Positive Canvassing Talk Only

 
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Old 12-15-2009, 10:24 AM   #21
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Re: Positive Canvassing Talk Only


LOL. That's funny. I probably would ask the same thing. They are paid at minimum wage. They do have a bonus structure, a incentative to earn more.
The range in age from 19 to 44. The job market is very tough here. They are just luck to have a job today.

I have had many pay structures where a canvasser can earn 2 anywhere from $250wk up to $1500wk. This really depends on where the job market is and how much they produce. If you can keep a lead cost around $100.00 each, it makes sense.

The average canvasser can put out between 3-5 demos per week. Sometimes they may only have 1-2.


They may work from 8:30am till 5:00pm, but they do not actually work the whole time. I do not like for them to canvass more than 6 hours per day. That keeps them from getting burned out.



Today a steady paycheck means a lot to some people. No matter how much it is. I do not believe in taking advantage of anyone, if they produce good appointments then they should make more. A steady pay keeps them coming back everyday.

And yes they have teeth. I am a firm believer in appearance. They wear company issued sweatshirts/coats.
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Old 12-15-2009, 04:16 PM   #22
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Re: Positive Canvassing Talk Only


we pay more in chicago 9/hr plus a bonus for demos. we don't pay on sales or volumes because the salesreps will start hounding you for the good canvassers and in turn the canvassers want their leads given to the better reps, gets to be a cluster ____
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Old 12-15-2009, 11:35 PM   #23
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Re: Positive Canvassing Talk Only


We started canvassing this past April and we will never stop.

I went through about 10 canvassers, still have my first canvasser, currently have three canvassers, and I think the most recent canvasser I hired has the greatest potential. So, be patient and keep hiring until you find the canvasser who shines.

Our plumbing sales from other advertisng is down about 13% this year, but the canvassing accounts for 16% of our sales, and our annual sales for 2009 will break our all-time record by about 3%, and sales for 2008 broke our all-time record the previous year.

For my company, the only way my canvassers can be effective is by teaching them to close the sales. Each canvasser gets no less than 2 leads every day and on many days each canvasser gets up to 5 leads. When the canvasser gets a lead and sets an appointment it is very difficult to close a sale because leads cancel and steam is lost. When the canvasser gets into a home and gives a presentation the percentage of closes is very high.

I hired a canvasser two weeks ago and he knew absolutely nothing about our business, so I took him in the field for 8 days and we spent until midnight at the office every day. Tomorrow is his 11th day and he will go in his own truck tomorrow with an experienced plumber's helper and he will knock on doors, give the presentation, and close the sale.

If you don't like canvassing hire someone who does. It is great to come to the office at the end of the day and see several signed contracts on your desk.
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Old 12-16-2009, 06:09 PM   #24
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Re: Positive Canvassing Talk Only


it is effective and you have the right method train, train and keep training
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Old 12-16-2009, 06:14 PM   #25
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Re: Positive Canvassing Talk Only


when canvasing do you think its better to talk about one service, survey, or just introduce yourselfs as a remodeling contractor in general.. we specialize in interior and exterior work
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Old 12-16-2009, 08:47 PM   #26
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Re: Positive Canvassing Talk Only


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Originally Posted by liltrainerboy View Post
when canvasing do you think its better to talk about one service, survey, or just introduce yourselfs as a remodeling contractor in general.. we specialize in interior and exterior work
We are developing an approach where we never give the customer the chance to say, "no".

We reduce every hurdle and objection we can think of long before the customer has a chance to address them.

We don't believe in having an 'answer and question battle, and we don't ask questions beyond those that are absolutely necessery.

We keep the chat and small talk to a low level where we can be friendly and have trust.

The questions we ask are designed so the customer's response will always be positive and benefit us regardless of the answer.

We don't believe in the survey method because it is bogus from the start and we don't want to start off by telling lies because we are obviously trying to promote our services.

It is always better to offer more than one service.

Our system works like this and I purposely use bad grammar:

Canvasser: "Good morning, hello, I'm Ben from Acme Plumbing and I stopped by to deliver your 2010 calendar, coffee cup, and some ink pens, and here is a brochure with special offers that are only available through our door-to-door campaign. Our door-to-door offer includes a $15 special and it is absolutely critical for every homeowner to have their furnace inspected for safety every year for.................. and I suppose you already had your furnace checked this year?"

When the customer answers, "yes" and they tell us the gas company inspected their furnace we can continue with explaining that the gas company does only visual inspections and does not check the vent, heat exchanger, etc., and for only $15 the homeowner will get the best inspection their furnace every had, but since the gas company already inspected the furnace we will gladly check to see if the gas company did a thorough job.

When we feel we are losing ground and the customer tells us they paid someone to inspect the furnace we will offer, as a friend, to inspect the furnace for free just to see if the other company did a thorough inspection.

We never tell a homeowner we were walking down his block, noticed his paint or roof looked bad, and then asked if he wants to replace the roof or paint the house. Questions lead to lies, arguments, and the homeowner does not always know the answer.

We do something like this:

"Hello, I'm from Acme Plumbing and I stopped by to give you your free 2010 calendar and...........and to introduce my company. Every homeowner has some project planned for the future for painting the house, a new roof, a patio deck, new windows, and I would love to have your business, so what's in your future plans?"

When you get the customer to tell you their plans and you are a good closer many people move forward with the job immediately.

We are still developing our door pitch, but this is as accurate as I know how to write what we do. I think it is very critical to hand the homeowner some goodies when they open their door. Our canvassers get 2 to 5 leads per day and they close 2 to 3 large sales every week.
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Old 12-17-2009, 12:22 PM   #27
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Re: Positive Canvassing Talk Only


I know that there are many presentations that you can use at the door. I like just the basics: Who, Where, Why and What. I call these the 4 W's.

If you do not know a script word for word, just remember the following. Who are you. ( I usually hire people who know their own name) Where are you from(name of company) Why are you knocking on their door(noticed some work that needs to be done, or just passing out fliers) What is in it for them (free information, estimate,consultation,etc..)

You can come up with every rebuttal imaginable. I prefer to take a laid back approach and focus on finding the truly interested parties. If you haven't noticed already, not every appointment you book while canvassing actually makes it to a demo or presentation.

I have seen canvassers struggle to book 1 appointment in a couple of days and I have seen 1 canvasser book as many as 17 appointments in a day. At the end of the day it really matters on what gets issued, demo, and sold.

I do not believe in any high pressure tactics when canvassing. If you do not get them on the first approach, you will probablly be canvassing them again, so keep your company reputation in tact.

The survey method:
The advantages of using a survey method is good for training a new canvasser, it get's them comfortable talking to strangers. It is really a confidence builder as well. If you have the right questions on the survey, it can be used for qualifying the prospect too.
This does not have to be considered lying to customers. You are basically polling them, to find out more information. There is nothing wrong with that.

I am not actively using the survey method, but I plan on it for 2010. Key benefits: confidence builder, qualifying. This helps the canvasser engage in conversation and anyone who has been canvassing will tell you that that is a crucial part of getting the desired result.

I am not a believer in the canvasser trying to make a sale at the door. The only thing I want them doing is prospecting. When they find that person, we qualify and confirm. This can drop up to 50% of any appointment that a canvasser books. At the end of the week if they are getting in an average of 3-5 solid demo's, than I am happy. Even if they had to write 10 appointments to get there.
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Old 12-17-2009, 12:28 PM   #28
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Re: Positive Canvassing Talk Only


From a canvasser perspective, it is always better to talk about more than 1 product or service. Just as long as you do it 1 at a time. Should they not be interested in what you are telling them, maybe offer something different.

I have had to run canvassers in areas that were not very populated. They would knock the doors and pitch windows, if they were not interested they would move on to the next house.

I would then send someone else back to the neighborhood at a latter time. They would knock on the door and pitch windows. Homeowner would say no, then the canvasser would mention Bathroom remodel and get a appointment. The home owner would say that they did not know that we did that because the first canvasser would not mention other products.

Multiple products lines are just like bullets. I would fire them one at a time and save on ammo unless I needed it.
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Old 12-17-2009, 04:52 PM   #29
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Re: Positive Canvassing Talk Only


we adhere to the sales rule in canvassing that sometimes a few no's will turn into a yes, stick to 1 product that you specialize in and overcome objections, of course you do not need to be obnoxious and wait til the door slams. but many times there is a lead there with proper objection handling.
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Old 12-20-2009, 01:37 PM   #30
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Re: Positive Canvassing Talk Only


Quote:
Originally Posted by pcplumber View Post
This is our latest and most effective door-to-door ad we have been using. At first, we were offering free services to get inside the house and it took several months to realize it is too difficult to explain why we are offering free services. It is easier to get customers to accept our offer when we charge a little something. These ads get each canvasser 3 to 5 leads every day.

I had up to 3 canvassers working at one time and am down to only one. I am fairly difficult to work for since I have zero tolerance for personality quirks and a bad attitude.
You are saying that your guy will go follow the whole gas line from the meter to the furnace Check all joints (crawlspace &/or roof) go up to the roof to check the flue, pull off the burner manifold to visually inspect the orifices, and thoroughly inspect the heat exchanger all for $15.00?

How much time do your guys spend in the house doing all that?
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Old 12-20-2009, 03:08 PM   #31
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Re: Positive Canvassing Talk Only


Quote:
Originally Posted by flashheatingand View Post
You are saying that your guy will go follow the whole gas line from the meter to the furnace Check all joints (crawlspace &/or roof) go up to the roof to check the flue, pull off the burner manifold to visually inspect the orifices, and thoroughly inspect the heat exchanger all for $15.00?

How much time do your guys spend in the house doing all that?
When using a stop watch, with a technician and helper, it takes 20 minutes to remove the heat exchanger cover, inspect inside with a mirror and camera, fire up the burner to check the gases with test equipment, change the filter, check the gas pipes underneath the house, and get a ladder to inspect the vent pipe. This is a great opportunity to check the entire house to find something to sell. If we don't sell them a new furnace we sell heat ducts, a drain system, copper pipes, or something.

When we don't close a sale we tell the customer to forget about the $15.
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Last edited by pcplumber; 12-20-2009 at 03:12 PM.
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Old 12-22-2009, 03:04 PM   #32
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Re: Positive Canvassing Talk Only


I like the way you are taking your approach to canvassing pcplumber. Just make sure they are well trained.
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Old 04-24-2016, 05:00 AM   #33
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Re: Positive Canvassing Talk Only


I'm experienced in non-traditional marketing leads including events and canvassing. I've been in this field for years. I have trained and operated multiple canvassing teams and event teams. Cold weather and rain tends to lower the amount of contacts canvassers get each day. I expect an average of 1 lead per day per canvasser. There are commitments that canvassers must get from each lead... Amount of time for each appointment, all homeowners, etc. I've operated under many pay structures and I believe base pay plus commission is the best system. In order to recruit you need to have a decent base pay. The only bonus should be commission. The problem with paying the canvasser per lead is that the canvasser may not get solid commitments and set poor quality leads. If the canvasser has a vested interest in the sale (commission) then he is more likely to set higher quality leads. There will be a high turnover rate; but the good canvassers will stay with you if he is compensated fairly and if you don't micromanage him. In my opinion you should never pay out more than 15% cost of marketing. That percentage is the maximum annual average I would find acceptable. Canvassing leads generally require more effort during the sales appointment. There is a major learning curve for most new canvassers. If someone is unexperienced, don't expect much the first couple weeks. My average leads set per work day is 3. I have many rival companies that canvass my territory which makes lead generation more challenging. At every canvassing job I've had, canvassing was the primary lead source. Canvassing, when operated and structured properly can be a very lucrative for a residential construction business.
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Old 04-24-2016, 10:05 AM   #34
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Re: Positive Canvassing Talk Only


There is a bathroom lady in the mall who always approaches me. Its all I can do not to give her an ear full. Someone knocks on my door asking about my windows or roof, im drop kicking them off my front steps.
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Old 04-24-2016, 10:58 AM   #35
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Re: Positive Canvassing Talk Only


Quote:
Originally Posted by KS_Pro316 View Post
I'm experienced in non-traditional marketing leads including events and canvassing.

I've been in this field for years. I have trained and operated multiple canvassing teams and event teams. Cold weather and rain tends to lower the amount of contacts canvassers get each day.

I expect an average of 1 lead per day per canvasser. There are commitments that canvassers must get from each lead... Amount of time for each appointment, all homeowners, etc.

I've operated under many pay structures and I believe base pay plus commission is the best system. In order to recruit you need to have a decent base pay. The only bonus should be commission.

The problem with paying the canvasser per lead is that the canvasser may not get solid commitments and set poor quality leads. If the canvasser has a vested interest in the sale (commission) then he is more likely to set higher quality leads.

There will be a high turnover rate; but the good canvassers will stay with you if he is compensated fairly and if you don't micromanage him.

In my opinion you should never pay out more than 15% cost of marketing. That percentage is the maximum annual average I would find acceptable.

Canvassing leads generally require more effort during the sales appointment. There is a major learning curve for most new canvassers. If someone is unexperienced, don't expect much the first couple weeks.

My average leads set per work day is 3. I have many rival companies that canvass my territory which makes lead generation more challenging.

At every canvassing job I've had, canvassing was the primary lead source.
Canvassing, when operated and structured properly can be a very lucrative for a residential construction business.
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Old 05-02-2016, 07:58 AM   #36
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Re: Positive Canvassing Talk Only


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There is a bathroom lady in the mall who always approaches me. Its all I can do not to give her an ear full. Someone knocks on my door asking about my windows or roof, im drop kicking them off my front steps.
There is a marketing 'research' group in the mall very similar to your bathroom lady.

Nothing worse than a steak 'salesman' showing up to the door.
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Old 05-03-2016, 10:00 AM   #37
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Re: Positive Canvassing Talk Only


It works for companies that do exterior projects! I went with the OP years back and saw his canvassing team generate over 20 leads in 6 hours on a snowy weekday in February.

The local Andersen Renewal franchise generates most of their work through canvassing. I believe they might be the largest franchise with over 60 million in sales.
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Old 10-03-2017, 07:09 AM   #38
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Re: Positive Canvassing Talk Only


@pcplumber I just read your post, and though it's been some years, I hope things are still going well. Do you happen to have the intro ad you had used or are using that you can share again (can't find it here)? Along with any tips you can provide as to the process; i'd much appreciate it! I'm based in NJ, but I suspect your approach should work anywhere.

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Old 10-03-2017, 07:10 AM   #39
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Re: Positive Canvassing Talk Only


Question for the forum: how do you deal with local anti-canvassing/soliciting laws?
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Old 10-09-2017, 12:38 AM   #40
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Re: Positive Canvassing Talk Only


Quote:
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Thinking about canvassing? Not sure where to begin? I do not have any money to spend on advertising. Will this work for me?
Answer yes.

Recruiting... Internet, friends, referrals,

Pay structure... Pay on presentations. It's just a matter of how many present to your close ratio. If you can not close 2 out of 10. You are in the wrong field.

Small canvassing operations should have a minimum of 4 guys knocking doors.

Larger organizations should have 2 canvassers for each sales rep.
Contractors should be closing 6 out of 10 on the first meeting

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