Overcoming concerns is a crucial skill to develop when you are marketing door to door, but what do you do when someone doesn’t give you a definite reason why they won’t buy?

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Sick of responses like “No thanks.”, “I’m not interested.”, or “Now’s not a good time.”?

It’s pretty hard to overcome an unstated objection when you are marketing door to door, so using win-win statements is one step you can use to flush out what a potential customer’s concern might be. The great part about win-win statements is that no matter how a potential customer answers you get a desired outcome.

For example, if you marketed law care services you might say something like, “What company do you use for your lawn care?” In this case, if your potential customer says they use ABC Company, you now have a baseline to approach a possible concern because you’ve identified that they already have a lawn care service.

On the other side of this win-win statement, if the prospect says they don’t have a lawn care service, the actual concern could be surface in an effort to prove to you they are not a good candidate for what you are selling.

Thus, when their reason for not buying is stated, you can then go through the process of overcoming their concern.

Another option to flush out an unexpressed concern from your prospect while marketing door to door is to make an assumptive statement

Making an assumptive statement is another great way to flush out a concern that your potential customer has and can either directly guess the concern or eliminate one immediately. It is similar to a win-win statement but in this case the assumptive statement flat out assumes that your prospect already has a concern.

For example, if you were selling a pest control service and you already know most people will tell you they don’t see any pests, instead of waiting for your potential customer to say they don’t have pests, or they don’t express the concern at all by saying something like, “Not interested” you could address this concern directly with an assumptive statement.

You might say, “You’re probably not seeing much pest activity inside your home, but that’s exactly why I’m here…” This allows you to either flush out the real concern or identify why they may not be interested.

If your first attempt with either a win-win statement or assumptive statement doesn’t flush out the concern, simply follow up with another of the two options until it does. Remember, your win-win statements and assumptive statements shouldn’t be phrased in a way that offends your potential customer, but in a way that expresses compassion so they will feel comfortable expressing their real concerns to you.

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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A goal you should have is to qualify around 50% of the people you talk to in door-to-door sales, but what do you do with them once they qualify for your time?

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In Door-to-Door Sales The Value Build Might Be Your Most Important Step After A Person Qualifies

If you miss the value build step, or have a poor one, your likelihood of making a sale will greatly diminish. There are a couple of stumbling blocks that can keep sales reps from having an effective value build.

One reason reps fail at making the sale and have a weak value build is they reveal the price too quickly. If a prospect qualifies by asking how much what you are selling costs, don’t immediately reveal the price because this will lessen your chances of making the sale

The value build is the missing link from a great ice breaker and closing the sale. A price question expresses interest from your potential customer but without the effective value build before attempting the close, you’ll end up having prospects make a decision on price alone without understanding the value behind the price.

A few tools you can use to improve your value build while you are selling door to door

Using sales tools will help you improve your value build. It’s one thing to try and explain all the value that your company provides, but using pictures can help you get your message across even easier.

The more things you can use to engage your potential customers the better, and using visual aids is a simple way to do this. Using visual aids also helps you to simplify your explanation and make sure your potential customer fully understands what you are talking about.

Depending on what you sell, your potential customer might not fully understand industry lingo, thus having visual aids can simplify your messaging. If you were offering a pest control service, your potential customer might not understand what a granular treatment is and why they would want that, but using a picture to go with it to explain the process can go a long way.

Also, using a rate card is another effective sales tool. One of the best strategies to bring in more sales while selling door to door is offering a one time discount or special bonus offer while you are talking to new prospects. For example, you might offer a 50% discount on their first service if they get started while you are there.

Having a rate card handy can help you with your value build and also during the closing process. When your potential customer can see the normal rates, it validates that what you are offering is something special and should be taken advantage of now instead of waiting later to make a decision.

Focus on having an effective value build while you are selling door to door and use your sales tools to your advantage to help you close more sales.

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!

Did This Blog Help You? If so, we would greatly appreciate if you could comment below and share on Facebook

Facebook: www.facebook.com/d2dmillionaire/

Email: robg@D2Dmillionaire.com

P.S. If you haven’t done so yet, be sure to Download our Free Podcast on “How To Avoid The Top 5 Reasons Door-to-Door Sales Reps Fail” Click Here For Instant Access!

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Depending on what you market you might not get this objection too often, but when you do, there is definitely a right and a wrong way to handle it and get prospects on your side when you get the do it yourself objection.

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When it comes to someone who has the Do it Yourself mindset don’t put them on the defensive

A common mistake sales reps make when it comes to the do it yourself objection is they immediately attack their potential customer’s judgement when they say that doing it yourself is a bad idea. That may be true for several reasons depending on what you market, but directly telling them so can cost you the sale.

A better way to start off when you are selling door to door and encounter the do it yourself objection is to compliment them for understanding the value of the service you provide.

For example, if you market pest control, instead of telling your potential customer they shouldn’t be doing their own pest control, you should compliment them and say you are glad they understand the value of treating for pests and protecting their home from pests.

Determine the reason they are doing it themselves

This step can happen in a couple of different ways. For example, back to the pest control situation, if your potential customer did do their own pest control a great question to ask would be “What pest issues are you treating for?”

The basic idea is to gather more information and determine what problems they have that your products or services can help with. If you determine your prospect treats for ants, you could then ask what kind of products they use to treat for them, or what areas have they been treating for the ants.

Your goal is to find out as much as possible regarding what they are trying to do themselves. Once you determine what the issue is and how they are trying to deal with it, your next step is to transition to how your products or services can help.

How to deal with the do it yourself objection by emphasizing similarities and expanding on differences and advantages of hiring you

When it comes to this step there are a couple of options. One is to talk about the similarities your products or services have to what they are doing now, and then explain how other aspects of what you have will outperform what they are doing.

For example, in the pest control example with the ant problem, you could talk about how the treatments they are doing for ants in the yard is good and that it can help reduce their numbers, but also include how the products your company uses and the services your company will render, will supplement what they are doing.

You could also talk about how your products are superior to the products they can purchase at the store in terms of leaving a longer residual, holding up longer in weather, and are also guaranteed.

Focus on the time saving opportunity for your potential customer

Another aspect that can help you overcome the do it yourself objection is to break down the cost and time saving the person will get with hiring you instead of them doing it themselves.

For example, if you are selling a lawn care service you can talk about the time saving aspect by breaking down your monthly service into weekly increments. Say for example your service costs $200 a month. Well when you water down the price to a weekly amount it becomes $50 a week.

You can then explain and cast the vision of what they could do with their the time saved doing their own lawn care. You might say, “Would $50 a week be worth it for you to take your kids fishing instead of working in the yard?”

It’s not always about what your product or service directly provides, it can also be about the time it can free up for customers.

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!

 


Did This Blog Help You? If so, we would greatly appreciate if you could comment below and share on Facebook

Facebook: www.facebook.com/d2dmillionaire/

Email: robg@D2Dmillionaire.com

P.S. If you haven’t done so yet, be sure to Download our Free Podcast on “How To Avoid The Top 5 Reasons Door-to-Door Sales Reps Fail” Click Here For Instant Access!

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