Try the Survey Method
If you can’t narrow down your prospects, don’t worry! You can use a quick survey to qualify your leads right after your introduction (which we will explain in the next section). Just try:
“Can I ask you three quick questions for a short survey I’m conducting?”
And then lead into some questions that refer back to your customer avatar, in order to figure out if they’re your target demographic.
Sales Tip #2: Get the Four Ws out of the Way Immediately
Obviously you can’t script an entire interaction with a prospect. But you can (and should!) at the very least script your opening lines.
From the moment a prospect opens their door, you only have a few moments to convince them not to close it. If you can get past that hurdle, then you’re set. So, what do you say first? You address the four W’s:
- Who are you?
- Where are you from?
- Why are you on my porch?
- When will you leave?
These are the four questions that fly through your prospects’ minds the moment they open the door and see a stranger’s face. AKA your face. Here’s an example:
“Hi, my name is Josh and I’m a representative at Map My Customers. We’re hosting an open house this week to get to know the businesses in our neighborhood, and I wanted to personally invite you to join us. I only have a minute, but would you like a quick overview of the ways we’ve been able to help businesses like yours increase revenue by 30%?”
One of the smoothest parts of this opening is the “I only have a minute” bit. Immediately, it provides the prospect with relief and reverses the usual situation: now you are the one who wants to get off their porch quickly. With an end in sight, your prospect will feel much more comfortable hearing you out.
From there, you lead directly into your hook—what benefits can you offer so they stay and chat with you?
Take some time to physically write out your opening lines and then practice them out loud. By the time you knock on your first door, the speech should just flow.
Sales Tip #3: Understand Customer Pain Points Using the Sandler Pain Funnel
Where there’s pain, there’s potential. If you can find your customer’s pain points, you will be able to make a more effective, persuasive and personalized sales pitch. Your customers will invest in your solution to their problem if the pain of change is less than the pain of their current situation.
Make It A Champion Day!