Door-to-door sales can be a difficult and intimidating business activity. However, in some circumstances, this is the best way to market products and services. If you take the right approach, you will increase your chances of success and you might even find pleasure in the process.
Part 1 of 3: go door to door
Step 1. Dress properly
You need to appear presentable to the customers you want to approach. In most cases, it would be better if you wear a tie rather than a t-shirt and jeans. You will be doing a fair amount of walking in these clothes, they must be comfortable.
Don't overdo it. A well-tailored suit could be intimidating, especially if it makes you look completely apart in the neighborhood where you're knocking door to door
Step 2. Pick the right time
During the week, most people are at home and ready to give you some of their time between 5 and 9 p.m. You might also find people at home between 9 a.m. and 5 p.m., but not many. Avoid too early in the morning, as many people are getting ready to go to work and they don't have time to listen to your sales pitches.
Step 3. Knock on the door or ring the bell
Take a step back after you ring the bell. This will make the situation less intimidating and you show that you respect the client's private space.
Step 4. Start with a greeting
Avoid starting with your pitch. A simple "hello, how are you?" Allows everyone to be treated as a human being, not as a potential customer. You want this person to trust you and let you talk to them.
- Observe the surroundings as you approach the door and collect clues about the customer's interests to break the ice.
- Change your introduction every now and then so that it doesn't get too old. It can be easy to let go of a routine and recite memorized phrases instead of chatting with someone.
Step 5. Be friendly and assertive
You don't just sell a product, you sell yourself as a reliable representative of the company you work for. Potential customers must want to invite you in to learn more. Always try to smile and make eye contact with them.
Step 6. Be persistent and patient
Most of the doors you're going to knock on are going to open to people who don't want to talk to you. Don't be discouraged if people tell you no. You don't want everyone to buy your products, only the people who are interested in them.
Part 2 of 3: Make the sale
Step 1. Know your product well
You need to make sure you know everything there is to know about the product you want to sell and answer any questions your potential customers might have. It's the same rule whether you want to sell high-end products or small items that you have handcrafted to make pocket money.
- This allows you to explain the product on a personal level. You don't want to dive right into your arguments. Rather, you should let the customer see the benefits of the product for their life.
- Be honest about the qualities of the product. You won't always get a good answer to a customer's question, but don't make promises that the product can't deliver. Instead, try to turn the conversation back to the qualities of the product.
Step 2. Prepare a quick intro
You have a very small window available to capture the customer's interest in the product. Prepare a relaxed introduction to introduce yourself and explain the purpose of your visit. You don't want to sound too busy. Speak warmly to the other person, this is not an advertisement on television.
For example, you could say, “My name is (your name) and I am walking around your neighborhood telling people about (name of product or service). Could I give you a demonstration? »Be direct from the start so that you don't waste your time with a customer who is not interested
Step 3. Establish the authenticity
Unfortunately, many scammers use door-to-door tricks to trick their victims, so you should have a business card or other hard evidence to prove that you are a representative for the company that employs you. If you are freelance, you should keep products with you and be ready to sell them right away.
Step 4. Pay attention to the customer
Observe his tone and body language which indicates that he is interested in the product. Interested people tend to look you in the eye, lean forward, or tilt their head when speaking. Give them the opportunity to speak, ask questions, or offer suggestions about their interest in using your product. If the conversation starts to drag on, discuss the product. If he shows no sign of interest, thank him for his time and proceed to the next door.
Observe negative body language as well. If he crosses his arms or looks away, he's showing you that he's not interested or that he's trying to keep his distance
Step 5. Make a presentation
If the person seems interested, but isn't ready to buy the product yet, offer to show them how it works. If the potential customer shows interest, say, “Let me show you…” instead of “May I show you…”, because that kind of phrase gives them the option to say no. Besides, you seem to force his hand to let you into his house.
- Trust the product. Don't apologize before showing what the product can do. You have to show that you are selling something of quality that is worth it.
- By demonstrating to him, you also help him think about how he could use it. Encourage them to describe their needs and answer their questions.
Part 3 of 3: Convince a hesitant customer
Step 1. Learn the common negative responses
It is likely that after visiting several homes, you will notice similar signs of disinterest. Watch them closely and prepare your answers. You might not always be able to get around them, but you will be better prepared to respond to the concerns of your potential customers.
It is always possible to convince a negative customer. Don't see his negative responses as a refusal, but as an opportunity to give him more information
Step 2. Focus on the benefits of the product
Your potential customer needs to know that what you want to sell him is going to get him something he wants. You have to know how to differentiate between an "advantage" and a "characteristic". A "feature" is something the product does, such as a vacuum cleaner that sucks in more dust than the competition. An advantage is what the customer will gain from this characteristic. In the case of the vacuum cleaner, it will end up with a cleaner and healthier interior.
Step 3. Be positive about the product
If the potential customer doesn't seem like they want to buy the product, let your enthusiasm be the guide. If he thinks you don't like or believe in the product, why would he want to like it?
Step 4. Submit more information
Most people aren't going to want to stay at the door too long, if they feel like talking to you at length, they'll let you in. If possible, try to get their contact details. Thanks to these, you can always offer to call them back or visit them at another time.
If you have flyers, business cards or other information on paper with your contact details, now is a good time to give them to her. If you don't have one, you should make some
Step 5. Pay attention to clear refusals
If the person says "no" to you in response to your requests, thank them for their time and move on to the next house. You won't get anything by forcing it any longer.
- Make sure you use a slow, pleasant tone that is loud enough for your prospect to hear you.
- Door-to-door may not seem natural at first. The more you practice, the more comfortable you will feel.
- If someone seems interested, but can't speak with you now, take their contact details or ask if they're available at another time.
- Set reasonable expectations for yourself. This keeps you from feeling discouraged if sales aren't doing well. If you are selling for another company, it may prevent you from making sales promises that you cannot keep.
- It is not appropriate to compliment the physique of a person of the opposite sex.
- Always use the sidewalk to find customers. If there is none, walk by the side of the road as far away from the cars as possible.
- Do not enter private property. Watchdogs hate direct sellers even more than their owners.