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.