You would often see a door-to-door salesperson selling a product or service at your doorstep, and most of the time, you would have turned them away. In today’s social media-driven world, in-person marketing is hardly effective, and door-to-door marketers are perceived as awkward and even suspicious by most customers.
However, it can still be an effective way to generate leads, collect primary data for any survey, and sell specific products and services directly to the customers, provided it is done properly.
Door knocking can be an essential part of the real estate business to generate leads. These strategies contribute a significant percentage to the sales figure of many companies.
Here are a few tips to make effective use of this strategy.
Do proper research
Before you visit doorsteps, Do research about the place and the locality before hitting the streets. What type and age group of people stay there? Are there any entry restrictions in society? What would be the right time to visit? What is the crime rate in that locality? Are people looking for investment opportunities in the local area?
Once you gather this information, it will be easier and more effective to visit people personally and discuss real estate.
Let them know about your visit
Don’t be demotivated because the doors are closed. Always have a backup plan. For example, leave doorknob hangers, posters, postcards, or fliers when you find no one at home. Leaving small gifts and treats along with your business card is also a good option.
Prepare a powerful script when people respond
If someone welcomes you at their door, make sure you give your best to grab the person’s attention in the first few minutes. It would be best to practice your script as many times as you want, but it shouldn’t sound robotic to them.
You can make your script powerful by adding these things. First, use a referral script, which means that if the person indicates negatively, then ask for prospective leads in their localities. Secondly, use a value-adding script. They are the people who are already planning to sell or looking for your product. You have researched well and landed on their doorstep.
Try to add value to their life
If you want a stranger to listen, you always go with the KISS approach – keep it short and straightforward. Don’t tell theories or stories. Instead, explain to them how you can make their life easy with the service you are offering. For instance, if you are there to sell them a property, you can explain to them the amenities on offer at the house, its proximity to schools, grocery stores, etc., and the price you are willing to sell it at.
Put your feet in the prospect’s shoes
Empathy plays a crucial role in door-to-door selling tactics. You can anticipate better when you understand the factors that affect your customer’s decision-making process.
Pay attention to every minute detail like their facial expressions, breathing, excitement, body language, etc. By doing so, you can understand their reaction to your pitch. It is not about just selling; it is about sharing trust, creating value, and building a solid relationship.
Today’s No can be tomorrow’s Yes
If someone says no, respect their decisions and react normally. Don’t rush away from that place. Instead, try to understand that the person may not need your product or service today.
However, you can still earn their business at a future date by conducting yourself professionally and letting them know that you respect their decision. You can still give them your visiting card and brochure, and let them know that they can get in touch with you at any time if they change their mind.
Many businesses worldwide are trying to reach their customers with advanced technologies and different strategies. However, the door knocking approach can’t be replaced. The key to success with this strategy is simple. It would help to practice the script by keeping the methods mentioned above. Then, the more times you do it, the better you will get at it.