People commonly make the same types of buying decisions, and knowing this can really help you bring in more switch-over accounts in door-to-door sales.

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Currently using a similar product or service is a great way to qualify your potential customer

One of the biggest mistakes sales reps make in door-to-door sales is they spend too much time with the wrong people. A great way to avoid this is to make sure your potential customers qualify for your time before you go too far into your sales pitch and begin value building.

Even though you might think somebody with the product or service you are offering would disqualify them as a potential customer, in reality this is actually a primary qualify. As stated above, most people make similar buying decisions, thus you have a great chance of switching over people with the same product or service if you can help them to understand how your product or service differentiates from their current product or service.

When it comes to getting a switch-over accounts, you want to capitalize on this same principle.

A great question to ask that can lead to getting more switch-over accounts in door-to-door sales

One effective strategy to get more switch-over accounts is to briefly explain the similarities your product or service has to whatever company your potential customer is currently using. To find out this information, you might consider asking the following questions:

“What was your reason for getting started with your current company?”

“What specifically do you like about your current company?”

When you ask this question you are going to find out the exact reasons behind their buying decision. When you know this crucial piece of information you can then focus your value build on how your product or service will fulfill what they were looking for in the first place, but then accentuate the upgrades of your product or service.

For example, let’s say you were marketing pest control and when you asked your potential customer why they got started with their current service they said it was because they had Eco-friendly options for products. Thus, you’ll want to explain how the service you are offering also uses Eco-friendly products (if they do) so the potential customer realizes they won’t miss out on this option by switching over.

By discussing similarities, you are much more likely to convince a potential customer to switch-over to your product or service.

Prospects will pay more for what they want

This concept ties in well with people making similar buying decisions repeatedly. Let’s say you are selling cars and the potential customer comes in with a minivan to trade in and upgrade. If you asked them why they bought a minivan in the first place, you will be able to craft your sales pitch around this reason. For example, if their primary reason for purchasing a minivan was for the safety features you will know that whatever upgrade you offer them should also have a high safety rating. Once you know this, you can decide to show them a variety of vehicle options with high safety ratings.

You could promote a high-end vehicle to start, and then work your way down the price scale to more economical options in order to fit the customer’s budget. As long as you focus on the primary reason (in this case, safety) they bought their current vehicle, your likelihood of selling them a similar or upgraded vehicle will increase.

Another example could be when purchasing a home. If someone’s main buying point of why they bought their first home was that it was located near great schools, and now they needed a bigger home because of a new kid on the way, you would want to make sure this new home was also near great schools.

Most likely you could help your potential customer get a home even above their typical price range if it had the best schools in the city. The same concept applies in door-to-door sales. When you focus on wants and past buying decisions you can get them to switch-over to your products and services even if they might be more expensive than the competitor’s products they currently use.

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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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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When you are marketing door to door in some sense you are putting yourself at a disadvantage in the fact that your potential customer is going to think you are just there to sell them something. Even though this is true, you also want to get them on your side and view you as a messenger of good news. One way to achieve this is by being likable.

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You are selling yourself while marketing door to door, not just your products

Let’s face it, when you first come to the door you are an uninvited guest trying to sell your products or service. In this regard, like in baseball, you already have two strikes against you, thus you need to intently focus on making the most of your interaction time with each potential customer.

Being likable is going to keep you in the game long enough to be able to build value for your products or services. In reality, people buy you just as much as they buy the products or services you are promoting.

One of our top sales reps consistently vows that more often than not, his customers buy from him because they like him, and that when he creates a great rapport, he gets more sales. In his words, he sells more accounts because people like him not because of the great discount, special offer, bandwagon effect, or even the service itself.

Sales is an emotional thing and more often than not, people will buy on emotion not on logic. Of course you want to have the logic and great product or service to back things up, but in most cases people will buy from someone with great energy and attitude over someone who isn’t likable.

Being likable is essential, so follow this two step method to build rapport quickly

A great formula you can follow while marketing door to door and make you more likable almost instantly, is to lead with a compliment and follow up with a question. Too many door-to-door sales reps just immediately jump into their sales pitch and don’t bother using an icebreaker or build any rapport with their potential customer first.

The compliment and question method can be a great form of an icebreaker, can start the conversation flowing, and help you establish yourself as not just another sales person trying to sell them something. It could sound something like this, “Your landscaping in your yard is so beautiful, do you do it yourself or did you have someone design it?”

If you want to be a top sales rep you want to make sure to be observant to your surroundings and come up with an icebreaker that compliments your prospect and is genuine. It’s OK to have a few general icebreakers to choose from when you are just getting starting selling door to door, but if you can customize it for each potential customer and follow the compliment then question formula you will get much better results.

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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A lot of door-to-door sales reps have the mindset of not wanting to bother potential customers, when in reality, potential customers should qualify for the sales rep’s time, not the reverse.

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Your time is valuable and should be treated as such while you are selling door to door

There is a fine line when it comes to who you should be spending time with in door-to-door sales, and you need to make sure you aren’t focused on the wrong people. Your goal should be to qualify about 50% of the people you are talking to while selling door to door.

Too many times people try and sell to potential customers who aren’t really interested and don’t have any intention on buying from you. Doing this will cost you time and money. If someone doesn’t fit into specific criteria by qualifying, you are better off moving on to the next person.

This also doesn’t mean you shouldn’t improve your sales skills and get better at closing, handling concerns, or that you should prejudge a potential customer before speaking to them. However, it does mean that a potential customer must hit specific criteria before you spend an excessive amount of time with them.

You shouldn’t prejudge potential customers or territories, but it’s certainly a good idea to sort them in order to make sure someone qualifies for your time.

Key things to look for to know if someone qualifies for your time when you are selling door to door

There are 4 main qualifiers you should look for when you are talking with a potential customer to determine if they are worth your time. The first thing you should be on the look out for is if your potential customer inquires about the cost of your products or services.

When someone asks about the price of what you are selling, there is at least some sort of interest expressed in possibly purchasing it. Of course at this point you don’t want to immediately answer how much the products are, but there is at least enough information to know this person is worth continuing the conversation.

You’ll want to reveal the price after you have gone through your value build and service explanation so the potential customer at least knows what the value is for the price you quote. People will tend to make a snap judgement if they are going to buy or not based on price, and more often than not, they won’t buy if they don’t understand the value they are getting.

The next thing to look for while qualifying a prospect is if they ask questions about your products or services. For example, if you are marketing pest control and your potential customer asks, “What kind of pests do you treat for?” this is a good indication they have pests and are interested.

The third qualifier is if the person already owns or subscribes to a product or service similar to what you are offering. This might seem confusing as to how it would be beneficial for the customer to already have what you sell, but this is where switch overs can come into play.

If they have what you are selling you should use this to your advantage in that they already see value in your product or service. It’s a good idea to compliment them for using what you are selling and then talk about why other people have switched over from their current service to your service. Having a thorough understanding of what differentiates your product or service from what they are already using is key to switch overs.

The last thing you should be looking for in order to qualify more prospects is if you observe a need for your product or service. Let’s say you are marketing security systems. If you see that a home doesn’t have a security system and notice areas around their home that are susceptible to a burglary, you could point these areas out to a potential customer in an effort to build value in what you are selling.

When you observe a need there is an automatic reason for you to be talking about your products and services in addition to that potential customer qualifying for your time. This will help you come off as a messenger of good news as well, instead of just being someone trying to sell them something.

Obviously if your potential customer qualifies in one of these ways it won’t 100% guarantee the sale, but it certainly will keep you on track for spending your time with the right people who are much more likely to be buyers.

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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