10 Tips for Door-to-Door Salespeople

Making a living as a door-to-door salesperson is tough. A lot of people don’t really appreciate someone coming to their door trying to sell them something they didn’t specifically ask for. Many people consider them to be on a par with telemarketers. However, it is a legitimate way to make a living, and there are tricks to the trade that make it easier to move whatever product you’re selling. Following are a few tips for door-to-door salespeople.

Appearance Is Important

One of the most important aspects of being a door-to-door salesperson is to dress appropriately. You need to present a neat, professional appearance. Showing up at a potential customer’s door in shabby, ill-fitting clothes is a sure way to be refused admittance into the home. Instead, you should wear casual clothing that is attractive and clean. You should also be well groomed. Your hair should be trimmed, and you shouldn’t be wearing an excessive amount of jewelry or perfume.

Identify Yourself Promptly

As soon as someone comes to the door, you should let them know who you are and what you’re doing on their doorstep. The customer deserves to know that you present no danger to them, but that your intention is to try and sell them something.

Be Friendly

It is extremely important to let your potential customer feel at ease. Even before you are invited inside, you need to present yourself in a friendly manner. Talk softly and try to make the person who answers the door as comfortable as possible. Being friendly will allow them to assess you and determine that you don’t pose a threat.

Don’t Be Overbearing

Among the worst things you can do is to try and pressure someone into buying something they don’t really want. If you’re overbearing, you’ll turn the potential customer off. No one enjoys being forced into a purchase. Instead, you should be as friendly as possible.

Begin With Small Talk

Don’t start your sales pitch immediately. Start off with some small talk. Mention the weather, or ask them about their family--anything that will make the customer feel at ease. You don’t have to use the same subject every time. Instead, you should feel the customer out as you talk to them. The objective is to make them feel comfortable before you begin your sales pitch.

Present a Professional Demeanor

When you’re talking to a potential customer, you should present a professional demeanor. Although you are trying to make a connection with the person, you don’t want to become overly familiar. They are expecting a professional salesperson, and that’s what you need to give them. Be friendly, but not overly so.

Put Some Distance Between You and the Customer

After you knock on the door, or ring the doorbell, take a step or two back so when the homeowner comes to the door, they won’t feel pressured. You don’t want to scare them by standing too close. Giving them a few feet of space between the two of you will hopefully make them feel at ease.

Ask for Referrals

After talking to a potential customer, whether you make a sale or not, ask them to give you the names of a few people who they believe may be interested in what you’re trying to sell. Most people will try and help you out, as long as you’ve presented yourself in a professional manner and haven’t applied too much pressure.

Study Your Market

Whatever product you’re trying to sell, it will only be appealing to a certain type of person. It won’t do you any good to try and sell upscale products in a low income neighborhood. Instead, you should concentrate your efforts in a marketplace where you have a legitimate chance of making a sale. Pay attention to the type of neighborhood you’re entering, and try to determine whether or not the people who live there have the financial means, or the potential need, to purchase the item you’re selling.

Take Notes

When you’re doing door-to-door sales, you need to keep track of areas that you’ve already covered in order to ensure you’re not wasting your time by going to the same place over and over again. You should take notes to keep track of your calls, and whether or not a sale was made. The more detailed your notes are, the better chance you’ll have of nailing down a market for your product.

Guest post from Adrian Wade. Adrian writes for InsuranceCompanies.org.