Door-to-door sales can seem like it’s a relic from another time now that the internet has become the primary vehicle for getting the word out about products. However, this challenging sales technique still has value as the most engaging and direct way to reach customers. In some cases, you can even give them a live demonstration, which makes door-to-door sales a powerful medium to communicate the benefits of a product. Follow these five tips to increase your chances of making the sale face-to-face.
1. Set yourself up for success
These days, most people are not likely to welcome a stranger into their home, or even into their doorway. Your initial approach has to focus on overcoming the prospect’s fundamental objection to the idea of interacting with you or hearing your pitch. Giving a good impression begins from the moment you knock on the prospect’s door or ring their doorbell. Step back from the door so that your presence will be less intimidating and to show that you respect their personal space. Make sure you’re not knocking on the door too early in the day, such as before 9 am, or too late, which would be after 8 pm. Make sure you are dressed in presentable, neat clothes, even if they are casual.
2. Earn the prospect’s trust
Begin your pitch with a relaxed greeting and be friendly. Make eye contact, smile, and be polite. You’re here to sell them something, so it’s okay to get straight to the point. Door to door sales is a simple equation of getting your prospect to see that you have something they want or need. But you have to earn their trust and get them curious enough to hear what you have to say. Hold the product, or a photo of the product, prominently, and make sure it’s evident that you know your product well. By giving the first impression of an authentic person who is here to make an honest pitch, you can at least earn a few minutes of their time.
3. Follow a structured pitch
Once you have the chance to make your case, have a plan that works, and follow it step by step. You will have much more confidence if you know what to do at each moment, rather than trying to improvise. After establishing rapport, explain the basics of the product, briefly, and then present the product. It’s essential to use concise but engaging language that includes the positive experiences of other customers. Communicate a clear outline of all the product’s features, and offer to demonstrate, if applicable. Whenever they ask a question, recognize it as a good sign of their interest. Respond in an honest way to maintain their trust and read their body language to learn more about how they are reacting to the product.
4. Be convincing and overcome objections
The most crucial step in any sale is overcoming their initial objection. It’s rare for any deal to happen without a single no, so take that moment as an opportunity to ask questions and better understand your prospect’s needs. Overcome the objection by understanding their concerns and trying to find a solution. Ultimately it all comes down to why your product will be beneficial to this customer. To make the sale, you have to ask the right questions, understand your product extremely well, and try to be convincing. Many objections will turn into a yes once you have refined your pitch in a way that sells the value of your product correctly.
5. Recognize a real “No.”
The basic math of marketing is that sales are going to happen in only a tiny minority of your interactions. Therefore, it’s beneficial to accept a real No, and move on to the next potential consumer. You don’t want to waste your time and energy on someone who will not want or need your product no matter what you say. Many people are polite and may even continue engaging you past the point when they know they will not buy. Paying attention to body language is very important. Crossed arms or failure to make eye contact are both reasonable indications that the person is genuinely not interested. It’s also helpful to ask direct questions if you haven’t gotten any feedback after delivering most of your pitch. A simple “Let me know if you’re interested in this.” will help avoid more wasted time.
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Remember that success in sales is all about being consistent. When a prospect is not interested, this means it’s time to knock on the next door where an interested customer may be waiting. By making an excellent first impression, earning their trust, and selling the value of your product, you can maximize the potential of this form of sales.