Door To Door Sales

Reference Guide To SUCCE$$

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!

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

Creative Thinking ActivitiesBe 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)

Six Primary Sources

Door-KnockingLead Generation Lists

By

MDUs Marketing Events

Email blasts/FlyersBlogs, Facebook,Twitter

Cold Calls Referrals

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

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

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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

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!!>>>

Events

EXAMPLES OF EVENT MARKETING

•Trade Shows•Meetings

•Sponsorships•Seminars or Workshops

•Concerts•Malls

•Plant Tours•Online Event Marketing

•

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?

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 ChecklistMake 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

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

• 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”

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!!

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.

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

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!!

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 $

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.