Sales techniques

Door-to-door sales – tips and techniques


Selling door-to-door is quite different from other sales jobs. Here are some crucial lessons I’ve learned over the years.

Door-to-door sales techniques

Lesson 1 – Visit enough people

In many ways door-to-door sales (and telesales) is a numbers game. It doesn’t matter how good you are at selling, if you don’t visit enough people you won’t make enough sales.

If you visit 0 people, you will make 0 sales.

Here is as simple trick to motivate you into knocking on more doors:

On a piece of paper make two separate columns and name them “Spoken to” and “Sales”. Each time you speak to a prospect make a note in the “spoken to” column. If you make a sale, make a note in the “Sales” column too. Some say statistics never lie, but in order to make them reliable you must visit at least 1000 prospects. The greater the number the more reliable it gets.

Helpful stuff: Fear of knocking on doors?.

How can I use this?

Everything is about motivating you to visit more prospects. The more prospects you talk to, the more money you earn. If you make 80 sales from speaking to 1000 prospects, you know that you make a sale for approximately every 12,5 door you knock on.

Lets say you want 20 sales every week. In order to meet your goal you have to visit 250 prospects (12,5 * 20) throughout the week. Knowing this makes all the naysayers you run across much easier.

Having accurate statistics also makes you able to calculate how much you earn from knocking on a single door. If you for example sell alarm systems and earn 100 dollars from each signature, you know that each “hard knock” in-fact makes you 8 dollars!

Lesson 2: Plan and work you territory right.
Lesson 3: What to do and say at the door.
Lesson 4: Product presentation.

Leaving a house without a sale? Try the door knob technique.

Last but not least, take a look at how powerful humour can be:

Good luck!

20 comments

1 Bead

Very good points.
Here are some tips from me as well:

1. Be very brief.
2. Short, to the point presentation.
3. Ask for the contract very early in the presentation whenever you have the chance.
4. Eyecontact at all times.
5. Write up everybody you havent talked to yet, in this way you dont burn your territory to fast.
6. Ask everybody who buys about what nabours could be possible buyers.
7. Try to control the conversation with the clients.
8. If there are more than one people at home in the house. Find out as early as possible who are in control of that relationship (very important) and talk mostly to that person.
9. Early hours before 1500 in the afternoon are better than most people believes. Even though there arent than many people at home at that time. The ones who ARE at home though have a lot of time on their hands. I always close more deals before dinnertime than after.

2 Christer

Hey Bead, are working as a door-to-door salesman too? If its ok for the owner of this site, maybe we could use this thread to share tips and hints for this kind of saleswork?

Here’s my number one tip:

I always try not to reveal exactly what Im selling at the door. I use give som wage ideas and try to get inside the house before doing any presentation. Showing products at the door makes it almost impossible to close.

3 Timothy

Samples at the door do the trick in selling home dairy delivery services. That way, I find out early if the prospect or a family member can’t drink milk. Saves me time to work another house.

Overcoming objections is my challenge.

I find that Monday is second only to Saturday in finding people home. Some folks have Sunday & Monday as their days off.

For the rest of the week, I like the 11 am to 1 pm lunch time….catch people at home for lunch.

4 Einar Wus

Hey Timothy, hope this post might help you with overcoming objections: http://sales-techniques.net/handling-objections/

5 Dan

I have a nice tip. Do the math (like the article says) on how many doors you have to knock to get ONE sale. Do this over a long period of time so that you get a big enough sample. Now you can calculate how much you earn from EACH door. This was an eye opener for me. Actually I earned about 5 Euro for each knock! That ways its easier to keep going when things are getting ruff. With this in mind I know I only have to visit 20 people every day to earn 100 Euros.

Keep selling folks! Theres is always a “yes” at the end of the road!
Dan

6 Tom

Another tip: When clients offer you coofee, take it! They only give you coofee if they accept you. Buy drinking it you send out a signal that you like and accept them too. You are bonding and a sale may happen..

7 venkatachalam

any expert pls give a best souluttion for my problem
iam gooing daily door knoking lotkind of enquiery is geneart that time but order not close sales what cane i do?

8 Einar Wus

Venkatachalam: Do people let you inside the house, or do you show your products at the door?

9 Jed

TNX a bunch for these tips!

10 Sunny

Hi. friends..: excellent advices. please do let me know some tips to handle my team to selling door to door alarm / security / CCTV system. also send me email.

11 frank

Hello I am in the UK and I’m selling fitness door to door, I sell my personal training services at the door and find it hard to get people to sign up…I’m offering a free consultation and free session…I guess I get put off any advice or help plz…

12 Richard G

If I was only closing 80 sales from 1000 doors, Id really need to decide either to stop being a salesman because I was rubbish, or find a product that I can convince people to take. The concept of knocking that many doors for so few sales would stop me getting up in the morning!

13 Ron

Richard, that totally depends on WHAT industry your in. If you are selling roofs or vacuum cleaners – and make 80 sales after knocking on 1000 doors – you make tons of cash!

14 Richard G

That is true Ron. Id wonder what I was doing if I was cold calling on doors to sell vacuum cleaners or roofs. Id expect to be given warm leads at least, in which case I would still be expecting to close a far higher number than 80. I pity the poor fool who is cold calling for roofs, talk about bottom of the ladder!

15 mea

80 roofs on average would bring a sales man $80000-$100000

16 Shur

Rich, you’ve obviously never heard of storm chasing..knocking a cpl hundred doors usually nets me around 20k…
cold leads DO get old but they have to be turned into referrals..which are at least warm leads

17 mike

I just started a power Washing and window Washing buisness and I have been doing a lot of door to door sales.. any tips on service sales??

18 Brian

I’ve developed a method by which you emphasise the fact that you’ve been there , to that door in particular, on previous occasions . Even if you haven’t still say I spoke to you the last time in the street regarding whatever it is your selling. Even say they said to call back. Most people go along with it so as to not look daft with a dodgy memory, this immediately breaks the ice and creates the illusion of familiarity. This works great for me and all my team. Also a smile goes a long long way!!

19 lindsay

I work for a dry cleaner and go door to door signing people up for our free pickup and delivery service. Sounds pretty easy but I get a lot of “I need to research prices” or “I’ll get back to you after I think it over”. Any closing tips?

20 Hizenburg

Asking often and early for the business is key. When you go for the close, you will either gain the business or the customer will tell you why they do not want it “yet”! No! Means you haven’t given me enough reason or built enough value to buy. As mentioned above, listen to the objection carefully and precisely overcome it with the proper rebuttal…then ASK FOR THE BUSINESS AGAIN!!!

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