A lot of entrepreneurs do not utilize door to door marketing because it is hard work. It IS hard work, but it is also EASY work. Leads generated going door to door have a very high chance of converting and closing. Why? Because there is face to face interaction. You are more likely to trust someone when you are in front of them vs. someone over the phone. You can also see your prospect’s body language and can use it to address any concerns. So yes it is hard work in a sense that you have to physically move your body, but it is easy work in a sense that it will more likely convert than if you source the lead through the phone.

RUN

So our first tip is to hit 40 homes in an hour. That may seem impossible, and it is if you are walking. But if you RUN door to door you will hit twice as many homes than you do walking. Twice as many doors will open, and twice as many people will say YES. We at AccelerateU have experience RUNNING door to door. At peak times, many sales reps who run door to door end up getting 3-4 leads in one hour! In the same amount of time cold calling, you would be lucky if you got a hold of 3 people over the phone.The prospects love when you run because they see that you are HUSTLING for their business. It also keeps your energy high and head up when you face rejection. It is a win-win-win all around. This is an easy way to control your EFFORT. You can easily increase your effort by running faster.

Ignore the No Soliciting Sign (sometimes)

Our second tip is to even knock on doors that have NO SOLICITING signs. Why would anyone knock on doors that have no soliciting signs? It’s because it will get you in the right ATTITUDE. The attitude that you should have when you are going door to door is that the prospect is LUCKY that you are knocking on their door. Most entrepreneurs fail when they think that they are bothering other people by asking them to buy from them. The best entrepreneurs think that their product will HELP the customer so much that the customer is LUCKY that they ran into them. Attitude also involves having a whatever it takes attitude. There has been so many prospects with NO SOLICITING signs that ended up buying. They are just like any other prospect in that they have a NEED, just like anyone else. Yes, there may be people that are angry, but there are people who are happy. The successful entrepreneur treats them both the same. It is a potential prospect and they do not let their emotion affect the next door that they are knocking on because it can be a YES. If you let your emotion affect your next door, the prospect will see it, and be turned off and end up saying NO regardless of what you say.

What is your attitude? Do you feel like your’re bothering prospects? How can you change your attitude to where you feel that your prospects are LUCKY because you are talking to them?

Be the Thunder

Our third tip is to have ENERGY. Some entrepreneurs sound BLAH when they are talking about their products or services. It is a monotonic tone with NO ENERGY. When you talk about your product or service, your face needs to LIGHT UP. Your tone needs to change and sound excited. There needs to be a smile on your face. So when the prospect opens the door, there should be a great smile with an enthusiastic “Hey how’s it going?”. In the past, we coached entrepreneurs to knock on doors at 8am on a Saturday and Sunday morning. There were many prospects that woke up cranky, but they got over it after they saw their ENERGY. With the right energy you can change your prospects mood. Emotion is contagious.

How do you sound when you talk about your products and services? How can you sound more excited but still genuine? What is the vibe that prospects are getting from you?

And I Care Why?

Our fourth tip is to build the NEED. Often times entrepreneurs are so excited that they have just gotten a lead that they forget to build the need and move on. This is a wasted lead because the next time you call them, they may not feel like they need the product or service. By building the need we mean showing why the prospect NEEDS the product or service. This will come from asking questions and the problems that they have from not having what you offer. Once you have this, you can now share with them negative things that will happen if they continue to not have what you offer for a long period of time. They should literally feel like they are literally LOSING something, whether it’s money, time, risk, or even convenience.

Why does a prospect need your offering? How can you better build the need with your prospects? What will your prospect lose if they do not have what you offer?

Create a Herd of Bandwagoners

Our last tip for you is to use the BANDWAGON effect. Some entrepreneurs forget to show their credibility. Not having credibility will steer prospects away even if they have a need for your product. An easy way is to use the BANDWAGON effect. What we mean by bandwagon is dropping a couple of names of neighbors that are working with you. For example, “I’m working with your neighbors Joe and Barbara down the street”. Of course, you want to actually be working with Joe and Barbara in order to use that line. By using this, you won’t have to spend so much time trying to build credibility and trust. This works even better if they know who you are talking about. We recommend using this in the beginning of your script so that way they don’t have to worry whether or not you are credible off the bat. They can then actually listen to what you say instead of worrying whether or not they trust you.

How can you include the bandwagon effect in your sales process? What other ways can you easily build your credibility?