Recruiters for door-to-door sales companies will often promote free pizza meetings in hopes of enticing job-seeking (and free food-seeking) college students. But as you know…nothing in this world is really free…is it?
Recruiters set the hook with free pizza, but the actual purpose of the free food give-a-way is to inform pizza-eating attendees how the summer sales experience with their company will be better than the other door-to-door sales companies out there.
Sales reps should be aware of recruiting ‘tricks of the trade,’ and know what to look for when choosing a summer sales company…pass the pepperoni!
First, no matter what a recruiter pitches about how much fun it will be working in his/her office, the bottom line is that a summer sales job knocking doors is difficult. If your primary purpose for summer employment is to have fun, then summer sales is not for you. Long days, hot temperatures and constant rejection is tough to deal with on a daily basis. Don’t let a recruiter fool you into thinking about all the fun you will have, because if you’re off the doors having fun, you aren’t making money.
Second, recruiters may attempt to sell potential sales reps on why the location(s) they are recruiting for are the absolute best for knocking doors. This is understandable, but quite frankly, hard-working and skilled sales reps can sell anywhere! There is no such thing as an ‘untapped’ area. Now-a-days there are multiple companies knocking doors selling the same product in every market. In my 17+ years knocking doors and managing sales teams, I’ve learned it matters less ‘where’ but more ‘who.’ I’ve had offices in traditional and non-traditional markets and every year our top sales reps come from different locations. If you work hard and develop the sales skills needed, you will be successful regardless of market.
Finally, recruiters oftentimes attempt to offer a higher signing bonus to sales reps in an effort to draw them towards their company. The reality is, an extra $1,000 in signing bonus money is the equivalent of a few sales (depending on what you are selling) in commissions. Therefore, signing bonus money should carry little to no weight in determining which summer sales opportunity you should pursue. The lion’s share of your earnings will be made from commissions, not a signing bonus.
As you make your decision on a summer sales company, set aside the recruiting gimmicks and base your decision on what you want from the experience. Some sales reps like being a little fish in a big pond, whereas others would prefer being a big fish in a little pond. It comes down to preference really. Would you perform better with a large number of sales reps in an office or would a smaller team better suit your needs? These are the types of questions you should be asking yourself as you consume that last piece of meat lovers.
Ultimately, you must have confidence that the company you choose will help you to maximize your earning potential. Find the summer sales company that best fits your personality and overall desires for your summer sales experience.
By the looks of it, door-to-door sales reps don’t appear to be winning over the hearts of homeowners and communities.
I suggest 2 primary reasons.
First is the teaching and implementing of aggressive sales techniques. Companies that teach scare tactics typically lack confidence in their sales reps’ abilities to make sales based on technical sales skills and also in the quality of their products and services. Likewise, sales reps using fear as a primary motivator to buy, lack the basic communication skills necessary to convince potential customers of the benefits of their products and services.
At the end of the day, it’s a matter of inferior sales reps and a company’s substandard products and services that drive aggressive door-to-door sales behaviors.
Second, history has proven there are corrupt people in the world who go door to door with no intention of selling anything. These con artists sole purpose for initiating contact with unsuspecting homeowners is to scam them into parting ways with their money for nothing in return. Unfortunately, some of these impostors are very convincing and have succeeded in swindling homeowners, which in turn has muddied the waters for them being able to identify legitimate and counterfeit door-to-door sales reps.
On a grand scale, I would argue that the latter of these reasons is virtually impossible to control. Policing every person who knocks doors seems unreasonable at best. However, the former is certainly controllable if companies take the initiative to teach their sales teams true sales principles and then be willing to discipline sales reps who defy these principles. Easier written than done I suppose, but if the door-to-door sales industry is going to continue to thrive, a conscientious effort must be made by both companies employing door-to-door sales teams and individual door-to-door sales reps. You can succeed on the doors without being aggressive.
How can my company benefit from a door-to-door sales program?
How is a door-to-door sales team recruited, compensated and trained?
The answers to these questions and many more will be revealed at next month’s D2D Millionaire Conference (September 23rd & 24th).
Come find out what all the fuss is about.
The next person to Register will receive a 50% discount.
Opportunity is Knocking…Answer the Door!
After two months of knocking doors selling pest control contracts he was at 19 accounts, and quite frankly I was ready to give up on him. His manager had thrown in the towel and told me because he couldn’t figure out how to help him, he was going to quit training him.
On July 1, I spent an hour on the doors with this rep hoping to figure out what it would take to help him. After watching him attempt to sell three potential customers I was appalled at the basic mistakes he was making.
First of all, every one of his initial approaches was identical. “Hi, I’m ______ with Rove Pest Control, how are you doing today?” Then he’d continue, “That’s great…the reason I’m in your area today is we’re letting people know that we’re going to have a truck in the area tomorrow to service homes for some of those ants and spiders…”
He suffered from the classic case of ‘The Robot’ as I’ve identified as one of the ‘Three Deadly Sins of Sales’ in my book, Door-to-Door Millionaire.
Second, which is a product of ‘The Robot,’ he made no attempt to break the ice with any potential customer even when the perfect opportunity presented itself. A woman was pulling weeds in her yard and instead of approaching her by saying something like, “I’m going to make a deal with you, I’ll finish your yardwork if you’ll finish my job for me…” he proceeded as he had done at the other doors, “Hi, I’m ______ with Rove Pest Control, how are you doing today?”
The worst part…after we stopped knocking doors and I asked him why he kept using the same initial approach he said, “I thought all of our approaches were supposed to be the same.” And then when I asked him why he wasn’t breaking the ice with people he said, “I am! I asked everybody I talk to how they were doing.”
I responded, “You’re kidding me right? Haven’t you been listening to anything I’ve been teaching?” I then coached him for about 20 minutes and told him he had two weeks to start selling consistently or he’d be going home. In his own words, here’s what happened when I left:
“I’m not going to lie, I cried. It was hard because I thought I had swagger and then you came in and told me how I was wrong. So I used your advice for the next few houses and focused on just talking with people, not pitching them and BAM I got a sale!”
And he’s had many more sales since our time together. In fact, yesterday he sold 4 accounts…his all-time best, and he will finish this month with over 20 accounts serviced. His confidence is sky-high!
Here are three important lessons from this experience:
This is exactly what my consulting company, D2D Millionaire is all about. We teach owners and managers how to maximize the potential of every one of their sales reps.
You can also visit my website HERE.
Opportunity is Knocking…Answer the Door!
There are several opinions concerning the effectiveness or ineffectiveness of setting up tentative appointments. Some companies vigorously train their sales teams to schedule appointments with every potential client, while other companies prefer their sales reps to solidify each sale before reserving an appointment. From my perspective as a door-to-door salesman, here are the pros and cons for scheduling tentative appointments:
Ultimately, each sales rep and office must determine if setting tentative appointments is an effective tactic based on weighing the pros and cons. There may even be a happy medium that could satisfy both options.