A door-to-door (D2D) sales technique involves selling products at customers’ residences or workplaces. A $36 billion industry, you probably recognize door-to-door sales as the cornerstone of US business.
During the 1950s and ’60s, you could expect someone to show up at your door to sell you things such as appliances, beauty products, stationary, and vacuums.
Today, companies are still selling products and services door to door, despite the rapid rise in ecommerce growth. D2D sellers can make good money with the right training and skills. This guide walks you through what makes a good door-to-door salesperson and offers tips for earning more sales.
What is door-to-door sales?
In door-to-door sales, products or services are sold directly to customers at their homes. Sales through this method are more likely to result in conversions because they allow for more personal interaction.
The US Bureau of Labor Statistics found that the states with the most door-to-door sales workers are:
- North Carolina
Door-to-door selling is a great way to reach potential customers who cannot be reached through other marketing channels. It can be used for various products and services, like telecommunications, home improvement, construction, and roofing.
The advantages of door-to-door sales
You can make good money
Selling door-to-door can be a great way to earn money. You’re not limited by the number of people who enter your store or office. You can also work flexible hours, which is ideal if you have other commitments.
Door-to-door reps talk to 40% to 50% of prospects in an area on a single pass. That generates 16 to 20 contacts for every 40 attempts. About 2% of all door-to-door knocks will generate a sale.
Selling door to door also helps you:
- Build relationships with your customers. This is important because it can lead to repeat business. It’s also easier to upsell and cross-sell when you have a good relationship with your customers.
- Learn about different products and services. This knowledge can be helpful in your career, even if you eventually move into another sales role.
Studies show 2% of all door-to-door knocks will generate a sale.
Less crowded marketing channel
Door-to-door sales may be seen as old-fashioned by some, but it is still a viable marketing channel, especially when compared to more crowded channels. By selling door to door, you can avoid competition and easily get your product or service in front of potential customers.
Door-to-door sales enable retail home appliance companies to find an excellent sales and marketing avenue in an overly digitally penetrated market. D2D boosts our store’s consumer outreach to inform them about our exclusive offers and help influence their purchase decision-making process.
You can learn about people and cultures
Successful door-to-door reps canvass a neighborhood three times and talk with 90% of the residents. That’s a lot of people you’ll meet when you’re in the field.
You’ll have the opportunity to meet people from all walks of life and learn about their cultures and customs. This can be a great way to broaden your horizons and learn more about the world.
In addition, by selling door to door, you will also get to know your customers personally. This can be beneficial when it comes to building relationships and repeat business.
Customers are more likely to purchase from someone they know and trust, so it’s important to take the time to get to know them. You may even find that some of your customers become friends over time.
Add personal touches to pitches
Door-to-door sales allow you to tailor your pitch to each individual customer and sell them on your product or service. In addition, you can answer any questions and address any concerns they may have. Other marketing channels lack this type of personal interaction.
Knowing your customer's desires will help you better sell them on the benefits of your product or service. Door-to-door sales allow you to learn about people’s specific needs and connect personally.
“The door-to-door salesman has seen better days, but there’s a shift happening in the world that is opening the door for in-person sales to make a strong comeback,” says James Green, owner of Cardboard Cutouts.
“The world is so completely disconnected, while simultaneously being more connected than ever, ironically, that people are starving for personal connections at the same time that they're ‘connected’ to more people than ever online.”
“For those that see the opportunity, now is a great time to leverage your social skills and try your hand at door-to-door sales. Any good salesman will tell you that sales are less about the product and more about the person you’re selling to. Building strong personal connections is crucial for any type of sales, but you can capitalize the connection with in-person sales.
There’s a shift happening in the world that is opening the door for in-person sales to make a strong comeback
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The challenges of door-to-door sales
If you’re considering a career in sales, you’ve probably considered door-to-door sales. It can be a great way to earn money for your business, but it’s not for everyone.
Here are some of the challenges of door-to-door sales:
- You need to be very comfortable with rejection. If you’re not comfortable with hearing the word "no" over and over again, door-to-door sales is probably not for you.
- It can be lonely. If you’re the type who likes to be around people, you might find door-to-door sales to be lonely. You’ll spend a lot of time by yourself, walking from house to house.
- It’s a lot of walking. If you’re not a fan of walking, you might not enjoy door-to-door sales. You will walk a lot, especially if you’re covering a large territory.
- You need to be able to talk to strangers. If you’re not comfortable talking to strangers, you might find door-to-door sales to be difficult. You’ll need to be able to strike up conversations with people you’ve never met before.
- You need to be comfortable with awkward silences. There will be times when you’re talking to someone and the conversation lulls. If you’re not comfortable with awkward silences, you might find door-to-door sales to be challenging.
- You need to have a lot of energy. Door to door sales can be tiring. You’ll need to be able to maintain a high level of energy throughout the day.
- You need to be able to think on your feet. You’ll need to be able to think on your feet and come up with solutions to problems that come up.
What makes a good door-to-door salesperson?
If you want to be successful in door-to-door sales, you must have certain qualities. Let’s look at some of the top attributes of a successful D2D salesperson.
Knowledgeable about product
A good door-to-door salesperson knows their product inside and out. In addition to answering any questions a potential customer may have, they must clearly explain the product’s benefits.
In addition, door-to-door salespeople should be constantly updated on their product information. Maintaining awareness of new developments and explaining them to potential customers is part of this process.
Personable and can build rapport quickly
An effective door-to-door salesperson is personable and can build rapport quickly. They can start a conversation with potential customers easily and make them feel comfortable.
Besides being interested in what the customer says, a good salesperson will also build a rapport with them based on their common interests. When the customer trusts the salesperson, he or she will be more willing to listen to what the salesperson has to say.
A good listener is important for a door-to-door salesperson for a few reasons:
- The salesperson can understand the customer’s needs and requirements.
- It shows the customer that the salesperson is interested in them.
- Being a good listener builds trust between the salesperson and the customer.
Building trust with the customer is essential for making a sale. If the customer does not trust the salesperson, they are unlikely to buy anything from them. Therefore, it is important that door-to-door salespeople take the time to listen to their customers and show that they are interested in them.
A good door-to-door salesperson is persuasive. Even if potential customers weren’t originally interested in the product, they can persuade them otherwise.
Using their knowledge of the product, they can highlight its best features and explain how it will benefit the customer. In addition, they can assist customers in overcoming objections and answering questions.
Organized and can keep track of prospects
It is important for a door-to-door salesperson to be organized and able to keep track of prospects. By doing so, they can manage their time efficiently and follow up with potential customers promptly.
To be successful in sales, a salesperson will have a system for tracking prospects, which he or she can easily access. Keeping track of potential customers will also make it easier for them to follow up.
Door-to-door salespeople should also be proactive and take initiative. They are always looking for new leads, and are not afraid to approach potential customers. Also, they are willing to make the extra effort to make sales, and follow up with customers even if they haven't been successful.
Eager to learn and improve
An excellent door-to-door salesperson is always willing to learn and improve. They are constantly looking for ways to upgrade their skills, and are always open to feedback. This allows them to keep up with the latest changes and developments in their product, and ensures that they provide potential customers with the best possible service.
A good door-to-door salesperson is always looking for ways to improve their sales techniques. They know that there is always room for improvement, and are willing to try new things to increase their success rate.
They understand that the sales process is constantly changing, and are adaptable to these changes. This allows them to stay one step ahead of the competition, and makes them more likely to succeed in making a sale.
Door-to-door sales tips
1. Dress appropriately for your market
“I believe that initial impressions may make or break a conversation with a potential client. It is crucial to create a balance in your dress to correspond with your industry and the product you are selling,” says Steven Elliot, franchise owner of Restoration 1.
“Do not wear a suit and tie simply because your boss requests it. The attire required is pants and a shirt. However, your attire should be sufficiently professional to combat any negative sentiments prospects might have about a stranger knocking on their door. You must dress for the weather and wear shoes that allow you to walk for miles.”
2. Follow a sales script
When you’re selling door to door, it's important to have a script that you can follow. This will help you stay on track and make sure that you cover all of the important points.
There are a few things that you should keep in mind when you’re writing your script.
- First, you must introduce yourself and let the customer know what you’re selling. You should be clear and concise and ensure they understand your offer.
- Next, you need to find out if the customer is interested in what you’re selling. If they are, you can move on to the next sale step. If they’re not interested, you need to try to engage them and see if there’s anything that interests them.
- Once you’ve determined that the customer is interested, you need to give them more information about the product or service. You should be able to answer any questions that they have, and give them a clear idea of what it is that they’re buying.
- Finally, you need to close the sale. This is where you’ll ask for their business and try to get them to commit to buying what you’re selling.
If you can do all of these things, then you’ll be well on your way to making sales door to door.
3. Invest time in prospecting
Before you can start going door to door, you must locate people who might become your clients.
Kim Abrams, a roofing expert with over 10 years of experience as the CEO of Abrams Roofing, says, “Take a look at the locations of your existing consumers. It would be a good place to start by finding out whether there are any new residents or offices in those locations.”
She recommends, “Instead of merely walking in without a plan or destination in mind, make a list of the doors you intend to visit.”
4. Develop a thick skin
Sales is a tough gig. You’ve got to be able to handle rejection, because it’s going to happen. If you’re not prepared for it, you’ll have a hard time making it through your first few sales calls.
Understanding rejection isn’t personal is the best way to develop a thick skin. It doesn’t mean that you’re a bad person or that you’re not good at sales. It just means that the person you’re talking to isn’t interested in what you’re selling.
You can do a few things to help make rejection easier to deal with.
- Try to take it in stride. Don’t get too upset or discouraged when someone says no.
- Don’t take it personally.
- Remember that every no brings you closer to a yes. The more people you talk to, the more likely you are to find someone interested in what you’re selling.
5. Keep a positive attitude
It is important to keep a positive attitude when selling door to door. This can be difficult, especially when faced with rejection, but it is important to remember that every no brings you closer to a yes.
You can do a few things to keep a positive attitude:
- Set realistic goals for yourself. If you set your sights too high, you will likely become disappointed and discouraged. Set small goals that you can realistically achieve, and celebrate each accomplishment along the way.
- Find a role model or mentor. Choose someone successful in door-to-door sales and learn from them. Emulate their behavior and see how they handle rejection and difficult situations.
- Stay motivated by focusing on your “why.” Why did you decide to become a salesperson? What are your goals? Remember why you started in the first place and keep going when you feel like giving up.
- Keep a positive outlook. This may seem like common sense, but it is important to focus on the positives, even when things are tough. Remember: Every no brings you one step closer to a yes.
6. Learn how to overcome objections
Salespeople are bound to face objections when selling door to door. It is important to be prepared with a response to overcome these objections and make the sale.
There are a few different ways that salespeople can overcome objections.
- Use the broken record technique. This involves repeating the same thing repeatedly until the prospect gives in.
- Ask questions. This allows you to understand the objection better and find a way to address it.
- Use reverse psychology by agreeing with the objection and showing how your product or service is the solution.
It is important to remember that overcoming objections is a skill that takes practice. The more you do it, the easier it will become. With time and practice, you can overcome any objection that comes your way.
7. Be persistent
Persistence is key when it comes to door-to-door sales. People may be interested in what you have to offer, but may need a little more convincing. Your persistence will pay off here.
You can do a few things to increase your chances of success when selling door to door.
- Make sure you are well-prepared and know your product inside and out. You can answer confidently and with authority when someone has a question.
- Be polite and respectful at all times, even if the person you are speaking to is not interested in what you have to offer. Remember, you are representing your company and its products or services, so it is important to make a good impression.
- Don’t give up too easily. If someone says no, ask if there is someone else in the household who might be interested. If they still say no, thank them for their time and move on to the next house.
Door to door is all about persistence. If you aren’t willing to put up with hours of no success and miles of walking, door to door isn’t for you.
8. Follow up with interested leads
It is essential to follow up with interested leads after a door-to-door sales pitch. This can be done by sending a thank-you note, making a phone call, or stopping by the customer’s house again.
Following up shows the customer that you are interested in their business and appreciate their time. It also gives you another chance to sell your product or service.
Whether or not you end up closing the business, you should always strive to get the prospect’s contact details. You’ll be setting yourself up for future possibilities to follow up.
Start door-to-door selling today
So, if you are considering adding D2D sales to your marketing strategy, don’t discount it just because it seems old fashioned. There are many advantages to this type of selling, including the ability to learn about customers and earn more sales. With a little effort, you can build strong relationships with your customers and make a good living.