HARDISON’S TIPS – OCTOBER 14, 2020 – Door to Door Sales: 10 Best Strategies for D2D Success
In the age of online sales, where products can be bought with just a few clicks of a button, it’s easy to forget just how important human connection can be in sales.
People don’t always want to make purchases over a screen — sometimes they’re looking for something more personal, hands-on, and trustworthy.
That’s why door to door sales is still a vital part of the sales industry.
Door to door selling is an important way to engage customers face-to-face and get your product in their hands. When done right, D2D sales is still one of the most effective ways to grow a customer base, build relationships that last, and sell all kinds of products.
But it’s not as simple as just showing up to a house and ringing the doorbell — there are specific strategies that every top door to door salesman uses to connect with their prospects and close deals time and time again.
We’ve compiled a list of 10 proven strategies on how to sell door to door, to ensure you surpass your quotas and maximize your performance
1. Know Your Product
As a salesperson, it’s your responsibility to know the product inside and out. Your customer usually isn’t very familiar with the product before your encounter, and they depend on you for information. Make sure your door to door sales training prepares you to have answers to all their questions.
True door to door salespeople are brand ambassadors who understand the product they’re selling because they use it themselves — after all, why would someone invest in something that the salesperson doesn’t use themself?
With some products, this can even send the message that the product is too complicated, or just plain unnecessary.
It can also potentially make it appear you don’t care about the product and only care about their money.
It’s imperative you understand the features, benefits, and even the limitations of your product to deftly steer the conversation and highlight the appeal of what you’re selling. It will also help you earn your customer’s vote of confidence.
If customers do have questions about your product, it shows they’re interested in what you’ve got to offer. Make sure you don’t lose their business through a lack of attention to detail. Be prepared to discuss in-depth the features that matter most to your customers.
2. Perfect Your Pitch
Door to door selling is all about presentation.
Pitching is the act of illustrating the benefits of your product to prospective customers, and guiding them toward a solution to their problem.
If you can effectively present your product as a solution to specific pain points your customers experience, or explain how your product can make their lives easier, the chances of landing the sale go through the roof.
But it’s no easy task. You must present your product in a way that builds their trust, exhibits credibility, and helps them connect with your product.
The average person is wary of door to door salespeople because they fear being sweet-talked out of their money, or even potentially scammed. By having a knowledgeable but human-level door to door sales pitch, you ease their worries and earn their trust. One secret? Don’t try to close the deal too aggressively or too impatiently. Sometimes it’s best to plant the seeds for an extended relationship, and let your prospects buy your product when they’re ready. This will help your prospect not feel any unwanted pressure to purchase, and will build their trust for a lasting relationship.
3. Use Effective Prospecting
A misconception surrounding how door to door sales companies operate is that salespeople wander neighborhoods aimlessly, knock on doors at random, and leave it up to chance that the person who answers the door will be interested in purchasing their product.
Not exactly the most efficient method of selling.
One of the best door to door salesman tips is to zero in on the most promising prospects, and focus your time and energy on those who are more likely to benefit from what you’re offering.
Discovery calls are a great way to feel out the likelihood of a prospect being interested or able to buy your product. Using your company’s sales-enabling technology is the best way to identify these leads.
There are also great door to door sales software options available that help you find prospects as well.
Ask yourself: Does the prospect work in an industry that can use your product? And does your product fulfill their unique needs? After all, you probably wouldn’t try to sell lawnmowers to someone who lives in a condo on the fifteenth floor.
Another way to find leads is to ask your satisfied customers for referrals. There’s no better way to meet with new leads than to be introduced by a mutual, satisfied connection. You won’t have to sell — your happy customer will do it for you!
From his success on the sales floor of an automotive dealership to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer. Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.
Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. ShopSmartAutos.com took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.
Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit RichieBelloBlogs.com. https://www.itworld.com/article/2783373/gm-warns-dealers-about-working-with-pure-play-online-auto-sellers.html