Curiosity? what is it? did you know that as a professional blogger my goal is to create curiosity off the bat in this blog post so that i can get you to read the whole article? Its a fact of life as a sales person. Curiosity kills. Most people spill the beans right when the customer opens the door, leaving nothing but “not interested” and a door slammed in their face.
To build curiosity, you need to know what it is your building curiosity for. Most sales people believe they have to build curiosity in their product when in reality this is not what you should be doing. I break curiosity down in two steps:
- Build curiosity in what you are doing at their door step
- Build curiosity in what you are offering aka product/service
- Build curiosity in what your offer is, meaning price !
What you are doing at their door step
So if you haven’t already opted in to get my free video series, i highly recommend you watch my opener pitch that breaks down in detail the importance of the opener. Get it Free Here ! the reason why your on their door step is the #1 peak curiosity point that they want to know. Most potential customers off the bat are thinking is it a door to door sales person, or perhaps a religious door knocker ? the second they open the door and YUP sure enough you are, of coarse your going to get “NOT INTERESTED !” My goal in this step is to teach you that you need to buy time to get the customer to think your not just a typical sales person, and your not just doing what they believe your doing which is sales and only that. If you do not have a product or service that delivers tremendous value to the home owner, you should be selling at the door. Most people sell products and services that they use themselves and want customers to see eye to eye, only to get rejected over and over again. Why does this happen? is there anything you can do to over come it ? Yes, but not with every customer !
So to sum this all up, think of a reason, not a lie why you are out there. An Example in the homes security niche selling door to door is:
me: ” Hey there are you the home owner ?
customer : yes
me: ” Have you seen our trucks up and down the streets here in your neighborhood ? “
customer: “Ummm , which trucks ?”
so stop and think about that ? curiosity … remember the goal here is to create curiosity not to sell them your product. Understand that door to door sales is a science. It is a step by step process. When you win small battles it ultimately gets you the sale. In this example instead of them now thinking i am just the typical sales person, now they are curious to know what trucks and what company i am with. I am not lying, i have worked that neighborhood and many times my installer trucks have gone up and down the streets.
What you are offering aka “product/service”
Your customer at this point generally will know what you are selling, whether it would be home security, pest control, satellite, cable, books or even solar. You have there attention and its your time to shine. Break out the cards and explain to them what you are offering them, equipment, or the actual service itself. Your goal here is to be enthusiastic and passionate about what you are selling since you already have their curiosity. This is where having your features and benefits memorized and a part of your nature, again taught in my free video series is very important.
Stop and think about this, if they are curious, they are listening ! you know i always teach the first battle to win is to get there interest, have them remotely curious in you and what you have to offer. In hockey just because your on a breakaway it doesn’t mean your going to score that goal ! there are still steps involved. Good news is were well on our way to closing more sales, selling door to door. Be clear on what you are offering, exactly what they will get if they decided to want to do business with you. Just because you speaking it doesn’t mean they are listening or comprehending. here is what you want to accomplish
- Speak with clarity
- Make sure they are listening
- Make sure they understand the offer by asking them
simple 3 steps will help drive your sales through the roof. Most sales people i know just keep talking hoping to hear a yes. It doesn’t work. Get your customer engaged.
What your offer is, meaning price
So now they know what they would get if the chose to say yes but what exactly will they pay. There is a difference between them thinking they know what they will pay, and them being confident that they know exactly what they will pay. If you customer does not know the following, then forget it they will not take your product or service !
“I know i will pay $40 per Month for 36 months and then i am automatically Month-to-Month”
see most sales reps assume because they said it, that the customer knows and believes it. You have nothing to hide ! don’t be afraid to explain the details to the customer, know why there is a contract if there is one, explain that the company needs to make their money back somehow, but in the process you get this amazing offer.
You see in the solar industry currently selling solar door to door there are lease options now where customers do not have to pay anything for the installation, the solar panels or the permit fees ! they even get free monitoring, however sales people are not explaining to the homeowner the reason why companies such as solar city (SCTY) are able to do this. These large companies invest their own money and investors money upfront, in return to make residual income in the future. It really is a win win situation for the sales person, customer and the company.
Having said all that, don’t give up on door knocking, its your ticket to making large amounts of money over short periods of time, leaving room for you to invest the money, pay off debt and even college or university. Like always stay subscribed and write your comments about this article below and i will personally reply.