RSS

Get automatic updates delivered straight to your inbox.

Connect with Steve Sipress

LinkedIn

Door-To-Door Strategies For Your Business

door_to_door_salesman

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the U.S. and Canada. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days), my manager had me go on a “ride-along day” with an experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

  • Inviting
  • Informative
  • Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

  1. Offer to refund money — no questions asked
  2. Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

  • Offer a special price as an opportunity for them to test the market.
  • Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
  • Offer a referral incentive.
  • Offer a smaller, less expensive entry-level product to build trust.
  • Offer package deals.
  • Offer to charge less for their first purchase if they become a repeat customer.
  • Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
  • Offer financing options, if applicable.
  • Offer a bonus if they pay in full.
  • Offer special packaging or delivery.
  • Offer “name-your-own-price” incentives.
  • Offer comparative data or other comparison tools.
  • Offer to let them trade up or upgrade to something better if they want.
  • Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

Remember what Jay Abraham says…

“By making it inviting, easy, informative, non-threatening, educational, inspiring and fun to do business with you, you’ll loft your company above the competition.”

Need help with figuring out the best strategy for converting prospects into customers? Our FREE test drive gives you exclusive access to a mountain of resources and tools, along with information from some of the greatest marketing minds on Earth.

10 Powerful Marketing Videos specifically designed to help you make a minimum of $10,000 in 30 days

Leave a Reply

Your email address will not be published. Required fields are marked *