Direct Sales - Door Knocking

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I was reading a post in another thread about sales and thought I'd put this up about my experience in sales. I haven't visited the forum for a while and thought about my fellow aspies. I know some aren't doing so well monetarily, so I hope this may give hope to a few:

I'll never forget the first time I got into sales. I was scared to death having to talk to people I don't know. But it got a little easier and "normal" to me. I wasn't real great at it. Later, after becoming a satellite tech, I decided I wanted a bigger piece of the pie. I ended up contacting a company that just happened to be looking for installers who could sell. He agreed to pay me twice as much if I sold it - $150 (USD) a pop! Now here's the real scary part... DOOR KNOCKING. I was so scared to knock on a door. After a few months I learned how to break the ice better, make it seem that I wasn't "selling" but more like "informing", and I made a crapload of money.

If you're ever going to do direct sales, find out your target demographic for your product, find out what kind of neighborhoods they live in, and door knock the crap out of it. You'll make way more sales than you would if you had a list of leads. Why? The leads know you're coming and are prepared to have their guard up while you do your pitch. Door knocking takes that away and catches people off guard. Whats funny is that the houses that have a sign that says "no solicitation" are even easier to sell. They put those stickers on their door because they know they like to say "yes" too easy.

The trick is to NOT act like a salesman and to have some sort of "prop". For me the prop was a flyer with info about the different satellite programming packages available with my phone number on it. As soon as someone would open the door, I'd smile and say, "Sorry to bother you - I'm just passing out these flyers in the neighborhood about our specials" and put it in their hand. While they looked at it, I'd ask, "Have you ever thought about getting a dish?" That question alone was enough to start a conversation about the benefits. People would ask questions, and since I was an expert, I'd answer. They practically sold themselves after I (without their realizing it) killed all their objections. Since they asked me all the questions, it was more like they were killing their own objections. I merely helped them make an educated buying decision. Many times I was able to install the system on the spot, which now gave me social clout in the neighborhood - because then I'd knock on the next door and say the same thing as before, but then inform them I just installed their neighbor's dish at some point in the beginning of the conversation. Its like dangling candy in front of a kid's face after you gave candy to his peer. And often, one doesn't like to be outdone by his neighbor... that old mentality of "keeping up with the Jones"... they must have the latest and greatest, too.

This also works with mowing lawns, deck washing, power spray washing, house cleaning, handyman, cooking etc... If you're good with computers like me, you could print up a flyer with your services and prices, and door knock. There are many people who have viruses and whatnot or can't get their printer to work who would pay you money right on the spot. I personally charge $35/hr (USD), which is about half as much as what the brick and mortar computer businesses charge in town. I just make sure I have my laptop, some CDs, and basic tools in case I have to pull their hard drive out and have it scanned from my laptop. People often want to chit-chat while you're doing your thing. Someone recently asked me how I learned all my skills... I just smiled and said, "well I've been a computer geek since I was 10". Its usually enough to get a laugh and keep things light hearted. Old people are wonderful - they'll feed you and talk your head off. If I'm in the mood, I'll stick around and chat for an hour if I managed to fix their dilemma quickly (in less than the alloted hour). Start at 3pm and end by 8pm. You all know you stay up late anyway. Those $35 checks and cash all add up after a day. You can help out at least 4 people in a day on average. Do the math. $35 x 4 sales = $140 a day or more. $140 x 5 days = $700/week. NOT BAD! And if you're ambitious enough, go out on a Saturday around 10am and do it until 5pm. You'll definitely bank over $1000 for the week. Obviously you don't want to do this in the winter, but you've got 36 good weeks to do this out of the year. 36 x $1000 = $36,000/year. You'll also get repeat business from past clients, even in winter. Not a bad living. Door knocking works even during a rough economy.

If you decide to do this, don't just put a flyer in the door and walk off!! ! Suck it up and knock! You'll make way more sales. However, if they aren't home, leave the flyer in the door - sometimes they will call you back. But the point is, you're bringing your business directly to your potential client. Its just as impulsive for them to do business with you on the spot as it is when they go to Wal-Mart to shop for toiletries and end up impulsively buying that Hi-Def TV that caught their eye on the way out. Role play in front of the mirror or with a friend as to what you're going to say from start to finish in order to get more comfortable if you must. Don't sound scripted when you talk to people. Try to sound natural. Act like you're almost acquainted with the person. Don't be pushy - rather, act nonchalant... like you're just passing flyers and its no big deal. If someone says they're not interested, just smile anyway and say, "Thats ok, just keep the flyer. Have a great day sir/ma'am" and walk away. Even if they don't have a computer, you never know if they know someone who does and needs it fixed.

If you have a cell phone, put that number on your flyer. You never know when you may be fixing someone's computer and the neighbor across the street, who wasn't home when you left your flyer in the door, calls you. Then you can go right across the street and fix their computer when you're finished with the one you're working on. If you don't have a cell, be sure and check your messages when you get home after 8pm. Call back everyone and schedule appointments for the next day. DON'T call people after 9pm. Most people consider it rude. Just call them back the next day a few hours before you go back out.

One other thing... in some towns, you have to have a peddler's license to knock on a door or pass flyers. I've NEVER had an officer pull up and ask to see one. In the event this happens, just inform the officer that you didn't know you needed one and ask where you can obtain one. Either way its not like they are going to arrest you. They'll just inform you and give you a warning. They may ask what you're peddling. Hand them a flyer and explain. If they try to hand it back to you afterwards, tell them they can have it. Heck, ask him if he'd put it on the bulletin board in the break room at the police station. Sneaky, eh? Maybe the officer will call you at the end of his shift and have you fix his computer. If you do a good job for him, you never know when the mayor might call you or several other officers. Just be sure to get that permit immediately if you're cited, which shouldn't be any more than $30. Then go back to wherever you were and start where you left off. But if you're not selling a product but offering a service, you often won't need a permit at all. You usually don't need a permit to advertise a service. The officer should know this, so be sure to ask and clarify that you're not selling a product if indeed you aren't. Just let him know you're self-employed and not working for any company... that you're just trying to get the word out about what service you offer. Most are pretty understanding, especially in todays economy. They know you're trying to make a living. They're just trying to make sure you're not a fraud or doing something you're not supposed to be doing. But the odds are, you'll NEVER see a cop ask you what you're doing. When is the last time you saw a cop questioning Mormons, Jehovah's Witnesses, or political parties walking the beat? I rest my case.

Speaking of bulletin boards, hang those flyers up in every business that has one - like grocery stores, gas stations, the laundromat, etc... Make the bottom of the flyer have a bunch of tear offs with your phone number on them.

Once you're over your initial fear of talking with people, and you will get over it, everything is cake. I was terrified at first to do this 9 years ago (when I was 25), but I did it afraid anyway. It helped build character in me, a big plus. I've tried working for other people since then and it SUCKS. I don't like dealing with BS and have zero tolerance for it. But, doing things on my own terms always seems to work out for me. I like the flexibility. Plus, sometimes you become friends with the clients. I've had clients invite me on canoe trips, fishing, card playing, drinking... you name it. I've even had clients offer me dinner and beer. I don't drink unless its the last job of the day. Even then I'll limit myself to 2 so I don't end up leaving and driving drunk. I'm always courteous and mannered ("please" and "thank you"). If I get offered a home cooked meal, I always thank them and even compliment them on how much I liked it (even if I didn't).

You get the idea. So if you're hurting for money, go out there and sell something you're good at.

I have a few other ways I make money. I'll be posting that later. So be sure to look for them over the next week. There is no reason you can't make money if you don't currently have a regular job - even if you SUCK with people skills.

Peace and happiness!