Selling door-to-door can be a difficult and intimidating way of doing business. However, in many ways, it's the best way to get attention to the product or service you're selling. If the approach is right, you can increase your chances of success and maybe even enjoy the process.
Step
Part 1 of 3: Door to Door Visit
Step 1. Dress neatly
You have to look presentable when meeting potential customers. In many cases, a shirt and tie are much better than a T-shirt and jeans. You will be walking a lot, so make sure your clothes are comfortable to wear.
Do not exaggerate. Custom-stitched clothes will look intimidating, and you'll stand out in the environment you're in
Step 2. Choose the right time to sell
During weekdays, some people have gone home and are willing to answer the door from 5 pm to 9 pm. Although there may still be people at home from 9 am to 5 pm, there are not many. You shouldn't visit so early in the morning, because most people are just getting up and getting ready for work and don't have time for you.
Step 3. Knock on the door or ring the bell
Move away from the door after knocking. This attitude eliminates intimidation and respects personal space.
Step 4. Start with a greeting
Avoid making direct offers. A greeting as simple as “Hello, good afternoon” will make the homeowner feel treated as an individual and not just a potential buyer. You want potential customers to trust and be willing to talk to you.
- Monitor your surroundings as you approach the door and gather clues of the prospect's interest to lighten the mood.
- Work on your introduction from time to time so it doesn't get boring. It's easy to get caught up in a rut and act like it's acting instead of speaking naturally.
Step 5. Be friendly and confident
You don't just sell products. You are selling yourself as someone to be trusted. Make potential buyers feel like inviting you in and asking more questions. It's a good idea to increase your smile and eye contact with potential customers.
Step 6. Be patient and never give up
Most of the doormen you knock on want you to leave right away. Don't be discouraged by those who refuse. You are not aiming for everyone to buy your product, only those who are interested.
Part 2 of 3: Selling Products
Step 1. Know the product well
You have to know everything about the product you want to sell, and answer all the questions potential customers have. This is true for products made by well-known brands, as well as items made by yourself.
- That way, you can explain the product on a personal level. Don't get straight to the point. Instead, let potential customers know the benefits of the products offered first.
- Be honest about the product's capabilities. You may not always be able to answer a prospect's question, but don't make false promises. Instead, turn the conversation to the strengths of your product.
Step 2. Provide a brief and concise introduction to who and why you visited the prospect's home
You have a narrow opportunity to capture potential customers' interest in the products offered. Have a casual chat. Do not let your attitude seem artificial and exaggerated.
Try saying “My name is (your name) and I am visiting this area to offer (your product or service). If you like, I can show you.” Get to the point so you don't waste time talking to people who aren't interested
Step 3. Build authenticity
Unfortunately, scams under the guise of door-to-door sales are quite common, and you may have to face one of the victims. It's a good idea to have a business card or other solid proof that shows you're a verified seller from a real company. If you're working alone, stock a few products with you and be prepared to immediately sell the stock you carry.
Step 4. Pay attention to your customers
Look for clues from the customer's body language that indicate interest in you or your product. interested people will make eye contact, lean forward, or tilt their head as you speak. Provide opportunities for potential customers to talk, ask questions, or provide suggestions regarding how customers can be interested in using the products offered. If the conversation starts to be long-winded, move on to discussing the product immediately. If the customer shows no interest, thank them for their time, and move on to the next door.
Also be aware of negative body language. Crossed arms or eyes looking somewhere are signs the prospect is not interested, and is constantly trying to distance himself
Step 5. Demonstrate your product
If a prospect seems interested, but isn't willing to buy yet, offer to show them the product and how it works. If the prospect at the door shows interest, say "let me show you," instead of "may" or "can." These two sentences open up opportunities for potential customers to say no. Plus, they both sound a bit pushy, as if you're trying to enter someone else's house.
- Trust that the product will work well. don't offer excuses before you've demonstrated the product's capabilities and limitations. You need to demonstrate the quality and feasibility of the product being sold
- Showing the product also gives potential customers a chance to think about how the product will be useful to them. Persuade potential customers to describe their needs, and answer all questions.
Part 3 of 3: Convincing Doubtful Buyers
Step 1. Study common negative responses
Chances are that when you visit multiple homes, you will encounter a similar disinterest. Pay attention to these basic themes, and prepare answers. You may not always be able to overcome them, but you will be ready for some of the initial challenges.
Negative prospects can still be persuaded. Don't view a negative response as a rejection, but as an opportunity to get more information
Step 2. Focus on the benefits of the product
Your potential customer needs to know if what you are selling is what he or she wants. You should know the difference between “benefits” and “features”. A feature is something that a product has, for example a vacuum cleaner that can clean better than competing products. Benefits are things that are obtained from the product. For a vacuum cleaner, the benefits can be a cleaner and healthier home.
Step 3. Be positive about your product
If a prospect seems reluctant to buy, let your enthusiasm guide them. If potential customers do not feel you like or believe in the products offered, of course they do not feel it either.
Step 4. Offer to provide more information
Most people won't want to stand at the door for too long. Therefore, if there is an opportunity to speak further, you will be invited in. If possible, try to get contact information. That way, you can always come back or call at a later time.
If you have brochures, business cards, or other print media with your contact information, give them to potential customers. If not, it's best to create one now
Step 5. Watch for obvious disclaimers
If the prospect gives a clear “No”, thank them for the time given and move on to the next house. There's no point in forcing the person any further.
Tips
- Make sure you use a tone that is low and friendly but clear enough for potential customers to hear.
- Selling door to door at first was awkward. However, the more practice, the more comfortable you will become and the more proficient you will be with trading this way.
- If someone shows interest, but is unable to speak to you at this time, provide your contact information, or ask if the prospect can be found at a later time.
- Set reasonable expectations. That way, you don't feel too discouraged if sales don't go well. If you sell to another company, this will prevent you from over-promising or underestimating sales.
Warning
- It is rude to praise the appearance of the opposite sex.
- Do not enter a house with a closed fence. The house could be guarded by fierce animals.
- Always use the sidewalk when walking around. If not, walk away from the highway.
