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Similar a Door-to-Door Sales Success Guide
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Door-to-Door Sales Success Guide
- 1. Door To Door Sales Reference Guide To SUCCE$$
- 2. Activity Types • Production Activities: Any activity designed to produce results immediately. • Creative Activities: Any activity designed to find prospective customers who will close at a later date. This is more passive activity than production activity. • Work as a TEAM!
- 3. Production Activities • Events (guerilla or organized) • Closing appointments – Address and credit are pre-qualified. You have credit card and SSN #. • Door-knocking: – You know where towers are, if neighborhood prequals, average Cheetah scores, and household counts. – You’ve pre-qualified addresses on Cable Companies site. If they don’t pre-qualify and we do, it’s a great opportunity. • MDU “Move-in Day” event
- 4. Creative Thinking Activities Be on FIRE to be Successful! • Retail Relationships – Take-one hand-outs, lead boxes, referral coupons, discount coupons • Cold calls – Self-generated lists, current customer lists, voice prospect lists, SMB lists • MDU visits to property managers • Canvassing areas to check • Door-hangers, Business Cards • Email blasts and Newsletters • BLOGS, Facebook, Twitter • Referrals from Customers • Signal Check appointments (low priority)
- 5. Six Primary Sources Door-Knocking Lead Generation Lists By MDUs Marketing Events Email blasts/Flyers Blogs, Facebook,Twitter Cold Calls Referrals
- 6. Door-Knocking • Door-knocking requires effective planning • You and your manager will create a master plan of what neighborhoods have been canvassed so same areas are not overworked • Door-knocking reminders – Schedule two to three hours (100-120 houses) – Requires effective planning to avoid wasting time – Keep accurate contact lists to maximize results
- 7. MDU Door-Knocking Guidelines • Map out and prepare by 10pm Sunday each week • Work with manager to generate market-specific list of apartments and/or condos • Visit MDUs and/or property managers between 9:15am and 11:15am Tues-Thurs each week • Get move-in lists and leave information hand-outs for the Apartment Manager or Leasing Office to give to a new tenant! • Place candy bowls in Leasing Office - refill when you visit • Remember holidays and birthdays
- 8. • WWW. ttp://www.directsalessolutions.net/ Need Turf Solutions??? • Upload your Client List and Direct Sales Solutions will break the list into definite neighborhoods of your requested size, deliver them in a walking order complete with a map, and perform a wide variety of special formatting at no extra cost. • Contact Direct Sales Solutions for a FREE trial. • Increase your field productivity with Turf Solutions TODAY! • Contact us at support@directsalessolutions.net 8
- 9. Event Profiles • Organized Events – Include Swap Meets, Fairs and Festivals, Block Parties – Events planned by the Cable Company you’re contracting with, such as Sporting Events, Corporate Events, Technology Events, etc. • Street/Guerilla Events – High foot traffic location (50+ people per half hour) • City Centers, Outside Restaurants at lunch,Shopping Mall Parking Lots, – High car traffic local (100+ cars per half hour) • Rush hour at congested street corners with high visibility and car access
- 10. Event Rules of Engagement • Use long-range eye contact to draw attention to you and the Cable Company you’re working for. • Approach customers coming out of store or restaurant, not on their way in. • Do not stay behind an event table - it separates you. Be prepared to walk with customer. • Do not approach people during hectic times (rushing to work). • Use open-ended questions or clever traffic grabbers. • Wear Company T-Shirt with Logo for branding, be presentable at all times. <<<SMILE!!>>>
- 11. Events EXAMPLES OF EVENT MARKETING •Trade Shows •Meetings •Sponsorships •Seminars or Workshops •Concerts •Malls •Plant Tours •Online Event Marketing •
- 12. Event Planning • Work closely with your Manager. • Don’t limit yourself; be creative. • Focus on high-traffic areas. • Analyze your potential event: • Is this event in your Cable Companies coverage area? • What are demographics of prospect traffic? • Will cost and time result in sales? • What times of day make sense to hold event in that area?
- 13. Marketing vehicle Table and table cloth Tent RSU, ATA, Laptop Card Take Ones (with your stamp) A-frame with posters Lead Entry Box with lead generation pad and pen Event Checklist Make sure you BRAND your company! Use your LOG!! Gift Certificates/Prizes (if applicable) Mugs with Logo! Prize wheel and prizes Food and/or drink, plates, utensils Power cords and strips
- 14. Event Planning Activity Guerilla events are impromptu: Find specific, high-traffic locations within coverage area and “just show up.” Create a list of possible guerilla marketing events and review with your manager
- 15. • Gas stations • Laundromats • Hot dog stands • Sporting events • Strip malls • Billboards • Corners of busy streets • Wal-Mart • Target Guerilla Event ideas • Staples • Office Max • Gyms • Open houses • Grocery stores • Pizza places • Coffee shops • Car washes • Dry cleaners • Movie theaters • Real estate offices With manager permission, you can hold drawings at events to build prospect buzz and relationships with store owners. Make sure you Get the Permission from the store before you do this! Also some locations require a “Peddlers License”
- 16. Email Blasts and Blogs! • Existing customers: Email blast or Blog from you two times per month. Blasts should include information about new products, referral bonuses, and contests. • Leads: Email once per week continuing to remind potential customers about your Cable Companies current promotions. • Ask customer for their email address, this way you can keep in contact with the at all times. When a “new promotion becomes available they can “jump” on it and YOU GET PAID!! They will CONTACT YOU!!
- 17. Flyers • Deliver NO LESS than 1000 pieces of collateral with name and phone number on it per week. • When you WALK the STREET make the Walk worth your effort! Place a Flyer at EVERY DOOR with your name and Phone number! • Have minimum of 20 “take-one” locations established and documented on a lead sheet • Hand out take-ones at events, tradeshows, dry cleaners, health clubs, etc.
- 18. Cold Calls • Should be part of your everyday plan • Can be face-to-face or over the phone • Generate cold call lists from many sources – Vertical markets – Residential lists – Mortgage company customer and prospect lists – Small business lists • Managers can get list of current customers who have upgrade potential
- 19. Referrals • Take ownership of your customer base! • 250 customers should provide return of 15 to 25 referral sales per month • Phone calls need to be made as a DAILY activity – Stay close to your customers. Call them on regular basis for referrals. – Address concerns before they become a cancellation. – Make sure you and your managers give a BONUS to your customer for a REFERRAL… Customer’s like to “fee important” and LOVE to get something FREE. Give them a Starbucks gift card, McDonald’s gift card, etc. Mail it to them with your BUSINESS CARD!!
- 20. Planning and Tracking • How many Contacts and Presentations were required to make your sales today? • Can you explain where your sales came from to identify what was successful? (Flyers/door knockers, MDU, referrals, cold calls, email blasts, events) • Were there any deviations from the Daily Plan that worked or didn’t work? • Do you have tomorrow's Activity Game Plan lined up? • Does your Activity Game Plan match your sales forecast for tomorrow? • Always THINK OUTSIDE THE BOX $
- 21. Know Your Numbers! • Know how many people you have to engage to get a sale. • Know how many people you have to attempt pre-qual to get a sale. • Know how many pre-qualified leads are needed to close sales. • Know how many phone calls are needed to set an appointment.
Notas del editor
- Welcome to Selling Clearwire. This program known as the general session is the 2nd step in your development at Clearwire. It starts where your online training left off. My name is ____________ and my co-facilitator is _____________. ***In front of you is your manual. It’s yours to take so yes you can write in it. *** *** Prepared Posters: - Parking Lot - Welcome - Development grid - Introduction guide - Class Breakdown (start, end, lunch for each day) Utilizing Post Its, participants will post questions facilitator is unable to answer. Facilitator will find answers and follow up with participants. Notes: Teachbacks. . Clearwire Digital Voice. . .Teachbacks. . .Accessories.. . Order Entry. . Web homework. . .
- Direct Sales come from six primary areas: Door Knocking MDUs Events Street / Guerilla Organized Email Blasts/Flyers Cold calls Referrals
- The door-knocking routine requires effective planning – simply “zigzagging” around neighborhoods or jumping from street to street lowers contact rates by 50-75% or more. It is very important to start the day with an effective plan. You should work with your manager to create a master plan (map) of what neighborhoods have been canvassed so that the same areas are not overworked (meaning no more than one pass per quarter). You are expected to adhere to this plan. Door-Knocking Reminders and Tips Schedule two to three hours (100-120 houses) per outing. Plan effective planning to avoid wasting time. Keep accurate contact lists – this helps to maximize our results. If there’s a screen door, open it to knock and keep it open. When you ask to come in, start wiping your feet on the mat, assuming that you will be let in. Always have your modem in hand and get it into theirs as quickly as possible. Focus on our coverage areas closest to Clearwire towers. After a finished appointment, knock six doors to the left, 12 doors across the street, cross the street again, and knock six doors back towards the first appointment. Write an intro to use with gatekeepers. Ask the class: What components are important to include in your introduction? Suggested responses: Smile, Maintain eye contact, Be considerate of personal space – you are a guest in their home, Be sincere and be yourself, Be prepared with your engaging introduction See Door-Knocking activity and sample introductions on next page.
- Map out and prepare by 10pm Sunday each week. Work with your manager to generate a market specific list of apartments and/or condos. Visit MDUs and/or the property managers between 9:15am to 11:15am Tues-Thurs each week. Get move-in lists and Clearwire information into move-in packs. Place Clearwire candy bowls in the Leasing Office and refill when you visit. Remember holidays and birthdays. BUILD RELATIONSHIPS
- There are two main categories, or profiles, of events. Organized Events: One set of organized events are things such as swap meets, fairs and festivals, and block parties - basically, any scheduled event not specifically planned or managed by Clearwire. Then there are events planned by Clearwire such as sporting events, corporate events, and technology events. Street/Guerilla Events: These are opportunities that can be leveraged at various times as circumstances present themselves. For example, a high foot traffic location (which is one where at least 50 people walk past every half hour). Frequently there are high foot traffic locations at city centers, outside restaurants at lunchtime, in empty lots, in Big Box stores, in grocery stores, and in laundromats. Another possible opportunity is a local location with high car traffic (defined as 100 or more cars travelling through per half hour). This may be rush hour at congested street corners - ones with high visibility and easy, safe car access. See Events Activity on opposite page.
- Instructor note: Events are critical to your success. They can be large and organized or small and impromptu. Either way, they should be included in your every day activity plan.
- Instructor note: Use a Checklist to ensure you have everything you need.
- Instructor note: Ask the participants to take about five minutes to write down a list of what you think would be appropriate guerilla marketing events? KNOWLEDGE CHECKS
- Instructor note: There are two methods you can employ to create events that will market to where your prospects play: Guerilla events and organized events. Even if you’re holding a guerilla event, you should build relationships with the area business owners and tie in their business with your event. We’ve explored a number of different areas where we can find prospective customers and talked about a number of techniques we can use to make contact.
- You should plan on delivering NO LESS than 1000 pieces of Clearwire collateral, with your name and contact information on each, per week. Always have a minimum of 20 “take-one” locations established and documented on a lead sheet. Remember to hand out take-ones at events, tradeshows, dry cleaners, health clubs – anywhere you find foot traffic.
- Cameron Christian currently sends these lists to managers weekly for Home Voice upgrades. Cold calls should be part of every Sales partner’s everyday plan. They can be conducted face-to-face or over the phone. We generate cold call lists from many sources: Vertical markets Residential lists Mortgage company customer and prospect lists Small business lists Managers can get you list of current customer who have upgrade potential.
- Each Sales partner needs to take ownership of their customer base! If managed correctly, 250 customers should provide a return of 15 to 25 sales per month from referrals. 2x2x2x5 calls are a DAILY activity: Stay close to your customers. Call them on a regular basis for referrals. You also want to address any concerns before they become a cancellation. Clue your customers in! They can get up to 25 $25 Amex cards for every referral who activates.
- Planning and Tracking will get you to your numbers! How many Contacts and Presentations were required to make your Sales today? Can you explain where your sales came from to Identify what was successful? (Flyers/door knockers: MDU, referrals, cold calls, email blasts, events). Were there any deviations from the Daily Plan that worked or didn’t work? Do you have tomorrow&apos;s Activity Game Plan lined up? Does your Activity Game Plan match your Sales Forecast for tomorrow?
- Know how many people you have to engage in order to get a sale. Know how many people you have to attempt pre-qual in order to get a sale. Review the Comp Report to see how many pre-quals are needed to close sales. Review the Daily STARS report to know where you stand. Review Comp Calculator, which is updated daily, to see how much you need to sell to reach your goals. Show the comp report and the daily STARS reports to the class. Walk through the comp report and point out how it reflects pre-quals. Examples of each report appear on the next page.