Random musings: Selling door-to-door #TBT

Today's blog post was originally published six years ago:

I'm going to share a few things that I've learned about selling door to door. Most of it will be "book learning" although I do have a little practical experience. Most of this should apply whether you are going to homes or businesses.

Door to door selling seems to be making a comeback. The do not call law has made it more difficult for telemarketers. Plus, if you're like me and have caller ID, if I don't recognize a phone number I let it go to voice mail. If it's a telemarketer they usually don't leave a message. Also, most email marketing attempts either end up in the spam folder or just ignored. And door to door is a more personal approach, and in our very impersonal world, that can be seen as a positive thing.

1. Look professional. You are more likely to be invited in if you look pleasant

2. Don't try to sell at the door. Try to strike up a conversation. The goal is to get invited in so that you can show your product or talk about your service.

I know that when I was selling vacuum cleaners and when my son Danny was selling vacuum cleaners, we went door to door hanging fliers offering a free gift if the person called to schedule an appointment. In my case, it was a range of gifts, although 99% of the time it was a pair of cheap kitchen knives, and in Danny's case they were offering an air freshener (which I have and still often use). So, this is a way of getting invited inside. But unless you have a small gift to offer this won't work.

3. Don't just jump into your demo. Find something to comment on in the home or office. If it's on display, it's something that they're interested in. It may be art, or little knick-knacks. I went on one call with Danny to offer moral support. The homeowners had Disney stuff all over the living room. I told them (honestly) that I love Disney and that I went to Disneyland for my 50th birthday and had a great time. That relaxed them and made it easier to show how the vacuum worked.

4. Keep them engaged. Ask them questions. Ask about them, their work, family, etc. But also ask them questions about the product or service.Ask them what they like or don't like. If you've shared some info with them, ask them about that to see if they recall. It's not a test, but it helps keep them engaged.

5. Share yourself. Tell them why you got started doing what you're doing. Talk about your background. People are more likely to buy from a person and not a selling machine.

6. End with a call to action. Tell them what the next step is. People won't take the next step if they don't know what it is.

I hope this was helpful. Below are some links that I found on the subject. Please, if you have any questions or comments, use the comment box below.

How to Do Door-to-Door Sales
D2D SALES: Techniques To Achieve Your Sales Goals
Tutorial for how to do door to door sales - strategies, tips, and ideas
Door-to-door sales – tips and techniques
A revival for door-to-door marketing
What Entrepreneurs Can Learn from a Door to Door Pitchman
How to Sell Anything Door to Door

I'm amazed! All but one of the links from the original article were still valid.