Is A Two Call Door To Door Approach Right For You?
Almost all sales training talks about getting a sale on the first visit but there are situations when even in door to door sales, it may be best to make your contact a two step process.
For example, if all decision makers are not available when you knock, it will be better to have a reason to come back. For example, if you sell cable TV and a decisions maker is absent, it is better to ask questions about what they use now and make an appointment to come back and go over the results than to present to just one person.
If you sell roofing, for example, if all decision makers are not present, I suggest you take measurements and offer to come back for an appointment when you have "run the numbers".
This approach is also important if you sell a product that takes more than 15 minutes to demonstrate or calculate. Today's customer is very unlikely to have more than 15 minutes free that they are willing to give a stranger without an appointment.
As I have discussed in our sales training, be sure too that you have a good reason for knocking on their door. The days of just knocking are over. Reasons could be your company is installing equipment on the next block and since you have to wait for the installer to finish, the company will allow you to do a $120.00 assessment for them at absolutely no charge, to see how much they could be saving.
If you sell a product you can see from the road like chimney flashings, siding, landscaping etc you can knock because you noticed something like damaged shingles and you are just stopping to let them know before they get any water damage. This approach makes you look very helpful and is a great conversation starter.
About the Author:
Carl Davidson is a recognized leader in door to door sales training. Get over 100 of Carl's free door to door sales training videos at http://www.youtube.com/salesco For more information on his door to door training that is guaranteed to help you sell more door to door, visit http://www.door-to-door-sales.info
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