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.

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.

> 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."

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!

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.

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...

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.

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