Time is money in door-to-door sales, so maximizing your time is essential for getting results while on the doors. In this post we cover time management tips for selling door to door to help you improve your results.
Time management for knocking doors: Don’t spend time with the wrong people
A major stumbling block with struggling door-to-door sales reps is they feel the need to try and convince everyone to buy from them, rather than spending time with those who qualify for their time.
Certainly you’ll want to earn as many sales as possible when you are marketing door to door, but trying to force someone into a sale that isn’t interested can lead to wasted time and cancellations.
Qualifying is an essential skill to develop while marketing door to door. When you qualify your potential customers you’ll end up spending time with people who have a much higher chance of buying, versus spending your time trying to convince people who aren’t likely to buy at all.
There are 4 key things to look for when qualifying your potential customers and they are:
- If the potential customer asks, “How much is it?”
- If the potential customer asks questions about your product or service
- If the potential customer already owns the product or uses the service you selling
- If you observe a need for the product or service you are selling
Time management tip #2 while selling door to door: Follow the 3 door rule
Many door-to-door sales reps end up wasting a lot of time on non-income producing activities. The only thing that can produce income in door-to-door sales is talking to new potential customers.
The more time you spend talking to qualified potential customers, the more money you will earn selling door to door. A lot of sales reps end up spending time thinking about knocking doors, but don’t actually put in the work.
Door-to-door sales is a contact sport, so spending enough time talking to people can almost guarantee you results. Sometimes what can happen is you might spend too much time knocking on empty doors.
You could knock on hundreds of doors a day, but if no one answers, it’s going to be hard to make any money. To make sure you stay on track while selling door to door, a great rule to follow is the 3 door rule.
This rule basically means that if you have knocked on 3 doors and haven’t had anyone to talk to, you’ll need to make sure that that 4th door, no matter what, has someone that will answer.
To do this, pay attention to signs of life in and around a home such as, cars in the driveway, garage doors open, kids playing in the yard, dogs outside, etc. When there are clear signs of life in the home, there is a very high probability that someone is going to be home when you knock on their door.
Use door knocking software for area management
Another time management tips for door knocking is to track where and when you knock. This can be done manually or through tracking software.
You don’t want to spend hours of time knocking doors in areas that have already been knocked, or re-knocking people who just recently told you no. Of course there are strategies for re-knocking doors in an area, but ideally you’ll want to be talking to potential customers that haven’t heard from your company.
No only can using door knocking software that tracks where you have been make finding fresh potential customers easy, it can also save you a lot of time. When you know in advance who has been sold, who wasn’t home, or who hasn’t been talked to, you can more effectively set up your door knocking areas for the day.
This could mean knocking doors in neighborhoods during different times of the day, or starting your knocking with neighbors close to existing customers. Building off of existing customers is a major advantage while selling door to door, so be sure to use it when you can.
Time management tip #4 for knocking doors: Be careful who you follow up with
You’ll hear it time and time again, “the fortune is in the follow up” and spending your time following up with the right people can save you a lot of time. Frequently you might run into potential customers who are too nice to say no to you.
The problem with spending a lot of time with these “nice no’s” is that they were never planning on buying to begin with. In order to help you avoid this you’ll want to create a sense of urgency, spend time with decision makers, and avoid follow up appointments with non-interested potential customers.
The first thing you can do is creating a sense of urgency. One of the most effective strategies for marketing door to door is creating a Black Friday sense of urgency to help your interested potential customers take action.
You can create this by offering a special discount, or offer to those potential customers who take action immediately. For example, you might only have two spots available for customers to be serviced tomorrow so you only allow the next two people who take those spots to receive a special discount.
You’ll often hear people say they need to think about it, or they will call you back, or things of that nature. Certainly that’s OK for them to think about it, but if they do, they probably will end up missing out on the special offer and end up paying full price.
When someone is a “nice no” that special offer won’t get them off the fence and they will still need to think about it or want to call you back. Potential customers who truly are interested, will most likely decide they are in or out when the special offer is limited and has that Black Friday sense of urgency.
Emphasizing this sense of urgency one final time before you move on to the next potential customer is important because you can either earn that sale on the spot, or have a better sense of whether it’s worth your time to follow up with them.
Another way to save time is by spending time with decision makers and not with non-decision makers. You can quickly determine this and avoid situations of needing to think about it or talk to a spouse by asking if they are the decision maker up front.
You could do this by asking questions like, “Are you the person who decides on things like pest control for your home or do you do that with your spouse?” or “Is lawn care for your home your department or does your husband/wife handle that?”
Asking these types of questions is quick, easy, and can help you determine if you are talking to the right person, or if your time is better spent following up with the true decision makers.
Implement these simple time management tips for knocking door and you’ll start earning more sales in no time!
If you happen to be considering a new door-to-door sales opportunity you will certainly get the best training available as a part of the D2D Millionaire Team. Learn more about becoming a part of our team here!
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