Door Knocking 101 - Page 7 - Contractor Talk - Professional Construction and Remodeling Forum

wpc07834 · 07-22-2009, 09:28 PM

Door Knocking is just one way of many to get leads. It really depends on your type of business and the products you offer. I absolutely agree with marketing to previous customers and continue building relationships.

I have spent the last 20 years in the Replacement window/ Siding industry, I really consider this a marketing business , without fresh leads coming in the door everyday we would be in trouble

vinylguy · 07-30-2009, 12:28 PM

hey guy its me vinylguy i'm back from the dead! sorry i just had gotten really busy and kinda forgot to check in with you guys. anyways about canvassing.
say what you will, but last march 08 is when i believe i had wpc up here in rural pa. to show me the ropes on canvassing. at that time i was doing all right for myself but always struggling to keep leads on the table for my 1 salesperson. since the canvassing started full speed i am now a 2 million dollar company and just taking over the area we service my lead cost are way down but with this is the stress of learning to run a bigger company we now have 3 sales people working and i do not have to worry about leads being here for them. so you all can think what you want about canvassing but but if you reread all the post here you will find the ones doing it are making money the one who don't like it are i believe just havn't tried it cause somewhere they were taught it was wrong.

jtpro · 07-30-2009, 01:35 PM

Okay I must admit I DIDN'T read ALL the posts so if I'm repeting SORRY!

As all the different posters and their "ideas" work/don't work etc. show CONSUMERS ARE ALL DIFFERENT! and not ONLY are we in the "target idustry" we are CONSUMERS in said industry.

PERSONNALY I would pretty much NEVER by from a door to door.

Now my opinion is based on several aspects and in NO WAY meant to offend the LEGITAMENT "go getters"

1) As others pointed out It's "MY SPACE" LEAVE ME THE F

K ALONE!

2) Are you here for a legitament reason?

(with the crime and break ins ALL over Jax for all I know you printed up some fake flyers made up a fake uniform and are casing the neighborhoods learning our schedules the lay out of our home if we have dogs guns security systems etc.)

SOMETIMES a question is just that "When can I schedule with you?'
other times it means "Tell me when you will be gone sooo......"

3) If I want something I will do the research ask around and FIND YOU!!

YOU coming to ME could be you trying to profit off of a POS you're trying to pawn off on me.

I don't know you therefore your "research" "test studies prove" means Jack SQUAT!!

Case in point: Local lady, $15,000 in soffit and siding, soffit hanging and falling siding warped,on the news, contracters MIA!!! COULD HAVE BEEN ME if....

4) MOST ALL home improvements I CAN, HAVE or know someone.THIS INCLUDES lawn maintenance,bug spraying etc I know who to call for HVAC and roofing.

AGAIN my take is from a professional standpoint but I am ALSO a consumer.

I ALSO want to STRESS for you guys who are legit and HONEST I'm NOT trying to offend you.

I DO beleive that some people just don't have the time OR knowledge to seek you out THOSE will be your target sells and NO MATTER WHAT you will be WAISTING time with someone like me.

I have NEVER met a salesman who could "sell me" ANYTHING I didn't want. Coupons,refferals, bonuses free upgrades NOTHING is "to good to pass on"

I see "LOWEST PRICE EVER OFFERED" next week "Due to circumstances we are slashing our already low prices"!

BEST PRODUCT EVER next week NEW AND IMPROVED

pcplumber · 07-31-2009, 01:18 AM

Quote:

Originally Posted by vinylguy

hey guy its me vinylguy i'm back from the dead! sorry i just had gotten really busy and kinda forgot to check in with you guys. anyways about canvassing.
say what you will, but last march 08 is when i believe i had wpc up here in rural pa. to show me the ropes on canvassing. at that time i was doing all right for myself but always struggling to keep leads on the table for my 1 salesperson. since the canvassing started full speed i am now a 2 million dollar company and just taking over the area we service my lead cost are way down but with this is the stress of learning to run a bigger company we now have 3 sales people working and i do not have to worry about leads being here for them. so you all can think what you want about canvassing but but if you reread all the post here you will find the ones doing it are making money the one who don't like it are i believe just havn't tried it cause somewhere they were taught it was wrong.

'
Well said and accurate! I like the part about running a larger business.

I have a fairly long story to tell about what happened in the last two weeks and it is unbelievable, but I don't have time to explain today.

PGD · 07-31-2009, 02:02 AM

A roofer buddy of mine drives around town looking for damaged roofs, he says that there easy to spot while driving, often he stops by and rings the door bell and speaks to some one. I asked what does he do if the people are tenants and he says if that's the case it's an easier sell! he gets the home owners number and tells the homeowner that he would give him/her a great deal, and for some reason people with rental properties are the bulk of his business.

I wish it were that easy for a door guy! I rarely see a banged up garage door just barely hangin on to it's track ...

could I fix your door ma'm? ... no, just doesn't sound right...

PGD · 07-31-2009, 02:03 AM

I guess it could work for painters too though!

wpc07834 · 07-31-2009, 01:20 PM

My experience is that knocking doors is just a numbers game. Sure you will have people that will never buy from someone that knocks on doors, you will run into people that are just complete a..., some that cannot afford, and their are a lot of folks that want the work done.

Canvassing works for the following products: Solar, Painting, Gutter Protection, Replacement Windows, Vinyl Siding, Roofing, Doors, Decks, HVAC, Kitchens, Bath remodels, Basement water proofing, Basement Finishing, Interior work, Decks, Landscaping, Driveway, Patio Rooms, just to name a few.

The only idea I use canvassing for is to generate a lead. This is definitely not the only way but a very strong one.

If you are only looking to generate a few leads I would just concentrate around job sites where you have completed work.

The guys you hire to do the canvassing should be clean cut, dress professional and be able to pass a criminal background check. I would recommend that you do a criminal background check on anyone that you have working for you that comes in contact with customers.

The one thing about canvassing for sure, it can bring it in under a 10-12% lead cost if run it effectively.

I would go against any other lead source a home improvement company uses to generate leads with a canvass department always becoming the number one lead source.

No other lead source could generate more appointments for the sales department.

I think its great how our plumber friend is using canvassing. do think he is paying a little too much though.

pcplumber · 08-01-2009, 12:06 AM

Quote:

Originally Posted by wpc07834

My experience is that knocking doors is just a numbers game. Sure you will have people that will never buy from someone that knocks on doors, you will run into people that are just complete a..., some that cannot afford, and their are a lot of folks that want the work done.

Canvassing works for the following products: Solar, Painting, Gutter Protection, Replacement Windows, Vinyl Siding, Roofing, Doors, Decks, HVAC, Kitchens, Bath remodels, Basement water proofing, Basement Finishing, Interior work, Decks, Landscaping, Driveway, Patio Rooms, just to name a few.

The only idea I use canvassing for is to generate a lead. This is definitely not the only way but a very strong one.

If you are only looking to generate a few leads I would just concentrate around job sites where you have completed work.

The guys you hire to do the canvassing should be clean cut, dress professional and be able to pass a criminal background check. I would recommend that you do a criminal background check on anyone that you have working for you that comes in contact with customers.

The one thing about canvassing for sure, it can bring it in under a 10-12% lead cost if run it effectively.

I would go against any other lead source a home improvement company uses to generate leads with a canvass department always becoming the number one lead source.

No other lead source could generate more appointments for the sales department.

I think its great how our plumber friend is using canvassing. do think he is paying a little too much though.

You are absolutely right. I am finding that I am paying too much and am having some serious issues with my sales people discounting my jobs and giving credit. My checking account has been going backwards for the past few weeks.

Now, I have 3 canvassers and they are closing sales for no less than $50,000 to $100,000 per week. The problem we are having is my canvassers have been giving too much financing and have been discounting my book prices too much. I may not recover my costs to do most of the jobs for up to 3 years. I just spent two hours making changes to my written company policies and I am shortening their leash. This is going to decrease their sales immensely, but I think we will perfect closing our sales and learn to get larger dowpayments upon completion. "Live and Learn!"

My best advice to anyone who wants more business is; if you don't want to do canvassing hire someone who likes to do it. You will be helping someone who needs work and helping the economy. I put an ad in Craigs List for $25, hired a canvasser the following day, and he sold a $6400 job within the first few hours.

I won't knock on doors myself. You know how we always tell our employees we can do everything they do. Canvassing is the only thing I can think of that does not fit that statement.

Hire someone to canvass for you! Pay minum wage plus a commission and give them a reasonable amount of time.

Roofman20033 · 08-01-2009, 08:50 PM

My canvassers are paid per lead with no hourly. I find that they stay more motivated and work harder to secure a lead, if they know there is money riding on it. I also give them a bonus on the backend if i sell the job. For me paying per lead is the only way to go. I get much more leads from my canvassers that way. And knowing its a numbers game, its works out very well!

SeamlessGutters · 08-02-2009, 08:29 AM

My opinion, most of the people here that hate door knocking either can't handle it, or haven't reap the benefits of it yet.

Sometimes you have to get in peoples way to sell them something.

I was in a really nice neighborhood 5 million + per home flyering for copper gutters. I had already done a job on the street so I went around and talked to the close neibors. I walk up to this guy in his garage and he greets me with, "WHAT ARE YOU SELLING"

I awnwer, COPPER GUTTERS.

He says, "REALLY?">>>

Gave him a bid, havent closed yet.

I only door knock on houses that don't have gutters. They need them. I have them. I wan't to give them a bid to do the work for them.

WHAT THE HECK IS WRONG WITH THAT?

Where do you draw the line.

Whats next we can only bid at 30% profit margin?

I am going to start door knocking 5-10 hours a week. I think its going to be huge.

Mabe hire a canvasser as well.

vinylguy · 08-03-2009, 07:50 AM

all sounds great with what your doing but i would have to make a suggestion for you to actually get the work and that is to learn to close the sale!
in todays market just simply giving a bid won't cut it. just like the guy that wanted the bid on the copper gutters, he asked for the bid . did you ask for the job. all you did was arm him with a price to shop around with.
asking for the bussiness is not being pushy it is just good sense!
most sales don't happen cause people just simply don't ask for the sale try it a couple times and see if this helps then you might see you can afford to up your prices and still get the work.
sounds like you are doing a great job out there so keep up the good work and keep us informed on how it works out!

wpc07834 · 08-04-2009, 01:02 AM

pcplumber I got to tell you that I am really a big fan of knocking on doors myself. I do it simply because I know the results of what happens when you do canvas for leads.
Sometimes I go out with my guys and knock doors myself. I think it a little added pressure, but it can be fun if you make it. It will gain more respect from those you manage. Even if it is for just a half hour.

VinylGuy I just brook a record for how many days it takes to get a canvas program up and running. 1st day of walking into a new company 4 new reps and 8 appointments in just 2 hours canvassing. I will have these guys up to 100 issues each week in 30 days. That's the plan anyhow.

vinylguy · 08-04-2009, 06:19 PM

shhhhhh!
Don't tell publisher 1 how your doing! try and remember its not supposed to work for ya!
But just from me to you, Good Job?
as always you the man!
now lets see what was i doing oh yeah! i was writing up the paper work on the 3 new sales i closed today from my canvass guys
HA! HA!
now shhhhh!

SeamlessGutters · 08-04-2009, 10:21 PM

Vinyl Guy -

I always ask for the sale. And if that doesnt work I leave the job with a hand shake, and " I would like to do this job, and I if you have me do it, it will get done right."

Then I usually follow up with calls, stop ins and emails till they either have me do it or tell me no.

Young and Learning! I think sometimes they just think, lets just let this little **** do the job already so he leaves us alone.

vinylguy · 08-05-2009, 10:13 AM

sounds great but as i said before learn to close the deal.
asking for the job is great. but what do you do before ya ask for it
company demo ?

product demo?

needs analysis ( maybe )
and when i say demo i mean do you show them your past job pictures?
a list of thier nieghbors to call?
a piece of your gutter ? and a piece of the compitions gutters?
tell them how great of care you will take of thier flowers and bushes they have worked so hard on all spring and summer?
i think you get the picture you should have all this stuff with you in your car or truck and create your own system that works for you then follow it every time. if you cant create one get one from some one on here .

try it what ya got to lose?

wpc07834 · 08-05-2009, 11:32 PM

1st day 8 appts, 2nd 4 appts, 3rd 9 appts off to a good start. Everything starts with the appts. Run the leads make sales

SeamlessGutters · 08-06-2009, 10:32 PM

Saterday - Sunday -

HARDCORE DOOR KNOCKING PLANNED.

Will post results.

Today - Had two guys installing and decided I was going to work the neiborhoods while they were doing there thing. It really didnt go well but than at about 2pm I land about 200 ft. of gutter that I had the materials for - White - And made about $600.00 on it. Extra cost of extra employee to install for day was about $225 with all the taxes and insurance so It benfited me by $375- Plus I never put a tool belt on and they all made more money as well!

Makes me wonder if I should just do that everyday! I need to sell about 80-125 ft a day just to break even.

wpc07834 · 08-06-2009, 10:48 PM

4th day 7 guys knocking 18 appts..........Pretty good for a start up week. 39 appts set up this week total. I think the sales department has got work to do now. Never complain about leads, just get motivated and go get them they are out there.

nlgutters · 08-10-2009, 04:36 PM

I played golf with a guy yesterday and we started talking about what we do for a living.

Oddly enough he sells home heating oil in Massachusetts. And he generates all his leads from canvassing homes.

He told me for every 50 doors he knocks on he will sell 5 people. He gets paid around $175 for every customer he brings over to his company. And bonuses if he sell them maintenance packages. His best day he got 15 new customers. Which worked out to about $2,900!!!!!!! Not bad for knocking on some doors.

He said the number 1 sales guy brings home about 175k a year.

He said they will direct mail an area twice and then go knock on some doors.

He also said the top guy will pay high school kids every once in awhile to deliver fliers first then direct mail.

I had never really meet anyone who did this for a living. But I'm sold now. He says it's a lost art and most salesman think its "Below them".

Framer53 · 08-10-2009, 05:47 PM

Quote:

Originally Posted by wpc07834

4th day 7 guys knocking 18 appts..........Pretty good for a start up week. 39 appts set up this week total. I think the sales department has got work to do now. Never complain about leads, just get motivated and go get them they are out there.

Success breeds success!!!!