Canvasing For Leads

Gladiator

How many people knock doors for leads?

What percentage of your leads turn to in-person demos?

What percentage of your demos turn in to sales?

RacerX780

I have a small residential and commercial window tinting biz, and I've recently started going d2d. So far, it's just been to businesses, but we've gotten several small jobs that way.

Next week, we are going to start doing residential. I know in my area there are several companies that do this - windows and siding companies - and I've been talking to them a bit about it. (Just at a home show this past weekend and talked with a couple of them that do it)

They say they do well... so we'll see. We're going to go out like 5-7pm and see how people respond. Hopefully it will be a super sunny day when we're out. As long as it's not a total waste, which I really don't think it will be, we're going to do it on a regular basis.


-R

Framer53

There are discussions on this already. Look through the back posts. You will be surprised.

MagicPoolSvcs

We distribute flyers, but never knock on the door

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BamBamm5144

NO ONE likes to be interrupted at home, while relaxing away from their day jobs to listen to some guy give them a speech about something they dont want.

The way I see it is that you have to market enough to get your name in their head so when they decide to get something done, you are who they think of calling.

I have never once hired anyone who has knocked on my door and bothered me at my home. Matter of fact, I almost punched the kid in the face who came to my door and said "Hi, are you interested in a free roof?" Told him to get out of my neighborhood before I report it.

Gladiator

I didn't realize people were anti-canvasing on this forum. I thought it was a well known fact that canvasing is one of the best forms of marketing and brand exposure out there.

I used to canvas for a company that did $17 million/ year. They had over 25 canvassers and swore by them.

When I used to canvas, I set leads - approx. 2-4 day, with at least half following through to a bid and maybe half of those selling.

fathersonfab

I think you are referjng to knocking on doors. Nobody likes that! Canvasing to me means dropping off flyers, and I think that's a great way to market in a target neighborhood

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BDiamond

I agree with alot of your stuff Bamm but gonna have to disagree on this one.

I understand the whole concept of branding. Currently there are 2 problems with this. (Not saying it's not important and it should be disregarded)

1. Branding isn't really meant to GENERATE leads. It's meant to make people aware of your company, it's culture, purpose, etc. Pella has done a good job of branding itself as a quality wood window product. People associate the name with quality and therefore will go by a "Pella" window at Lowe's for $189 and think they've scored. So yes, they'll think of you when it's time and maybe give you a call.

2. People aren't actively calling companies for home improvement projects. You can distribute a flyer with the name of your company and the great sale you have. Then you just get thrown in the waste basket.

Canvassing can do many things:

1. Make the HO aware of problem they didn't know existed. "Ma'am. didi you know that you have a significant problem with your roof? I was in the area and thought I'd make you aware. I can get up there and grab a picture or two so you can see. I'll do that while you grab your husband."
2. Get people to ACT. "Yeah, we've known we needed new windows but just haven't ever called anyone. How long have I known? About 4 years. Do you guys do windows? Oh...yeah, have him come out."
3. Sets up a sales process. "Our office will call you in the next day or so and ask you a few questions and talk about a time to have Joe out to visit. The production schedule is tight so he may want to get things moving if you're interested. Be thinking about when you'd like to have this done and take a look at your budget. Hopefully we can find a way to make this work for you so be prepared to act if it's the right opportunity. What's a number we can reach you at?
4. On and on and on.

You can never do any of these things with a flyer.

1. "We got a flyer for roofing. We don't need a stinkin roof."
2. "Honey, you need to call these people that left the flyer about the windows" "I will later, I'm taking the kids to soccer." "You've been saying I'll do it for 4 years now."
3. "Hello? I got a flyer that said you guys do free estimates."
4. On and on and on.

So I'm not against branding or how anyone generates their leads. I'm not a flyer guy so I'm sure you guys that do it could teach me a thing or two.

But don't suggest that it's bothering people. If that's the case then punch the people sending you 10,000 pieces of junk mail stuffed a round a bill you accidentally threw away cause you didn't see it or the 12 minutes of commercials every hour for the feminine hygiene product you don't want. Aren't they just as intrusive in your day?

87% of $28M in sales was generated last year by people knocking on doors of HO's. Soooooo....

47,589 canvassed contacts
14277 appts
9280 actual in home demos
3248 sales
$7500 average sale
Gross Sales = $24,360,131

Cost to generate leads - $713835
% of gross sales = 3%
Cost per lead = $50

I'd be interested to see some flyer stats if anyone has them.

One post I saw suggested the guy would have to send out 1,027,000 flyers to get the same volume.

Just sayin...

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detomaso182

The fact he wanted to punch the guy in the face bothers me.

detomaso182

I am a canvasser

detomaso182

I generate roughly 15 leads a week wit a 55% demo to sale. Sorry he feels that way.

Taylor8

In my mind there are two types of canvassers:
The idiot..
Someone who comes to my door, makes my wife feel uncomfortable, then tries to tell me I have a problem with my roof. Get real, every person on my block doesn't have a problem with my roof, your just trying to find work, and I'd respect you if you were honest about that. Do you really think I'm not going to get a few estimates on having my roof re-done?
The Pro!
A canvasser who comes to my door to introduce themselves, and their company. The canvasser tells me they are interested in doing work in my neighborhood, what services they provide, and why I should hire them.

MagicPoolSvcs

Statistically, I know our flyers are less than a 1% return.

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BamBamm5144

Well I when I have a little kid who knows nothing show up to my house for a storm chasing company telling me I can get a free roof (which means the company illegally pays my insurance deductible, something I fight against everyday) you bet I wanted to punch him.

In my area, I have never met anyone who bought anything from door to door sales. Actually I did, a neighbor of mine down the road but once I saw the sign in the yard, I went to their door step and told them about the company (same one that came to my house) and then I got the job. Out of hundreds of people I have asked over time, they all say it is a huge inconvience when someone bothers them at their own private residence. People dont want to be annoyed and listen to some guy talk about something they dont want when they are at home relaxing after their work day.

Currently, local elections are going on here, one of the candidates knocked at my door at 8 30 pm last night. Guess who is not getting my vote. It is plain rude.

Simply putting well worded and professional looking literature about yourself and your company in someones paper box is just as effective. For example, two weeks ago, I spend 250 dollars on 500 brochures. Then I get free literatue from my shingle manufacturer and attach that to the brochure. It is a two page pull colored hand out with all roofing problems. I put roughly 350 of them in paperboxes and went on my way. 5 people called and so far all 5 have signed a contract. When I used to go door to door, I would do the same amount of homes and get zero calls. Oh yeah, these were the same homes and none of the people recognized me.

Bdiamond, I agree 100% with what you are saying. I usually do. I am not the intrusive guy. When I show up to peoples homes, I let them know that I am not that type of guy. I tell them I wont be here until you sign and evertyhing like that. In another week, I am going to go and do the same thing with the flyers and brochures from the manufacturing company. Then I will do it again. Then hopefully the name will start to stick in their head and call my number when they are ready. That is the point right?

P.S. I DVR everything I watch so I dont see no stinkin commericals

Steep Team

WOW I wish I was that kid because if you wanted to turn me in WHO do you turn me in to?
And if you tried to punch me all the better I would have asked you out in the street. Lets make it fair. We are very successful knocking on doors how do you feel waiting for the phone to ring? If the customer knew your attitude he or she would be turned off.
Have a nice day.

Publisher1

this topic has been covered in earlier threads, but here is my take.

Canvassing can be effective and valid, especially in the storm chasing model, even on blustery days in Columbus Ohio just before thanksgiving when the weather is crappy. I went there a couple of years ago to see first-hand. See also this posting about the "$10,000 note."

The problem with canvassing is that only a few people are great at canvassing and you need to be a truly exceptional person to (a) enjoy the work and (b) not be irritated by the process. So, if you are a truly talented person who actually iikes knocking on people's doors especially in inclement weather and can maintain/attract rapport with the people whose doors are knocked on, you will do very well. And if you can hire a bunch of these rather exceptional people, you will make a fortune.

You may also find canvassing is a solution to a temporary business problem or allows you to get started in business for yourself, if you are fast, enthusiastic, and simply care enough to work hard at a job most people hate.

Otherwise, I think it is an unsustainable and relatively harmful approach to business simply because most of us can't stand it, from either the perspective of the homeowner (or businessperson being bothered with door-to-door uninvited calls), or from the frustration of the rather painful sales process.

I hope this response is respectful to those who enjoy and are good at canvassing but it really isn't (for most of us) the best way to maintain a business or brand.

welterweight

canvassing does work.
had a guy tell us" i would never hire a contractor who has to knock on my door to get business".
we kind of laugh and say" you're right,i never would either and many others felt the same way. i have to tell you though,its a great way to market and it keeps our costs down opposed to billboards or big newspaper ads. we then are able to pass the savings on to customers. also,we can kind of introduce ourselves to the neighborhood.
by that time we were able to engage and the guys alot more receptive. DON'T TALK FAST ! ge kind of reserved or else you do come across as a salesman.
canvassing is real effective when you have done work in the neighborhood already.
"Hi ,we are just inviting some neighbors down to 123 main street to see some of our work. we just installed new siding and energy efficient windows. as a courtesy,we are also giving free estimates(some say no fee) as well. have you ever had an estimate for windows or siding?
if they say no..you say,great,are do evenings or day time work better for you?

BamBamm5144

Steep Team - Easy, I call the Attorney general and let them know that another contractor is committing insurance fraud. Then I also write and call to the main insurance agencies and let them aware of the situation. Also, as surprising as it is, I am not waiting for my phone to ring. Within the past week I have sold enough jobs to book me out steady until middle/end of may. Ive already sold nearly half the jobs I was able to muster up all of last year. Pretty good for a small company with one crew. Five of these came from just putting flyers in peoples mail boxes (not knocking on their door and being intrusive). When I ask people how they feel about it, not ONE has said it doesnt bother them. People do know my attitude. I express myself the same way here as I do when I meet people. I have nothing to hide.


Welterweight - Going to a neighbors house after doing a job is a different story. A few days before we start each job, we go to the neighbors house (6 across - 3 to the left and right) and let them know we are going to be working on Mr. HOmeowners house across the street and there will be alot of noise and banging going on and that we apologize for any inconvience. Then we hand them a phamplet and let them know if they need any of our services too to let us know or pass it on to someone who will know.

All I was trying to say is that 99% of HO do not like door knockers. Majority of them are kids who do not know anything except like the few major companies around here who cheat the system tell them to say, Are you interested in a free roof? ( I-L-L-E-G-A-L) Those are also the only companies I hear it works for (probably who steep team works for). When people are looking to purchase a big 10 thousand dollar item, they will come and find you when they are ready for it.

nlgutters

[quote=BamBamm5144;912187]

All I was trying to say is that 99% of HO do not like door knockers.


They say 67.4% of all statistics are made up?

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Taylor8

We're working on developing a marketing campaign at the moment, which will definitely include flyers and may involve some selective canvassing. Not being excited about the idea of canvassing, I want the highest success rate possible; with that in mind, has anyone found the time around people receiving there tax rebate checks any more successful than usual?

We'll be marketing attic insulation upgrades, a low cost and effective way of improving energy efficiency in any home.