Door-to-door sales can be a lucrative way to grow your home service business. In this blog post, we’ll break down a successful door-to-door sales script, share non-verbal selling strategies, and offer tips on handling "no soliciting" neighborhoods.
Knocking on doors and offering your services directly to homeowners can fill your schedule with high-paying, high-intent customers. Here’s a detailed look at a door-to-door sales interaction and how you can implement these strategies.
Example Script for Door-to-Door Sales:
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Opening Line: "Hi, we're out pressure washing driveways in the neighborhood. Would you like a free quote?"
- Keep it nonchalant and act as if you belong there. This approach helps lower the homeowner's guard.
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Assume the Close: "The whole driveway and walkway would be $325, and we can get you done as soon as next Wednesday."
- Assume the customer will say yes and offer a specific schedule.
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Handling Objections: If the homeowner hesitates or says the price is too high, ask: "Is it the price?" or "What price would you be comfortable paying?"
- This opens up negotiation and allows you to understand the customer's budget.
Strategies for "No Soliciting" Neighborhoods
Selling in neighborhoods with "no soliciting" rules can be tricky, but it’s not impossible. Here are some tips:
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Respect the Rules: Be aware that "no soliciting" rules are legally enforceable. Always be respectful and prepared to leave if asked.
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Stay Calm and Confident: Approach the situation with confidence. If challenged, calmly explain that you are offering a valuable service to the neighborhood.
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Professional Appearance: Wear a company shirt with your logo to add credibility and trustworthiness.
Non-Verbal Selling Techniques
Non-verbal cues play a significant role in sales. Here are some key strategies:
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Stay Calm: Maintain a calm demeanor, even if challenged about soliciting.
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Command the Situation: Act as if you are supposed to be there. Confidence can often turn a skeptical homeowner into a customer.
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Assume the Close: Always assume the customer will say yes and offer a specific schedule.
Negotiation Tips
In any negotiation, the party willing to walk away usually has the upper hand. Here’s how to handle price negotiations:
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Ask for the Customer’s Price: If the customer balks at your initial price, ask, "What price would you be comfortable paying?"
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Counter with Value Adjustments: If the customer suggests a lower price, counter by reducing the scope of work to match their budget.
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Close the Deal: Once you agree on a price, reiterate the benefits and schedule the service promptly.
Upselling Techniques
After landing a job, always look for opportunities to upsell additional services. For example:
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Add-On Services: Offer to clean the house’s exterior or additional walkways for a discounted rate if done alongside the primary service.
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Highlight Benefits: Explain the added value and benefits of the additional services.
Further Learning with SESW Softwash 101
For a comprehensive guide to boosting your home service business, check out the SESW Softwash 101 class. This course covers everything from effective marketing strategies to advanced sales techniques. Equip yourself with the knowledge and tools to dominate your local market and grow your business successfully.
By mastering these door-to-door sales strategies and techniques, you can significantly increase your leads and sales. Remember, confidence and persistence are key. For more in-depth training, don't miss the SESW Softwash 101 class. Happy selling!
