Face to Face Selling
 

Ok, here's what I wanted to talk about.

For anyone who doesn't know, this forum is absolute gold. I've been going through the archives and running through printer cartridges like nothing. I finally decided I wanted some (ok, almost all of Gordie's) posts added to my personal library.

So, while reading through old posts and new ones, I've been spurred to investigate face to face selling, which I must admit is something I've never done before.

I want in... this is something I want to be able to do.

I've read a lot of advice saying basically you just have to get out there, keep trying, thrive on the no's, assume the sale, etc and it's all great. But does anyone have any ideas for getting a committment that day. I want them to go from just meeting me to having me fill out an estimate sheet, to scheduling a day to start like that (snapping fingers). And yet, I don't want to turn into Don Alm :) Kidding, Don.

Say I'm offering a deck restoration service or a driveway sealing service. Something like that. How would I best get my foot in the door and how would I best get them penned into my appointment book for doing the work?

Simple ideas are best and I'll probably settle on one of these no brainers, but I want more ideas!

1. "Hi, my name is Erik. Would you like a free estimate for restoring your deck to make it look like new again?"

2. "Hi, my name is Erik. I'm going around the neighborhood giving everyone a free estimate for restoring their deck." (What could I say after that? "And it's your turn." ha, how about something more intelligent that doesn't make me seem like a complete moron)

I think #1 isn't forceful enough, while #2 sets up an expectation. It makes it sound like I've done everyone else's and no one else refused, and it also makes it sound like I just expect to give them an estimate and any other course is unacceptable.

But then again, what the heck do I know? I've never done this kinda stuff before!!!

Ok, so does anyone want to take me by the hand and help me out here?

And if you don't want to, you don't even really have to hold my hand. But some written help would be appreciated too.

Success,

Erik Lukas

P.S. Isn't it funny how an online marketer can completely change directions? I like to think I used to halfway know what I was doing online. Truth be told, I've lost my motivation for the internet businesses right now. All of it has just been drained. So I'm exploring other small potatoes brick and mortar businesses out here. Fun stuff. I've got one I'm probably going to pursue for years, and I'm just absolutely in love with the idea (which I will not share, sorry). But that one has nothing to do with these summer scramblings with the decks, the driveways, etc.

P.P.S. This doesn't mean I won't follow along with all of your internet marketing adventures any more. I'm still interested. Just more for you than for me right now.

Learn to gather ''Referrals'' immediately. Referrals are gold! (DNO)
 

Re: Face to Face Selling
 

Erik:

With one of my offline business adventures I regularly cold-call. And when I do, I don't have any time for people who need to be convinced.

I draw their attention to the problem (the dragon) and offer the cure (I offer to slay the dragon because I am the knight in shining armour come to save them).

If they say "No" I may or may not draw their attention to the problem again. If they are not interested with such low pressure, I walk away.

I can see far more people with such a take it or leave it approach, and land far more clients by doing so, than standing around beating (selling) the person into submission. Not to mention the low-stress to no-stress factor when I do it this way. In fact, doing it this way, makes it somewhat enjoyable.

Jaques Werth calls this High Probability Selling. And from reading the bits and pieces he leaves behind in certain articles and on his website: http://www.highprobsell.com/ I figure he would suggest an approach something like this:

"This is Erik Lukas with Better Decks R Us. We cleaning and restore decks. Is this something you want?"

Yes, quote them. No, thank them and move along. Read the article by Jaques about cold-calling by going here: http://www.highprobsell.com/fearofrejection.html

The difference between what you said in the script below and the one above is: The one above finds out if they WANT their deck restored whereas the one below find out if they want an estimate (which is like finding out if they are interested - and interested is NOT want)

> 1. "Hi, my name is Erik. Would you like
> a free estimate for restoring your deck to
> make it look like new again?"

> I think #1 isn't forceful enough,

Who says you have to be forceful? How would YOU like to be approached by someone offering something? Using the High Probability method or the hard sell method?

I can tell you from experience, and to repeat what I wrote above, the High Probability style has virtually no stress and can easily be done by someone new to sales, in my opinion.

As for getting them to phone you first. Use something like Hugh's flyer/technique: http://www.sowpub.com/cgi-bin/forum/webbbs_config.pl?read=8242

Hope this helps somewhat.

Michael Ross
http://www.sowpub.com/greatideas/


Subscribe to The Great Ideas Letter today. Click here for details and a no-risk offer.

Michael just gave me some great advice, right when I was about to go down the wrong path
 

> With one of my offline business adventures I
> regularly cold-call. And when I do, I don't
> have any time for people who need to be
> convinced.

What a simple idea! How did I fail to grasp it?

I don't want to convince someone who isn't sure.

I was feeling some tension as tomorrow is my make it or break it day when I'm gonna try out my door to door skills (or lack thereof). I think I was especially feeling nervous because I was feeling like I was going to have to use a bit more of a hard sell/assumed sale which I really didn't want to (although after giving an estimate I still may kind of lean in the direction of asking when I should start, etc).

> I draw their attention to the problem (the
> dragon) and offer the cure (I offer to slay
> the dragon because I am the knight in
> shining armour come to save them).

That's so simple that even "I" understood it, Michael!

> If they say "No" I may or may not
> draw their attention to the problem again.
> If they are not interested with such low
> pressure, I walk away.

What? Are you suggesting there's a way to do this without browbeating people into it? God bless you!

> I can see far more people with such a take
> it or leave it approach, and land far more
> clients by doing so, than standing around
> beating (selling) the person into
> submission. Not to mention the low-stress to
> no-stress factor when I do it this way. In
> fact, doing it this way, makes it somewhat
> enjoyable.

WOW!!!! I like this. It would be enjoyable to do that. That way, instead of being punched in the nose and told to get off their front porch, I'll leave on my own accord when I see the prospects of a sale are low!

> Jaques Werth calls this High Probability
> Selling. And from reading the bits and
> pieces he leaves behind in certain articles
> and on his website:
> http://www.highprobsell.com/ I figure he
> would suggest an approach something like
> this:

I'm printing out the first four chapters of his book now and planning to buy a copy of it asap.

> Yes, quote them. No, thank them and move
> along.

Wow, I could really get to a lot of the people who were interested by discarding the no's so fast. I think that's the second time I said "wow."

> The difference between what you said in the
> script below and the one above is: The one
> above finds out if they WANT their deck
> restored whereas the one below find out if
> they want an estimate (which is like finding
> out if they are interested - and interested
> is NOT want)

Yes, and I think there's also one other difference. Your script will be the difference between an envigorating experience where I meet new people and a sales experience that's fun for no one.

> Who says you have to be forceful? How would
> YOU like to be approached by someone
> offering something? Using the High
> Probability method or the hard sell method?

I think I would promptly dispose of someone who was using the hard sell if they showed up on my doorstep. And if they stick their foot in the door, they just might get it smashed badly when I close it.

Yes, I would definitely be very receptive to a high probability, take it or leave it salesman.

> I can tell you from experience, and to
> repeat what I wrote above, the High
> Probability style has virtually no stress
> and can easily be done by someone new to
> sales, in my opinion.

No stress. You know I'm thinking about it and you're right. Now my only problem will be finding enough areas to work!

> As for getting them to phone you first. Use
> something like Hugh's flyer/technique:
> http://www.sowpub.com/cgi-bin/forum/webbbs_config.pl?read=8242

Hugh's personal note is great idea and that's what I was originally going to do, but then I thought what the hey, if I'm dropping it off on their front doorstep, I might as well just talk to them as half of them will probably come out and ask why I'm lurking around on their property.

> Hope this helps somewhat.

Michael, this helped immensely!

Success,

Erik Lukas

P.S. I liked the part on Jacques site about "Selling to people who want what you have."

"Prospecting Your Way To Sales Success"
 

Erik,

There's an excellent book by a fellow by the name of Bill Goode. It's called "Prospecting Your Way To Sales Success". It's along the lines of Michael's suggestion --- Bill Goode calls it "picking cherries" (only deal with people who are interested in/want what you have to offer) vs. "pit polishing" (trying to persuade people who aren't really interested in/don't want what you have to offer).

I read the book years ago, and it immediately, completely and forever changed my whole outlook on sales! It exposes false "old-school" sales concepts (weird things like when a prospect says "no", he really means "you haven't found my REAL objection yet"), and gives you low-stress techniques that will work for you if you put them to use.

Check out the review I snagged from Amazon.com below. This is pretty much my own opinion about the original book. Haven't read the updated version, but it's a good bet that it's as good as if not better than the original.

---- Hugh

Reviewer: Lin Cook, from Pittsburgh, PA
This has more practical useful ideas per page than any sales book I have ever read. I recommend it to clients and people I meet all the time. I have probably given away 10 copies! A better book for sales people than for sales manager, it gives you everything you need except ability, a work ethic, and a good list broker, to make you successful in selling. If you are sick of trendy stuff like Who Moved The Cheese, and you just want something that will help you be effective in sales and make more money, Bill Good and Tom Hopkins are the best resources out there other than your own hard work. Hope he does another book soon!

One woman's approach
 

When I sold cosmetics(Mary Kay) we called
"cold calling" by a different name: "warm
chatter"...notice the difference?

My approach(as taught by the greatest saleswoman
I knew of-God bless her soul)was:
"My name is .......is there any reason why
you would not want to learn more about deck
renewal?"(usually they say "no"-people are
conditioned to say no when approached by salespeople)...

"no"...

"great! which appointment would be better:
tuesday at 5 or saturday at 10 or now (if you
have 5 minutes) for me to demonstrate (in your
case you could demonstrate a small cleaning
on 1 corner of the deck or show pictures) or
tell you why my service is better than the others..."

that's it-set up the appointment
(be 100% sure you are excited about your product
and know you are the best in the field) and
close the sale.) As you talk to them: "listen"...
because often they tell you what it is they
"want" while they are telling you what they
don't want.(read that sentence again and think
about it...)

that's it...it worked for me ....and I'm really
shy by nature...

it's called "warm chatter", "soft sell", "education" ...call it what you want , it
worked for me...
Loved my girl: Mary Kay....

Ok, here's what I wanted to talk about.

> For anyone who doesn't know, this forum is
> absolute gold. I've been going through the
> archives and running through printer
> cartridges like nothing. I finally decided I
> wanted some (ok, almost all of Gordie's)
> posts added to my personal library.

> So, while reading through old posts and new
> ones, I've been spurred to investigate face
> to face selling, which I must admit is
> something I've never done before.

> I want in... this is something I want to be
> able to do.

> I've read a lot of advice saying basically
> you just have to get out there, keep trying,
> thrive on the no's, assume the sale, etc and
> it's all great. But does anyone have any
> ideas for getting a committment that day. I
> want them to go from just meeting me to
> having me fill out an estimate sheet, to
> scheduling a day to start like that
> (snapping fingers). And yet, I don't want to
> turn into Don Alm :) Kidding, Don.

> Say I'm offering a deck restoration service
> or a driveway sealing service. Something
> like that. How would I best get my foot in
> the door and how would I best get them
> penned into my appointment book for doing
> the work?

> Simple ideas are best and I'll probably
> settle on one of these no brainers, but I
> want more ideas!

> 1. "Hi, my name is Erik. Would you like
> a free estimate for restoring your deck to
> make it look like new again?"

> 2. "Hi, my name is Erik. I'm going
> around the neighborhood giving everyone a
> free estimate for restoring their
> deck." (What could I say after that?
> "And it's your turn." ha, how
> about something more intelligent that
> doesn't make me seem like a complete moron)

> I think #1 isn't forceful enough, while #2
> sets up an expectation. It makes it sound
> like I've done everyone else's and no one
> else refused, and it also makes it sound
> like I just expect to give them an estimate
> and any other course is unacceptable.

> But then again, what the heck do I know?
> I've never done this kinda stuff before!!!

> Ok, so does anyone want to take me by the
> hand and help me out here?

> And if you don't want to, you don't even
> really have to hold my hand. But some
> written help would be appreciated too.

> Success,

> Erik Lukas

> P.S. Isn't it funny how an online marketer
> can completely change directions? I like to
> think I used to halfway know what I was
> doing online. Truth be told, I've lost my
> motivation for the internet businesses right
> now. All of it has just been drained. So I'm
> exploring other small potatoes brick and
> mortar businesses out here. Fun stuff. I've
> got one I'm probably going to pursue for
> years, and I'm just absolutely in love with
> the idea (which I will not share, sorry).
> But that one has nothing to do with these
> summer scramblings with the decks, the
> driveways, etc.

> P.P.S. This doesn't mean I won't follow
> along with all of your internet marketing
> adventures any more. I'm still interested.
> Just more for you than for me right now.

Here's a beginning template for you Erik
 

Erik ~

If you haven't already done so download the report and the 2 page questionnaire at the link below. You can change whatever you like on the questionnaire to fit your specific needs.

Much like Michael Ross' post above, it is a low pressure way to get people and prospects to "raise their hands" for your products and services.

I use it faithfully and have even used a "Lighter Version" of it to sell sunglasses to people.

Questions like... "What's the most important thing to you when purchasing a pair of sunglasses???"

"How did you feel when you spent $140.00 for your last pair of shades?"

"Would you like to have put that money into your OWN pocket?"

"Is UV protection important to you?" plus others...

What we are doing Erik is UNCOVERING THEIR VALUES! Not implementing YOURS!

When they answer "style, eye protection from the sun, and price" to me as what's important to THEM... I have my HOT BUTTONS as to what will move them to make a purchase.

When they respond with they would "LIKE to put the money into their OWN pockets" and receive all the BENEFITS they have told me IS important to them... I now have positioned myself favorably for the close.

Deck restoration, car detailing, selling products and services. The sales process has changed considerably over the last ten to fifteen years.

Dinosaur Salesmen who still use the old ways of the hard sell will survive.

For the professional salesperson who will use the NEW way of selling - by SOLVING a prospects PROBLEMS - by using the PROSPECTS own VALUE SYSTEM - will emerge as the top percentile of the profession.

I would suggest doing a FREE DECK INSPECTION and begin by LISTENING to the propsect answer questions similar to the ones above.

If a greying weathered deck is a concern to the propsect. If cracked and split deck boards are a concern. Then restate the concerns and place them into a descending order. Which is MOST important. Which is LEAST.

There is much more within the report and 2 page questionnaire. Enjoy.

Remember to get your REFERRALS too! :-)

Success and Regards... Mike




Find the report and questionnaire here...

Excellent tips Michael & Mike..thanks (DNO)
 

It's Okay To Walk Away, BUT .....
 

It's okay to walk way using the 'High Probability Selling' model.....

But, remember to give or leave them with something they will want to save, so they will want to call you when they do want or need your product or service.

The classic analogy is about a couple whose washing machine breaks on a Sunday morning. They pick up their Sunday newspaper and find a full page ad for washing machines at Sears. They say how LUCKY they are that they are on sale that day and go out and buy one.

Moral: Sears runs ads every weekend for washing machines, but people only notice things when they want or need them. When will they want or need your product or service? If you can't pinpoint it, make sure they have your information when they need or want your product or service.

Here's how it's done - Erik
 

Erik,

I've done the door to door stuff and here's what will work best for you.

In addition to the other comments here, which all have merit for you with this, here's what I know, first hand, what will work the best:

You need two things to have with you: First is a before and after photo of a renewed or cleaned deck. If you don't have one, since you haven't done it yet, then you will need to get and do your first job without it, but do take before and after shots for future prospecting.

Then, as Joel mentioned, you need to have a flier with attention grabbing information to leave with them. They could very well call you for an estimate, especially when you do one for a neighbor. Leaving some info with them when they seem uninterested is a win/win for them and you, since it could turn into a job for you anyway.

Now, go out on a Saturday and Sunday, but especially on Sunday after 11AM. Start off by approaching only those people who are in their yards. It doesn't matter if they are doing yard work or just outside.

I've found that people are much more responsive and friendly when appraoched this way, since they are already outside. Quite often, when a person has to stop what they are doing to answer the door, they are being interrupted and are not always as receptive and friendly then.

After you've secured some appointments this way, then feel free to knock on doors and be sure to mention that you're going to be giving an estimate to one or two of their neighbors (those you do have the appointments with).

After you have a couple of positive experiences, your confidence level will soar like a shot in the arm!

After you get going this way (it's always the hardest in the begining) I'd approach them like this: "Hi, I'm in the neighborhood today offering free estimates for deck renewal or cleaning (as you hand them the laminated card with your before and after photos). I'm going to be giving an estimate to your neighbor (use the name) and would like to give you a no obligation estimate for doing yours" (assume they need it or even have a deck). If they say yes, then make the appointment. If they say no, then hand them your flier by saying: "Thank you just the same, let me leave this with you in case you decide to call for the estimate."

Go get-em Tiger!!

Lawrence

To elaborate just a bit....
 

Erik,

The laminated card with your before and after photos is not to be left with them. Either hand it or show it to them, but don’t leave it with them since that’s way too expensive. It is just to show them for three reasons: First, it gives them something to look at and makes casual conversation about it quite easy. Second, it shows them the difference between what they may have now and what they could have if they use your service – thus creating the desire where none existed before. Thirdly, it showcases your work and identifies you as a professional, which is who they want to deal with anyway.

But, as Joel suggested, leave them your flier.

Another suggestion would be to ask a customer, with a completed job, if you could leave a small sign in their yard for a couple of days. Something to the effect of: “My deck was professionally restored (or cleaned) by ERIK's DECK SERVICES – Please call 123-4567 for a no obligation estimate for yours."

This will be seen by their neighbors who may want to see the finished product – hence, more sales for you.

Painters and roofers, etc, do this sign in the yard thing. You see them all the time.

Lawrence

One thing everyone agreed on...
 

Either :
before & after pictures
demonstration
or a low key approach
casual conversation

all these tips could be the beginning of
a tips booklets....go for it!

How it went on Saturday
 

I was just responding to an email from Michael, and I found myself telling him about what happened. I'll share it with the rest of you too, because well, I wish more people would share their real world personal experiences here and the least I can do is be as forthright.

Do I have $18,000 worth of business lined up?

No. (And I didn't expect it)

(And yes, I already tried a classified, which didn't work as well as it does wherever Don lives - zero responses)

Did I have a good time while getting some business? Amazingly, yes.

And I got some exercise walking up all those steep driveways. Wow, 3 or 4 of those were really doozies.

Here's what ended up happening. I went around with a bunch of hugh's flyers. My only intention was to drop these off and make small talk with anyone who was there.

I got practically dragged into 2 houses to give estimates. I got both jobs and maybe I'll get a few more calls.

I know. Only 2 jobs. Pathetic. You want 15.

Well, so do I. I'm working on it.

I had to call the day off early (shake, rattle, and roll car cruise).

By the time I was done, I had spent about 3 hours driving around.

Well, good luck to anyone else who wants to test the waters. It's super easy if you make it no pressure. Plus you don't have to worry about being slugged in the face (which is nice).

Did I mention how super easy it is? Because I should have.

I plan to take over all the deck business in the entire chicagoland area if I can find the right neighborhoods. (for the right price only, chicago is a little out of the way)

Cha Ching,

Erik Lukas

Oh, yeah, and SUCCESS!

Wow!....and
 

>

You had a good time
You got exercise
You got dragged into two houses
You got both jobs
Two jobs in 3 hours
And you're likely to get referrals because
you'll do a good job
It was super easy
And you're going to make money...

I'd say you were successful!

Keep us posted on how the jobs...wow

Re: Wow!....and
 

> You had a good time
> You got exercise
> You got dragged into two houses
> You got both jobs
> Two jobs in 3 hours
> And you're likely to get referrals because
> you'll do a good job
> It was super easy
> And you're going to make money...

> I'd say you were successful!

> Keep us posted on how the jobs...wow

Sandy, you seem like a wonderful person! Thanks for being so encouraging!

And you summed it up perfectly!

And I just checked my answering machine and have a call from someone who wants me to come over and look his deck over!! That's 3!

Success,

Erik Lukas

Re: "Prospecting Your Way To Sales Success"
 

Thanks Hugh! The book is getting ordered from Amazon (or maybe that new buy.com) this week!

And this is great!

> "picking cherries" vs. "pit polishing"

Hugh, this reply put a fire in my belly. It along with all the other posts and support helped me to go out there and do it yesterday.

And it went great. You'll see I used your flyer idea. And the call I just got (less than 24 hours) said something to the effect: "Hi, I'm calling for Erik. I got his note the other day about doing decks..."

All I'll say is that in 3 hours I got out maybe 25 flyers, talked with 5 people, got 2 jobs and um, enjoyed myself?

Thanks, Hugh,

Erik Lukas

You also might want to check out...
 

You also might want to check out pages 115-117 of Dan Kennedy's "No B.S. Sales Success" Book. (Better yet, read the whole damn book).

On those pages, he tells of a real estate agent who uses "take away" selling as her main positioning strategy.

You could use similar techniques that she uses. For instance, as you do a few jobs, video tape some before-and-after sequences of your work along with your customers' comments about how good a job you do. Get as many as you can to fill up a tape.

Then, when someone wants a quote, just hand them the tape to watch in their VCR while you go out on the deck to measure it and look at it (or whatever you do to arrive at your estimate).

Then after you've done that and they've watched the tape, give them your estimate or "job quote". Most of the "selling" has been done for you from the video tape.

[Here's where the real estate agent in Kennedy's "No B.S. Sales" Book gets "ballsy" with the "take away", and something you might try] If they say the price is too high, then you can hand them a piece of paper with all the other deck renewal companies in the area and say something like:

"Here's a small list of other companies who do similar work. They don't do quite the same work as I do, but you might want to try 'em out."

If they don't have you do the work, then they will feel like they will be losing out because they've already seen all the good work and all the great things that people have said about you and your work (on the video). Plus, do you really think any other deck renewal company presents before-and-after work along with customer testimonials like you've just done?

---------------------------

I do something similar, yet not as dramatic.

I market special sporting equipment to home basketball goal owners. A lot of the sales I get is from passing out flyers in upscale neighborhoods (only to houses that already have b-ball goals).

I get a lot of sales because I include testimonials on the flyers as well as the fact that I'm the best alternative to what they'd have to do otherwise. After realizing that, they purchase from me.

I know that's not as "hard" a "take away" sale that I've suggested to you above, but it works just the same.

Bill

P.S. I have another story you might be interested in, called, "Al, the plumber". It's another story of how to set a prospect up for a sale with minimal resistance. If you'd like a copy, I'll email it to you (and anyone else who'd like a copy). Just email me at [email protected] (Make sure to remove the REMOVETHIS part). Just put "Al" in the subject field.

Erik you are totally on a roll....
 

You must have a trusting demeanor...with
all the talk in the news about business
people coming into homes and ripping people
off and yet people are trusting you right
off the bat means you have a good aura about
you...this is just great Erik !

> Sandy, you seem like a wonderful person!
> Thanks for being so encouraging!

> And you summed it up perfectly!

> And I just checked my answering machine and
> have a call from someone who wants me to
> come over and look his deck over!! That's 3!

> Success,

> Erik Lukas