In the age of online sales, where products can be bought with just a few clicks of a button, it’s easy to forget just how important human connection can be in sales.
People don’t always want to make purchases over a screen — sometimes they’re looking for something more personal, hands-on, and trustworthy.
That’s why door to door sales is still a vital part of the sales industry.
Door to door selling is an important way to engage customers face-to-face and get your product in their hands. When done right, D2D sales is still one of the most effective ways to grow a customer base, build relationships that last, and sell all kinds of products.
But it’s not as simple as just showing up to a house and ringing the doorbell — there are specific strategies that every top door to door salesman uses to connect with their prospects and close deals time and time again.
We’ve compiled a list of 10 proven strategies on how to sell door to door, to ensure you surpass your quotas and maximize your performance
1. Know Your Product
As a salesperson, it’s your responsibility to know the product inside and out. Your customer usually isn’t very familiar with the product before your encounter, and they depend on you for information. Make sure your door to door sales training prepares you to have answers to all their questions.
True door to door salespeople are brand ambassadors who understand the product they’re selling because they use it themselves — after all, why would someone invest in something that the salesperson doesn’t use themself?
With some products, this can even send the message that the product is too complicated, or just plain unnecessary.
It can also potentially make it appear you don’t care about the product and only care about their money.
It’s imperative you understand the features, benefits, and even the limitations of your product to deftly steer the conversation and highlight the appeal of what you’re selling. It will also help you earn your customer’s vote of confidence.
If customers do have questions about your product, it shows they’re interested in what you’ve got to offer. Make sure you don’t lose their business through a lack of attention to detail. Be prepared to discuss in-depth the features that matter most to your customers.
2. Perfect Your Pitch
Door to door selling is all about presentation.
Pitching is the act of illustrating the benefits of your product to prospective customers, and guiding them toward a solution to their problem.
If you can effectively present your product as a solution to specific pain points your customers experience, or explain how your product can make their lives easier, the chances of landing the sale go through the roof.
But it’s no easy task. You must present your product in a way that builds their trust, exhibits credibility, and helps them connect with your product.
The average person is wary of door to door salespeople because they fear being sweet-talked out of their money, or even potentially scammed. By having a knowledgeable but human-level door to door sales pitch, you ease their worries and earn their trust.
One secret? Don’t try to close the deal too aggressively or too impatiently. Sometimes it’s best to plant the seeds for an extended relationship, and let your prospects buy your product when they’re ready. This will help your prospect not feel any unwanted pressure to purchase, and will build their trust for a lasting relationship.
3. Use Effective Prospecting
A misconception surrounding how door to door sales companies operate is that salespeople wander neighborhoods aimlessly, knock on doors at random, and leave it up to chance that the person who answers the door will be interested in purchasing their product.
Not exactly the most efficient method of selling.
One of the best door to door salesman tips is to zero in on the most promising prospects, and focus your time and energy on those who are more likely to benefit from what you’re offering.
Discovery calls are a great way to feel out the likelihood of a prospect being interested or able to buy your product. Using your company’s sales-enabling technology is the best way to identify these leads.
There are also great door to door sales software options available that help you find prospects as well.
Ask yourself: Does the prospect work in an industry that can use your product? And does your product fulfill their unique needs? After all, you probably wouldn’t try to sell lawnmowers to someone who lives in a condo on the fifteenth floor.
Another way to find leads is to ask your satisfied customers for referrals. There’s no better way to meet with new leads than to be introduced by a mutual, satisfied connection. You won’t have to sell — your happy customer will do it for you!
4. Use Rejection as an Opportunity
Rejection is part of the door to door sales job. In fact, let’s not sugarcoat things — it’s a big part.
Door to door sales is not an industry for the weak-spirited and easily-discouraged. It takes true tenacity to have a high door to door sales success rate, and a willingness to endure the occasional door being slammed in your face.
The key is to understand that none of it is personal. Some people either don’t have an urgent need for your product, or aren’t in a position to spend money. Some people just don’t like being sold to.
There are a thousand reasons why a customer might not be interested in what you’re selling, but most of them have nothing to do with you. You can only control those that do.
Take each rejection as motivation to better your door to door sales technique and learn what works and doesn’t work in your process. Each rejection is a learning experience and a small step in not only improving your salesmanship, but also thickening your skin and strengthening your resolve.
Be sure to read the signs, however. Sometimes, it’s best to accept a “no” and move along. There’s no sense in wasting everyone’s time on a non-starter.
Every D2D salesperson worth their salt has experienced hundreds, if not thousands, of rejections. Take it in stride, learn from each encounter, and grow as a sales professional.
5. Get to Know Your Prospect’s Pain Points
Nothing motivates a customer more than the need to fix a nagging problem. Sometimes these same customers don’t know that they have a problem in the first place, or that the problem is fixable.
Your job? Use an effective door to door sales script to find out what problems they want or need fixed, and let them know that your product is what they need to improve their situation.
A major part of understanding your product is understanding exactly what function it serves, and what those who don’t use it are lacking. Be it for professional or personal use, consider what factors go into enticing customers to see the answer to their problems within your product.
- Will your product help them save money?
- Does it save valuable time that can be better spent in other ways?
- Does it add security in some way?
- Is it dependable where competitors are not?
- Is there a feature unique to your product that can be a potential game-changer for your prospect?
Another great way to address your prospect’s pain points is to use the Sandler pain funnel to get to the root of your prospect’s problem, as perfected by Sandler Training:
6. Put Yourself in the Prospect’s Shoes
Empathy is an important characteristic when making a living as a door to door salesperson. By understanding the feelings and motivations behind your customer’s decisions, you’ll be better able to anticipate their needs and desires, and cater your pitch accordingly.
Some people are more receptive to being sold to than others. Consider the many personalities you will be dealing with and adjust your strategy to engage each of them in an effective and personalized manner.
Be mindful of how aggressively you sell, as this can be a turnoff for many. Think of what time you show up to their homes, what day of the week, and any other factor that may make all the difference in how your prospect perceives you.
Pay attention to body language, facial expressions, breathing, and any other physical cues that can clue you in to how your pitch affects your prospects.
At the end of the day, it’s not just about making a sale — it’s about creating a lasting and fruitful relationship for both sides.
7. Connect on a Human Level
People don’t react well to being treated like a number. Connect with your customers in such a way that they don’t feel like they’re being used to simply meet a quota.
Make sure you know their name in advance, and as much relevant information about them as you can without coming across as too intrusive.
Think of the term, “Show them you know them.” If the prospect feels like you’ve done your due diligence in getting to understand them as a person, it can do wonders for lowering their guard and opening the channels for a sale.
Just as you should pay attention to the prospect’s body language, try to understand and control your own as well. It’s important to smile, make and maintain eye contact, and to speak slowly and calmly.
It’s also important to know when to pump the brakes, as well as when someone is receptive to taking the next step in the deal.
Remember: it’s important to behave more like a new friend with good advice, and less like a stranger pushing a product the prospect may or may not want.
8. Be Direct — But Always Be Tactful
Assertiveness is a vital trait for any salesperson. There’s no reason to beat around the bush or be coy with your prospects.
But you should be mindful of how hard you push and how bluntly your pitch comes across. No one likes a bully, and no one buys from a bully.
Selling is like a dance. There’s a rhythm to it, and it’s important to know when it’s time to lead and when it’s time to be led. Remember to move at the prospect’s pace, and to always be considerate of their half of the bargain.
It’s no secret that you want them to agree to buy what you’re selling, so there’s no need to treat it as such. But remember to frame the transaction in such a way that they know you genuinely want your product to help them, regardless of profit.
Again, remember that the goal isn’t necessarily to persuade them to purchase from you right this second, but to purchase from you at some point soon.
9. Know How to Overcome Objections
Just like rejection, salespeople deal with objections every day.
Customers will almost always have questions and concerns about a product they’re being offered. Legitimate objections will come up regularly. It’s the door to door salesperson’s job to address and overcome these objections in order to make the sale.
This is where your product knowledge comes into play. By knowing everything about the product you’re selling, you can anticipate these objections and have an answer for any potential roadblock in the way of selling.
In general, objection handling comes down to four simple steps:
- Hear out the prospect’s objections
- Let them know you understand their concerns
- Ask why they feel this way
- Reply with an empathetic and friendly explanation of your product that might ease their worries and change their mind
When handled correctly, an objection your prospect raises can cue the final detail that seals the deal.
10. Always Follow-Up
In D2D sales, you’ve got to play the long game. This means following up with your customers and building a relationship.
If they already bought the product in your initial encounter, it’s a great way to ensure the customer is satisfied with it, and allows you the opportunity to answer any questions that have arisen since your last visit. It’s also a prime opportunity to upsell.
Arrange a follow-up with the clear understanding that you will reconnect to talk about the product. This gives them time to think things through and gives you an opening to follow up without coming across as too aggressive.
It also gives you time to reflect on their objections, and have a great counter ready for your follow-up.
Some people ask: Is door to door sales worth it?
Done right, it can be a tough yet rewarding line of work that’s not only profitable, but enables you to meet new people and visit new places every day. And it’s certainly never boring!
By following these door to door sales tips, you can connect with your customers in a natural, human way that’s impossible for online retailers to replicate. It’s the secret weapon in sales.