introduction casual. You don’t want to come off as overly animated.
This is an in-person presentation, not a goofy television commercial.
You can say something like, “I’m (your name), and I’m visiting your neighborhood to inform people about (your product or service). Let me show you what I’ve got.” Get to the point quickly, so you don’t waste time talking to a customer who isn’t interested.
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12. Establish your authenticity. Sadly, many scams use door to door salesmen to snare victims.
And some areas ban and issue fines for some unsolicited sales as a result.
So you may want business cards or something tangible to prove that you a verified sales representative for an actual company.
If you are working independently, you will want some of your product with you, and be willing to sell right away.
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13. Pay attention to your customer. Pick up hints in tone and body language that indicate interest in you or your product.
Interested people tend to maintain eye contact, lean forward, or tilt their head when you talk.
Give them a chance to talk, ask questions, or offer suggestions about how they might be interested in using your product.
If the customer is not showing any signs of interest, thank them for their time, and move on to the next door.
Keep an eye out for negative body language as well.
Crossed arms or eyes looking elsewhere indicate the person is not interested, or is trying to keep you at a distance.
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14. Demonstrate the services. If a person seems interested, but not yet willing to buy, offer to show them the product and how it works.
If the person at the door expresses interest, say, “let me show you,” rather than, “can I” or “may I.” Those phrases open a window for the person to say no.
It also looks pushy, like you are trying to force your way into someone else’s house.
Trust your product to work. Don’t offer excuses before you show what it does or can do. You need to demonstrate that what you are selling is quality and worthwhile.
Showing your product also gives the customer a chance to think about how it might be useful to them. Encourage them to describe their needs, and answer any questions.
Offer to give them a demonstration.
Be thorough and honest in your explanation of the product.
Give the customer suggestions about how they could use your product.
Establish the authenticity of your sale with a business card or the product itself.
All of the above.
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16. Learn the common negative responses. Chances are that after going to a bunch of houses, you will hear certain similarities in disinterest.
Keep an eye out for these basic themes, and prepare answers.
You may not always get past them, but you will be prepared to address some early concerns.
A negative buyer can still be open to persuasion.
Don’t see those negative responses as refusals, but as opportunities to give more information.
17. Focus on your service’s benefits. Your potential customer needs to know that what you are selling will give them something they want.
You should know the difference between a “benefit” and a “feature.”
A feature is something your product does, such as a vacuum that picks up more dirt than its competitors.
A benefit is what you get from that feature.
For that vacuum, the benefit would be a cleaner, healthier home.
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18. Be positive about your work. If your potential customer seems unwilling to buy, let your enthusiasm guide them.
If they can’t believe that you like or believe in your product, why should they?
19. Offer to provide more information. Most people will not want to stand in their doorway for too long.
So if there is an opportunity to talk further.
They will generally invite you inside.
If possible, try to get contact information.
With that, you can always offer to come back or call at another time.
If you have fliers, business cards, or other printed materials with your contact information.
This is a good moment to pass them out. If you don’t have any, it might be good to get some.
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20. Pay attention to clear rejections. If a person gives you a direct “No” in response to your offers.
Thank them for their time and move on to the next house.
There is no benefit to pushing that person any further.
If the customer expresses confusion about your product.
If the customer doesn’t immediately invite you inside their home.
If the customer directly says “no” to your offers.
If the customer mentions that they don’t know how they could use your product.
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22. Get some examples of door to door introductions
“Hi, how are you?” Wait for response and reply appropriately “My name is ____, I’m in the area today because there’s been a high demand in the community for ____ . We did a leaflet drop about a month ago, did you happen to see it? … No? Haha probably fired in the bin eh?!” (Get them smiling) “That’s no problem, that’s why I’m here. My job today is to let all the homeowners in the community know how our product works. (Very brief and vague description) Are all the decision makers home at the minute?” Yes – “Perfect, it only takes a few minutes to run through so I can pop in and explain it to you” No – “No problem I’ll be in the area until about 9pm, what time would be best?”. Get their contact details and call back when they say it’d be fine. Also learn to leave well alone those who wish to be left alone.
23. Gain more confidence
I always find that when you dress for success, you radiate success.
You look good you feel good.
In door to door sales, it is very important to maintain a positive attitude.
Unfortunately, you will run across people who are just unhappy.
Do not take it personally. That person doesn’t know you and you are only doing your job.
And there are many people out there who will be happy to see you.
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24. Set reasonable expectations
Make sure to use a slow, pleasant tone that is loud enough for a potential customer to hear.
Going door to door can feel unnatural at first.
The more practice you get, the more comfortable and you will become.
If someone displays interest, but can’t talk to you at that moment.
Get some contact information, or ask if they will be around at a later time.
This will prevent you from getting too discouraged if sales aren’t going well.
If you are selling for another company, this can help prevent you from over promising.
Or under delivering on your sales projections.
Conclusion
