“I’m in the door-to-door home security field. How do i increase my law of average and my closing ratio?” Anonymous
Anonymous, first congratulations on making door-to-door sales calls. Early in my career, I did office park, door-to-door sales. This is very hard and you should be proud of yourself. My response will come in three parts quantity (# of calls) ; quality (strategy); and mentoring (learning from others).
Quantity / # of Calls: How many door to door calls do you make a day? How many calls does the number one sales person at your company make? The best way to increase your sales is to increase your number of calls. There are no short cuts in selling. Yes, you want to increase your closing ratio (strategy), however the best way to start increasing your sales is to increase your volume. Look at your time management to increase your number of calls.
Quality / Strategy: Once you have increased your number of calls, review what you are saying during these calls. I recommend breaking your call into three components: Introduction, Content, and Call to Action.
- Introduction: How are you breaking through the crust when your prospect answers the door? Are you able to get from introduction to content?
- Content: What are you asking to get the prospects attention? Is this getting their attention? What type of prospect are you looking for? Are you asking the right questions to find your ideal buyer? Are you providing value for your prospect?
- Call to Action: Are you asking for the business? Are you asking for next steps?
Mentoring / Learning from Others: Spend time with the top sales person(s) in your company. See if you can spend a day with them when they make calls. What are they saying? What is their mindset? What are their strategies? Check out my post earlier this year on finding and developing mentors: http://closerq.blogspot.com/2009/03/wednesday-march-4th-2008-mentors.html
Comment for Sales Managers: Know and understand your metrics, how many calls it takes to get a suspect, how many suspects it takes to get prospects, and how many prospects it takes to get a client. This will help you manager and motivate your team.
Good Door-to-Door Selling. Reader Feedback, please click the comments below to give ‘Anonymous’ additional information on 'Closing Ratio’ and I want your feedback on my response. Shaun Priest at closerq@gmail.com.
Anonymous, first congratulations on making door-to-door sales calls. Early in my career, I did office park, door-to-door sales. This is very hard and you should be proud of yourself. My response will come in three parts quantity (# of calls) ; quality (strategy); and mentoring (learning from others).
Quantity / # of Calls: How many door to door calls do you make a day? How many calls does the number one sales person at your company make? The best way to increase your sales is to increase your number of calls. There are no short cuts in selling. Yes, you want to increase your closing ratio (strategy), however the best way to start increasing your sales is to increase your volume. Look at your time management to increase your number of calls.
Quality / Strategy: Once you have increased your number of calls, review what you are saying during these calls. I recommend breaking your call into three components: Introduction, Content, and Call to Action.
- Introduction: How are you breaking through the crust when your prospect answers the door? Are you able to get from introduction to content?
- Content: What are you asking to get the prospects attention? Is this getting their attention? What type of prospect are you looking for? Are you asking the right questions to find your ideal buyer? Are you providing value for your prospect?
- Call to Action: Are you asking for the business? Are you asking for next steps?
Mentoring / Learning from Others: Spend time with the top sales person(s) in your company. See if you can spend a day with them when they make calls. What are they saying? What is their mindset? What are their strategies? Check out my post earlier this year on finding and developing mentors: http://closerq.blogspot.com/2009/03/wednesday-march-4th-2008-mentors.html
Comment for Sales Managers: Know and understand your metrics, how many calls it takes to get a suspect, how many suspects it takes to get prospects, and how many prospects it takes to get a client. This will help you manager and motivate your team.
Good Door-to-Door Selling. Reader Feedback, please click the comments below to give ‘Anonymous’ additional information on 'Closing Ratio’ and I want your feedback on my response. Shaun Priest at closerq@gmail.com.
Comments
Make sure you are presentable and polite to make a good first impression. This may mean taking out the nose ring or covering up the skeleton tattoos on your arms.
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