Door Knocking 101 - Page 3 - Contractor Talk - Professional Construction and Remodeling Forum

Winchester · 01-23-2009, 09:14 PM

Quote:

Originally Posted by Bill Z

You and PCPlumber are exactly right.

Next: If their mind is set on getting rid of you, how are you going to accomplish anything?

Give me something for free that isn't crap.

Bill Z · 01-23-2009, 09:31 PM

Quote:

Originally Posted by Winchester

Give me something for free that isn't crap.

Drill down a little deeper. What are they expecting? Aren't they expecting some pitch? Some offer that's too good to be true?

They see a salesman and they expect to be sold. The image of someone going door-to-door represents the idea that the seller has only his own best interests in mind.

Could they be saying to themselves mentally, "He's at my door to benefit himself... I must be strong and get rid of him before he has a chance to start his slithery tongue wagging." ?

If you've done much canvassing at all, you already can go back in your own mind and replay the look of determination on the homeowner's face.
Is he going to hear your offer of something free?

Bill Z · 01-23-2009, 09:45 PM

Quote:

Originally Posted by pcplumber

I better rephrase this. Actually, we do very well and always look for more and better ways.

I am excited about door-to-door because I think it may be a terrific way to generate business. It may turn out to be the least expensive advertising media. We have areas where I know almost every furnace has holes in the draft hoods and where almost every house has at least one or two leaks in their drain pipes.

With the right approach I expect to get a warm welcome from most people. I think I came up with some new ideas to kick around. Before we canvas a street, I will send every home a personalized letter telling them that we will be knocking on their door to drop off our gift packets. I will include, in the letter, a picture of our salesman actually knocking on a door, a picture of our company's identification card, and perhaps an explanation that we will be dropping of toilet tank test tablets, and tell the customer we will show them how to use the dye test tablets. I may send a letter one week in advance and even drop off another notice, on their door, the day before we canvas.

All I need is the employees with the marbles to actually do the canvassing. I'm afraid of rejection. When the first customer slams their door, on me, my day will be over.

PC,

You have some really good ideas to soften the front door. Additionally, you have a product that everyone needs. I'd love to have an absolute necessity like plumbing/heating and have the attitude you display. You are 90% of the way there.

I had to laugh when I read your comment about being afraid of rejection. My second boss in canvassing gave me my first commission check of $107. (we got 10% just for canvassing the lead back then). He said take it to the bank, get a $100 bill. Fold it up, put it in your front pocket. The next time someone slams a door in your face, reach in your pocket and rub the hundred. then decide who's the dumba55.

I'm not saying I've canvassed regularly in the last 20 years. But I can only remember 1 slammed door, and being ushered out of one house. The latter is really funny looking back, but scary as heck when it happened.

To update my $100. bill training, with inflation you better get a gold Krugerand to put in your pocket. It does have an impact.

RidgeWalker · 01-24-2009, 12:07 AM

PC,

If you do all that why not just send along in a third mailing a contract! By that time they'll be ready to sign it! lol j/k I think your idea is perfect, if you don't want to knock doors hire an experienced front man. Explain to him all the prep work you did and tell him to go explain that the boss or rep is in the neighborhood and right now.

Mr. Mike · 01-24-2009, 02:08 AM

Quote:

The first thing I think when someone knocks on my door is someone is going to waste my time with a sales pitch for something I am not actively seeking.

Painting is great because no matter how many times they have painted before they will need to paint again. The same can't be said for a lot of things you would knock doors for but for me painting and remodeling between them I cant be offering something they cant use.

Quote:

What is the first thing on the mind of the customer when s/he sees you at the door?

What is he selling, or something is wrong lets see.

Winchester · 01-24-2009, 04:00 AM

Quote:

Originally Posted by Bill Z

Is he going to hear your offer of something free?

I don't know. Depends on how much he values his time.

I don't have a lot of free time, so I value my time a lot. If someone wants to take any of it from me, they better make it worth my while or I'm going to be incredibly irritated.

Some people have a lot of free time when they get home from work, so it might be different for those people. For me, I'm never "home from work"

pcplumber · 02-05-2009, 01:04 AM

I am excited about knocking on doors. I hired two terrific sales people and we haven been working on our battle plan since Monday.

Tomorrow, we will begin our new campaign. We are going to drop of the letter enclosed at 500 homes. The letter will be placed in a plastic bag. The customer will fill out the form and put the bag on their door. We will pick up the bags and make our appointment. This is much better than knocking cold.

Most of this door knocking idea comes from this forum. I would probably never do this and there is one article in the Contractor Talk Magazine that discusses a contractor who offers 30 minutes of free service. Thank you for all the great posts and articles. This is a great place for getting opinions some thinking power.

Logic · 02-05-2009, 01:23 AM

Quote:

Originally Posted by Publisher1

Someone just showed up at our door. One look, a glare of anger, and "slam", door closed.

I don't mean to be disrespectful, but our home is our space, and solicitors are not welcome, and I don't feel I should have to post a sign to say that.

Ditto for telemarketers.

Business to business (during business hours), I don't have a problem -- my receptionist can be courteous and fend off the intrusion.

My home is my castle. Weekend family time is for the family. If I want to read an ad, I will. If an "ad" knocks at my door or phones me, I will slam the door shut, or tell the person who calls to take a hike. (Fortunately, I won't even give them a chance to identify themselves, or their brand would be totally mud to me.)

I am not the only one with this attitude. Why does the government introduce "do not call" legislation; and why do many communities try local anti-solicting ordinances (I know soliciting is a constitutional right in the US, so is slamming the door on solicitors!)

For anyone who thinks this form of marketing is okay in normal circumstances, look carefully at these attitudes. If you want to door-knock, find the exceptions that justify the call.

Yes, if you are working next door and wish to tell the homeowner that you will clean up the mess, the knock is okay. Yes, if you are showing up right after a storm and know there could be serious insurance-covered roof damage, that is okay (but best to let me know ahead of time you will be calling, and explain the reason.)

But please don't show up at my door after dark at dinner with some name tag and clipboard. I will slam the door on you. If you do this, you will have trouble finding good employee canvassers. You will end up with people with brain-dead minds or insensitive personalities making these door-knocks, and that will make things worse for your brand. Find another way.

I have telemarketed for years......and never once "high pressured" anyone....telemarkting works......

you ask why the government has legislated for a do not call list....yet you fail to mention the exemption to the law.....we're (the goverment) exempted!

There are ads in alot of places I wish there wer not, but I'm not looking to outlaw them!

pcplumber · 02-05-2009, 08:39 AM

Quote:

Originally Posted by Logic

I have telemarketed for years......and never once "high pressured" anyone....telemarkting works......

you ask why the government has legislated for a do not call list....yet you fail to mention the exemption to the law.....we're (the goverment) exempted!

There are ads in alot of places I wish there wer not, but I'm not looking to outlaw them!

I'm looking forward to another $million a year profit and helping to boost the economy. Six weeks ago, I hired a plumber and he is making an average of $2,000 per week. This past Tuesday, I hired another plumber. I only hired the two plumbers because I am optimistic about the door banging.This week I hired two full time professional salesmen and we are hiring a full time girl for the telemarketing. This girl will follow up on the leads for the flyers the ad posted in the previous link. You will be putting 5 people out of work.

The way we are going to bang on doors is going to be less intrusive. We are putting a brochure on the door and we are asking the person if they would like our free gift pack and we will install a toilet flapper for free. If these people would have to call a plumber they would have to pay no less than $95.. We are still going to knock on every door and all a person has to say is, "yes" or "no". I can't see a logical reason why a customer would get angry, with the exception of people who are angry at the whole world.

handyhands · 02-05-2009, 08:51 AM

All kidding aside, unlike most in these uncertain times, PC-sounds like you're doing something right by the volume you're expanding. We canvassed very minimally,...I think for 2 days, and just a few neighborhoods but landed a quick $14,500.00 job by just taking those few extra hours to knock a few doors.

One thing I hate is knocking a door,...and hearing people inside whispering...either that, or approaching a house only to have people running by the picture window to find a hiding place....lol---(same thing i do with the mormons.)

Needless to say, I like your approach, but either way--I'm gernerally not a negative person, but there are those that definitly don't like being bothered once they've slaved all day and are now at rest with the families in their "shrine".

just my 2 cents.

**Ed the Roofer** · 02-05-2009, 11:31 AM

Quote:

Originally Posted by pcplumber

I am excited about knocking on doors. I hired two terrific sales people and we haven been working on our battle plan since Monday.

Tomorrow, we will begin our new campaign. We are going to drop of the letter enclosed at 500 homes. The letter will be placed in a plastic bag. The customer will fill out the form and put the bag on their door. We will pick up the bags and make our appointment. This is much better than knocking cold.

Most of this door knocking idea comes from this forum. I would probably never do this and there is one article in the Contractor Talk Magazine that discusses a contractor who offers 30 minutes of free service. Thank you for all the great posts and articles. This is a great place for getting opinions some thinking power.

Thats a beautiful package. I couldn't see anything intrusive about that method at all.

Good Karma.

Ed

Flatrooferstl · 02-05-2009, 09:46 PM

I Think knocking on doors can be a excellent method of getting work lined up, as long as you are corteous to the home owner. I used to get a lot of work knocking on doors when i was a kid, i wonder how id do now

scourt11 · 02-05-2009, 10:31 PM

u guys gave me some good info

pcplumber · 02-06-2009, 09:10 PM

Sorry, have to change this post. The last ad did work. First, we delivered the first 500 ads during pouring rain on Thursday after 3 pm. Then, we checked the bags on Friday at exactly noon and it was still raining. Today, on Saturday, we actually got two telephone calls asking if we would still deliver the package. I consider two calls out of 500 ads very successful. I will try again next week and be more patient.

I will use both the previous ad and the ad in this link to see which ad works better. This ad says we are giving a free toilet test kit and if the toilet is leaking we will give the customer a free toilet flapper and installation. This opens the door to do the actual test, repair the toilet, and open up conversation with the customer. I will let you know how this works after a few days.

SeamlessGutters · 05-20-2009, 10:28 PM

Were can I find out if there are no solicitation laws or regulations for a certain area?

Thanks!

I am looking to do it in Minneapolis.

handyhands · 05-22-2009, 07:15 AM

Either contact the local police department, or the BBB in your area.

Couple places we canvassed didn't need a permit to canvass...Others did--figured the $50.00 spent to get a "hawkers license" was well worth the investment.

M.C.Homes · 05-23-2009, 04:15 PM

Hey everyone!

This is a thread i enjoyed looking through, because I hire people to do this for our business, and I often canvas myself.

The first thing I'd say is, BE POSITIVE! I know alot of people dislike door to door stuff, and i cant say its my FAVORITE thing to do, but...

I work as a sales rep for the remodel side of the custom home business im with. im not required to do door to door but I actually really enjoy door to door because it gives me the opportunity to meet people, hike around, and get some fresh air. I only occasionally feel like im an annoyance. so, heres what me and my guys have found is helpful.

1. ALWAYS have SOMETHING to GIVE them!!!!!!!! I carry flyers, and the first thing i say when they open the door is, "Hi, I'm Kramer from Murphy's Custom Homes! I just wanted to give you this, we're running a special on our home improvements this week, and im just out letting everyone know! (as i say this, im placing the flyer in their hands) As you can see, we do a wide variety of home improvements, do you have anything on your wish list you've been thinking about? (if they say NO i tell them about our referrals reward program and tell them to give the flyer to a friend) Oh! You've been thinking about remodeling your kitchen? Cool! Kitchens are one of my favorite projects. (here i open my planner) Is there a time this week i could meet with you and we can chat about this and i can get you a free estimate? Ok, well, Mr. Smith, I will see you at five on Saturday! Thank you so much!" of course, thats a pretty easy person, but i set appointments like this almost every time im out. GIVE THEM SOMETHING! It immediately makes them receptive. DONT try to take off on a long speil of what you do and the services you offer without first CATCHING their interest and making them feel that they SHOULD listen to you!

The other thing is, dress nice, but dont look like a salesman per se! My guys and I often go out in untucked button up shirts, nice faded jeans, and stylish shoes, and we have found people are just as willing to listen, perhaps more so, because we neither look nor act like we're trying to sign them up or pressure them into something! It's kinda cool, it's like it just makes us easier to relate to.

anyway, got to go, but those are some thoughts....

Mr. Mike · 05-23-2009, 05:14 PM

Mc, great stuff and yes nobody will be happy to open a door to a unhappy solicitor.

pcplumber · 05-23-2009, 05:53 PM

Quote:

Originally Posted by M.C.Homes

Hey everyone!

This is a thread i enjoyed looking through, because I hire people to do this for our business, and I often canvas myself.

The first thing I'd say is, BE POSITIVE! I know alot of people dislike door to door stuff, and i cant say its my FAVORITE thing to do, but...

I work as a sales rep for the remodel side of the custom home business im with. im not required to do door to door but I actually really enjoy door to door because it gives me the opportunity to meet people, hike around, and get some fresh air. I only occasionally feel like im an annoyance. so, heres what me and my guys have found is helpful.

1. ALWAYS have SOMETHING to GIVE them!!!!!!!! I carry flyers, and the first thing i say when they open the door is, "Hi, I'm Kramer from Murphy's Custom Homes! I just wanted to give you this, we're running a special on our home improvements this week, and im just out letting everyone know! (as i say this, im placing the flyer in their hands) As you can see, we do a wide variety of home improvements, do you have anything on your wish list you've been thinking about? (if they say NO i tell them about our referrals reward program and tell them to give the flyer to a friend) Oh! You've been thinking about remodeling your kitchen? Cool! Kitchens are one of my favorite projects. (here i open my planner) Is there a time this week i could meet with you and we can chat about this and i can get you a free estimate? Ok, well, Mr. Smith, I will see you at five on Saturday! Thank you so much!" of course, thats a pretty easy person, but i set appointments like this almost every time im out. GIVE THEM SOMETHING! It immediately makes them receptive. DONT try to take off on a long speil of what you do and the services you offer without first CATCHING their interest and making them feel that they SHOULD listen to you!

The other thing is, dress nice, but dont look like a salesman per se! My guys and I often go out in untucked button up shirts, nice faded jeans, and stylish shoes, and we have found people are just as willing to listen, perhaps more so, because we neither look nor act like we're trying to sign them up or pressure them into something! It's kinda cool, it's like it just makes us easier to relate to.

anyway, got to go, but those are some thoughts....

Your approach seems practical and I not arguing because I know absolutely nothing about how how the conversation should go, but when you introduce yourself and the second sentence is a question, I am afraid the customer is not prepared for the question and I will not get a correct answer.

Is there a better way to introduce yourself and ask if they have a wish list. Perhaps, introduce yourself, give them a wish list questionaire, and tell them to put the questionaire in a bag on their door to be picked up the following day. I would really like to work up a sales presentation that I am comfortable with.

How many leads do you get per day and how many closes?

M.C.Homes · 05-23-2009, 10:21 PM

PC,
I don't do a lot of this since I hire guys, but I regularly get a couple leads an hour. One of my guys did six leads in two and a half hours last week, and in a good neighbourhood, two per hour is pretty normal. So, just some thoughts, it works for me.