Who is worth talking to and who to dismiss is critical in door to door.
Talking too long to uninterested prospects wastes time and earning potential, while walking away from interested buyers is a sure way to miss out on sales.
The Secret is Out!
From the thousands of sales I’ve made on the doors, I reverse engineered the commonalities of these sales to come up with qualifiers that help me identify who is a likely candidate to continue a conversation with and who is not.
Qualifying is key to understanding if continuing a conversation is in the rep’s best interest. If a prospect doesn’t qualify, the sales rep should move on to the next opportunity.
As you can see below, qualifying is the second of six steps in my Sales Flow process.
For a complete breakdown of the Sales Flow process, be sure to visit: LennyGray.com/training
These are the 4 primary qualifiers I’ve identified that give me the green light to continue a conversation:
- They ask how much what I’m selling will cost.
- They already have what I’m selling.
- If I’m selling a service, they do it themselves.
- I observe or they admit to needing what I’m selling.
How Much Is It?
When a potential customer asks this question, it’s music to my ears!
If I have an inkling of interest in buying something, I’m going to want to know how much it will cost me to get it. Therefore, if a prospect has no interest in what I’m selling, they won’t ask the price.
If I’m offering a discount, I will remind the prospect of the discount and say, “…like I mentioned, I’m able to offer a few more neighbors this service at a HUGE discount!”
At this point, I will use my Penguins of Madagascar technique and just, “Smile and nod.” Meaning, I’ll be silent until they either ask me how much or express disinterest.
When they do ask how much it will cost, I will regain control of the conversation by asking a question of my own that sets the parameter for answering their question.
For example:
Customer: “How much is the discount?”
Sales Rep: “Great question, that depends on the square footage of your home. Including the basement, how many square feet do you have?”
Once the prospect answers my question, I can begin value building before revealing the price to ensure they know exactly what they’ll be getting for the price I give them.
Already Have It
If a prospect already has what I’m selling, they are automatically a qualified candidate.
If they already have it, I don’t need to convince them of the importance of my service, just how what I’m offering is superior.
I have developed a tried-and-true step-by-step switchover process to help any rep become more successful at switchovers.
This process is outlined in my second book, MORE Door-to-Door Millionaire, Next-Level Training.
CLICK HERE to purchase the book.
DIYers
Similar to already having it, somebody who already does the service I’m selling understands its importance. Thus, my job is to convince them that supplementing or complimenting what they are currently doing with what I can for them is in their best interest.
For more information on how to effectively sell DIYers, be sure to get a copy of my first book, Door-to-Door Millionaire, Secrets of Making the Sale.
CLICK HERE to purchase the book.
Need
A prospect immediately qualifies for what I’m selling if they admit to, or I observe a need.
Depending on what is being sold, need can be difficult to observe. However, in some instances a rep can target knock specific homes where a need is observed from the sidewalk.
For example, I can generally tell from the sidewalk if a homeowner needs a lawn care of window washing service.
However, I likely cannot observe the need for carpet cleaning or interior painting unless I go inside the prospect’s home.
When the need for what is being sold is admitted or observed, sales reps can confidently move forward into value building, or in other words, selling the prospect on why the service being sold is a great fit for their home.
Bonus Qualifier – Age of Structure
In some instances, dependent on what is being sold, the age of the prospect’s home may be an automatic qualifier.
For example, an asphalt shingled roof over 20 years old is likely due to be replaced. Therefore, a d2d roofing rep can confidently knock doors of homes over 20 years old knowing that if the homeowner hasn’t replaced their roof, they will likely need to do so in the near future.
In this instance a sales rep can target knock homes that are a certain age.
It’s critical to your door to door success to determine who is worth talking to and who isn’t.
Qualifiers ensure you are spending time with prospects who are more likely to buy.
As you spend your time with likely buyers, not only will your production increase, but it becomes more enjoyable to engage with interested prospects.
For a more thorough breakdown of the entire Sales Flow process, including qualifying, visit LennyGray.com/training