SALES - Door to door sales.
89Old school sales are alive and well.
It may be one of the oldest forms of selling, but for certain industries or products, door knocking is still a strong way to make sales.
The first thing any salesman must understand is that the customer did not seek you out. They didn't call you or come into your store. That being said, they may have a definite need for your product.
There are four key areas that you need to address to be successful with this kind of sale, but I would like to mention perspective before moving on.
The right perpective is critical for door-to-door sales. How do you view door-to-door sales and salesman? If you feel you are bothering people at their homes, don't door knock. That is a self fulfilling prophesy, if you think you're a bother, you are. My perspective was always that I had a product that they would want, if only they could be shown it. As a courtesy, I can help facilitate that need. If you cannot convince yourself that what you are doing is a good thing, don't waste your time. Not everyone is cut out to door knock.
The first area of concern with door knocking is look. How you are dressed is a form of presentation all in itself.
Here is an example: I was door knocking in Southern California during a particularly hot summer, temperatures over a hundred. It was a serious product and the standard dress was a formal suit. Word came down from our home office that slacks and a polo shirt would be acceptable given the heat. From the first day of the uniform change, I noticed a measurable decline in initial interest. People weren't taking me as seriously as they had when I was dressed in a suit. It really hammered home the idea that the visual presentation is a critical one. Despite the heat, I went back to suits. Despite being told never to judge, everyone judges. It is going to happen, so prepare for it.
Hair, facial and otherwise, should be neat and presentable. Peircings should be removed till after work.
The second area of concern is the door knocking itself. First thing to realize is that, when you set foot on the street, you are on display. Your customers may be watching from they're homes. Your conduct can shut down your chances. If you smoke, do it later. Don't do anything you wouldn't do in polite company.
As you walk up to the house, smile, your potential customer is watching you, count on it. The one time you think they aren't, they will be.
If you have materials to hand out, have them organized and ready. Don't make a customer wait while you search for something.
Be on the lookout for a sign that says "day sleeper". If you see it, just leave. This person works nights and, even if they do come to the door, they won't be in a good mood. So not only will you not sell, you have a good shot at being chewed out. I used to tuck a brouchure for my products into the screen door. No soliciting signs are not a good thing to cross, either. They usually were an uphill battle to start with, so I got in the habit of leaving a brochure and moving on.
Most houses have a doorbell, but make sure to lean in and listen as you ring. Some doobells don't work, and you can waste a lot of time standing there pushing a dead button. If you don't hear the doorbell, give a solid three raps on a solid part of the door. Never tap on glass. I actually had a trainee break a pan of glass on a door. The customer was nice about it, but we didn't make the sale.
The second you ring the bell, take a good step backwards. Give the customer some space, it makes them relax and makes them feel safe enough to open the door. Getting the door open is half the battle. If a custmer is peeking at you thru four inches of open door, they don't trust you, and you don't buy something from someone you don't trust.
As they open the door, smile and present a business card. If you don't have cards, get some. If your company doesn't provide them, buy your own. There are internet print companies that sell cards for the price of shipping. Trust me, cards are invaluable in establishing credibility.
After they take the card, introduce your self formally, name and what company you're with. If it is a well known company, even better. Once again, it builds credibility.
The third area of concern is presentation. Presentation is everything you say and do after you introduce yourself.
It starts with a brief statement of intent. One sentence telling them why you are there. It should be compelling and leave them a little curious.
The body of your presentation should be a combination of asking questions and dispensing knowledge. Get the customer to talk and be involved.
Know the appropriate questions to ask the customer in regards to your product. Two reasons for this. The first is to get them involved and thinking about your product. The second is to profile how good a customer they can be.
Failing to profile the customer properly can allow a whale to slip through your fingers. If you have never heard that term before, a whale is a customer that not only really needs your product, but they truly believe that they need your product enough to purchase a massive amount. Whales are rare, but they do happen. Some salesmen never find them, som find them all the time. I think it comes down to paying attention. I have found many over the years and my attitude when I rang the bell was that this particular customer was a whale until they proved otherwise.
The most important part of any presentation is the close. A close is a commitment. Whether it is to buy, come to your office for an appointment, whatever. It is getting the yes or no. Not maybe, I don't know, let me think. . .etc. If its yes, good. If its no, good. No means you can move on. Yes means you can move on. Anything else and you are stuck in place, wasting time.
The fourth and most critical area of concern is time management. Time is your friend and enemy. In door knocking, the more doors you knock on, the better chance you have to find a customer, or, a whale.
Give your self a set block of time to door knock. Your goal is to knock on as many doors as possible during that block of time. While working, don't dawdle. You are not out on a stroll, you are working. Walk briskly from house to house. See how fast you can knock on both sides of the street. Make a game of it.
After you have door knocked for several days, take stock. Are you exhausted at the end? If so, shorten your block of time. If you could go for a few hours more, try it. Your goal in this is to be able to give a good solid presentation at all houses you knock at. Stumbling thru a fatigue riddled presentation wastes everybodies time and annoys your customer.
Time is also a factor in how often you go door knocking. You cannot go door knocking once a month and expect to make any money at it. I have had a number of trainees that have told me in all honesty that door knocking doesn't work for them, so they don't do it. When asked how often they had gone, all of them, without exception, stated that they had gone only once or twice.
Reluctance is a real problem for many. I made my living going door knocking and I often cringed at the thought. What worked for me sounds a little silly and shallow, but it worked for me.
Fake it till you make it. I simply pretended that I was a great salesman and door knocker, in fact, the greatest, and it showed. I was confident, was an expert on my product, and the more I did it, the better I got. At some point, and I really couldn't say when, I had become a great salesman and door knocker.
This is a method of sales that, if you truly do it, really thowing yourself into it, you will get results. Be prepared to hear the word NO, frequently during the beginning, and be realistist with yourself. Rare is the salesman who goes out on his first day of door knocking and comes back with dozens of sales. Although, they do exist. They make massive sales, find lots of whales, and have a lot of fun. I have seen them in many industries, and they all have one thing in common.
It never occurs to them that they'll fail.
Go forth and sell.
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Hi. I really needed to read that post. Thanks!
Take care
Val
This post was awesome. Your attitude is positive and that is an essential key for knocking doors. I have a question. I sell Verizon Fios D2D and due to the heavy advertisement, I'm having trouble building a sense of urgency. I'm selling something the majority of society uses and pays for. It is TV, Internet, and Phone service. However, my prospects get phone calls, mailers, Radio Ad's, E-Mails and other D2D Salesman knocking their doors. Do you have any tips on building a sense of urgency?
This post was awesome. Your attitude is positive and that is an essential key for knocking doors. I have a question. I sell Verizon Fios D2D and due to the heavy advertisement, I'm having trouble building a sense of urgency. I'm selling something the majority of society uses and pays for. It is TV, Internet, and Phone service. However, my prospects get phone calls, mailers, Radio Ad's, E-Mails and other D2D Salesman knocking their doors. Do you have any tips on building a sense of urgency?
Thank you very much that was incredibley helpful! Have just got to buid up the confidence bit now!! Thank you.
Lu,
Let me clarify this point. I said the following, "At some point, and I really couldn't say when, I had become a great salesman and door knocker." Looking back, I didn't become a great salesman and door knocker, but I reached a point where I was no longer "Faking it till I was making it", but in my head I truly believed that I was the best. At that point, it didn't matter if I was or not, my confidence level was thru the roof and my sales shot up accordingly.
Damien,
You are selling a cool product. But creating urgency without coming across as a cheesy salesman can be tough.
Were it me, and I would be prepared to fail and tweak it based on results, but I would present it as the whole culmination of the media effort has led to me being on your doorstep. Someone says "I had a guy knock on my door yesterday." My first responce would be "Cool! Now, what did he say and what questions do you have?" Listen to his answers and specifically address what he says. Ignore what he says and you'll lose him. When he says, "No, I don't think so, or Not now." Ask him what is keeping him from doing it. Be polite, but ask if its the price. If he says no, profile his reasons and find out why. Let him know that in the end, if he doesn't want it, thats ok, but lets make sure that is his true answer, not just a confused default.
Serve the customers needs and it will usually work out for the best for you.
Hope that helps
Glad to see someone else likes this. I included your hub in my list of resources on my e-how.
I prefer lead generation, though.
the article is just awsome.
I am facing a lot of problems during knocking.......
customers are not listening to me.............
they are shutting the doors on my face.......
Door to door is one of the toughest ways to sell. It can really hit the ego. Examine your results. If all doors are shutting in your face, with no success of any kind, ask yourself, why? What is happening in that first glimpse that is shutting this down. Use humor, use drama, whatever fits your product and personality. The most important thing is to understand that "No" is your constant companion in sales. Don't let it get you down.
What is good closing rate for door to door sales?
Is there any researches?
Any research I have ever seen usually boiled down to someone else's opinion. Closing rates change from industry to industry. Look at your results and chart them. You have to get better as time goes on, or change your approach. Those who have failed will tell you door to door does not work. When you make a sale, go back thru your records and figure out how many serious customers it took to get the sale. Then, how many interested to get the serious customers. Then how many doors knocked on to get the interested. Say 500 doors knocked to get 200 interested to get 60 serious to get the one sale. Called the numbers game.
Don't sale .....make customer to buy....
this message is noty only inspiring but also motivating,kudos keep it up
I was really thinking about doing door to door sales for Mary Kay. I don't know anyone who has the money to buy the product and I figured the best way to do this is to find them. I loved your article, yet I'm still a little apprehensive. Do you have anymore advice that could possibly get my feet to walking and my worries out of my head?
Great help, thanks alot!
I am in the process of preparing product to go out and do door to door sales. I yahoo'd d2d sales and found this, this has been the most helpful article i've found so far! I am a little scared, but that is normal right? I've done cold calling before and I think that it is similar to door to door because you don't know who you are bugging or how busy they are, etc. Could you talk more about the whale? They will buy how much from you?
Wonderful post. i just started working for Kirby vacuums and as everyone knows it's door to door knocking and its 9 am till 9 pm six days a week. there are times where i want to throw in the towel but i feel as if i should keep going. any pointers?
Thanks this was positive!!
Thanks for this article realy helps.
The article was confidence inspiring.
I would love to work in sales. Door-to-door is something im sure I could do, but I dont have a product. Do you have any suggestions of good products to sale, or if not, how to find products?
I am going to start door to door offering my services as an IT engineer. I am going to be offering computer repairs at an hourly rate. I would like to know if the signs that state "we do not buy or sell at this door" apply to me as i am not selling a product. I’m just letting people know that my services are available, offing the chance to book an appointment and leaving a business card. I would appreciate if anybody could clarify whether i can knock these doors as it would allow me to get the word to more potential customers.
Thanks for your time reading.
Tristan
You sums it up quite nicely Bittermac, its all about your mindset and stamina (in addition to being able to connect with people). I use to say I actually earn money for every no I get. In door-to-door sales, the one who visits the most prospects usually sells the most. He would also get the most "no's" during the day.
Been in business for years. It's what you put into it. Do not let "no" bring you down... brush it off and move on to the next one. It is a numbers game...the more people, the more money. Made over 100k last year. I love it! STP (see the people).
I looking to get hired and im able to work anytime a hours
EXCELLENT and well written. 1974 to 1982 was my best time as a door to door Encyclopedia Britannica sales person...... door to door as mix of houses and office calls. After a mix of sales career employees, I am now with RAINBOW Cleaners, and this time it is strictly by telephone appointments only. Though with referrals, getting an evening appointment is difficult and to get two would mean two different locations to travel to. Door to door sales gives great mileage, more exposures; better time management and savings on fuel and road toll charges as well. However new laws today, stops door knocking after 7pm on weekdays and is not allowed on Sundays and public holidays. That makes it difficult. Flyers and leaflets are read and forgotten. They do not compel action and call backs. Anybody with good ideas on how to get maximum attention and invitations for home demos. Nowadays, the other issue is condominiums and apartments with tight security and gated housing projects where the guards keep us away from the doors of home owners.
Thiru, Malaysia.
Thank u sooo much. i ended up making hundreds in the first 2 weeks. it all came from this and a few other websites.
Thanks,Matt
Nice post, very informative and shows a positive outlook. I am thinking of jumping into a door to door sale and this post helps me look at it as an opportunity, though it may take a lot of hard work but it is still something to try out!!
WOW I am really impressed. I used to sell chocolates when I was younger. I was basically the best salesman the company had. No wonder! I followed almost each and everyone of the instructions above by my natural instinct.
I have a nation wide dish network program where we allow people to sell dish/direct $100 a sale and your paid weekly. My number is 573.825.0165 we also are going to be getting AT&T contract as well as Dish commercial. Give me a call. Looking for managers.
Door knocking is the best job if your good at it. Flexible hours allow you work on your own terms to actually enjoy the fruits of your labour.
My experience in D2D initially was selling landline/internet. I found this product(Utility)interesting to sell, as i had to engage the customer as if i was their communication consultant. This product had alot of bullets to work with, to emphasize VALUE for their money. Comparing against what they had was easy , but getting that information was difficult. I always used the phrase "Hi my name is Gary from xxxxxxxx, nothing serious,just letting you know we have done some major upgrades, in your area, at the moment do you have access to landline and broadband here?".This worked well for me and if the customer asked, which was rare, the upgrade was we have built our own phone exchange(SIMPLE!)
Working for another company selling goods, free delivery, no credit check ect. Completely different product, same approach used to an extent. I found 3 important factors to be successful in door knocking, firstly PRESENTATION SKILLS, so critical to get interest and urgency.
SPEAK TO THE PEOPLE is the second factor, talk as if you don't care whether they buy or not your just their to "help", and to a degree not actually their to sell anything at all.
CLOSING THE SALE, is the golden ticket in D2D, and i believe timing is everything, strike to early and your customer will feel over pressured, strike to late and you lose the urgency. Communication should flow, and you should know what possible objections will follow and have the right answer(bullet) ready.
BTW in Telco type D2D our ratio of sales were 10-1, 10 doors equal to 1 sale.
GOOD LUCK IN THE FIELD!
Very informative. Don't quite know how this site came to me, but it was a pleasure to read, and how right you are. As a young man in the early 60's until the mid 70's
I sold magazines first and then for 10 years Encyclopedias ,all door to door and loved every minute of it. Made quite a bit of money, and hope I helped a few children along the way. I notice that you were in the Portland Or area, and that was the town I finished that phase of my career ,having managed a divisional office for two years. Later as I moved into the home improvement industry and still have my own company today,all of the things I learned from going door to door have been very valuable in my later success.
My system, hit 50 doors every work day. You would always end up with presentations and a sale ,and plenty of callbacks.
Thanks for a good article, and good luck to the people you train.
Haven't visited this page for quite a while. Love the comments from the experienced DTD sales folks. STP is an awesome sound bite.
Excellent point about getting out of it what you put into it. Also, if you think you are bothering people, you are. It shows in your presentation. The attitude to have is that the customer needs your help, they just need to know about it. Look forward to talking with them.
One more thing. "Salesmen, do no knock" or any sign on a door like that is a hostile, up hill battle waiting to happen. Put a flyer on their door and move along.
Thank you all for the kind comments.
This is what i ve been looking for. I just adopted the D2D approach to start my product sale. I will use this guide as i feel motivated and better poised to start knocking this doors to sell my shea butter.
If you emphasize the number of people you ask rather than the number of sales you think you should make, then there is less pressure...quite naturally, you will get beat up enough until you develop an approach that works for you--just keep a certain number of people each day you plan to see (50 is reasonable)as your focus. Also, with less emphasis on having to make the sale you automatically DON'T come across as being desperate. The real key in selling is leaving the impression that you aren't selling.
Today a few jiggaboos came around the neighborhood trying to sell stuff.. I shoo them like flies and was like I'm not interested. Next thing you know, the damn neighborhood will be theirs.
Doctor rain is lame.
Great article, well written and positive. A big thank you
This is an intresting and on point article its very simple and it clearly emphasizes the importance of the mindset . I have moved across the floor from cold calling to door to door sales I'm really looking foward 2 makinng moola
Vitaliy 4 years ago
Great post, one of the most informative posts on this subject online actuallly.
Thanks and keep up the great work.
Vitaliy
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