Door-to-door sales are the toughest kind to make. Your potential customer --- hereafter called "the target" --- is immediately blocked off and distrustful of you. Beyond having to introduce a product, you must build rapport and a relationship. Learn essential tricks right now to be successful in this demanding job.
Instructions
1. Apply the SEE principle: Smile, eye contact and enthusiasm. Smiling disarms your target and immediately breeds feelings of trust, rapport and comfort, as does eye contact. Enthusiasm about life, yourself and your product is contagious.
2. KISS rather than KILL. Keep it short and simple instead of keeping it long and lengthy. Giving too much information will bombard, overwhelm and confuse your target. Do not give information that is not requested and do not discuss numbers unless it is necessary or you are about to close. Stick to what is essential about the product.
3. Try to discern what raises your target's impulsiveness. Consider FUGIES, advises Laura Catella on her website The Copy Poet, which focuses on marketing strategy and persuasive writing. FUGIES, Catella explains, includes:
Fear of loss: Convey the idea that your visit represents a narrow window of opportunity to purchase the product.
Urgency: Very similar if not the a reiteration of "fear of loss." Now is the moment to buy this item.
Greed: The product will save time or money.
Indifference: Avoid sounding overly aggressive.
Effect of Jones: Letting the target know that all the neighbors have already taken advantage of your offer.
Suggest: Try to be discerning of the targets needs and "suggest" products that will satisfy those needs. Catella calls this the "(Power of) Suggestion."
4. Change the subject during the close. While tending to paperwork and final details of the sale, shift the focus away from the transaction. This will help prevent the target from experiencing buyer's remorse and backing out of the purchase. Be personable and distracting to successfully close the account.
5. Stay positive. It's a numbers game. On the website phoenix-best-sales-jobs.com, David Nassief discusses the 10-80-10 rule of sales. It applies to most door-to-door or telemarketing sales.
Ten percent of the people you approach will be all ears, receptive, friendly, and eager to try your product or service. At the other end of the spectrum, 10 percent may be anything but all ears, receptive and friendly. Eight percent will be neutral. It is up to you to work your magic and sell to them.
