Have you ever come away from knocking on a door to find yourself discouraged as to why an individual was not interested? You did everything right, so how could they not want to further a conversation? Today we’re giving a few helpful tips to improve your door-knocking scorecard.
Not everyone you visit will be as receptive to your product as you’d hope, but there is an array of strategies and techniques you can adopt to ensure that you are doing absolutely everything within your power to close the sale.
Long-time entrepreneur Jim Cathcart once said, “Become the person who would attract the results you seek.” Imagine if you were in your home and a final expense agent tried reaching out to you. What type of methods would you be responsive to? What time of day would you prefer they knock on your door?
Best Time to Door-Knock
If you want to have more success in your door knocking, then you are going to have to dedicate yourself to finding an algorithm that functions for your specific demographic. Generally speaking, most people are found at home and open to conversing between the hours 4:30 pm-6:30 pm. If you show up too early, it’s likely they will not be home from work yet; but too late and they will be winding down for the evening and perhaps not as open to engaging in conversation. Also, be sure to take advantage of late Saturday mornings when people are found in the home. This can range anywhere from 10:30 am to 12:30 pm.
Rain or Shine
Next, people can decipher very easily when you are not genuine. Even if it has been a long day, if someone chooses to open their door and interact with you it is your responsibility to ensure it is worth their time. Jeff Hoffman said, “When reps take the role of a curious student rather than an informed expert, buyers are much more inclined to engage.”
Choose to be sincere, and optimistic while talking with them, even if it is 92 degrees outside and you feel tired. They don’t know how you feel inside, and you can leverage that to your advantage. So be real but be sure to give them the impression that YOU are the happiest person they will come across that day. They will remember you if you do this.
Dressed to Impress
There are many factors we cannot control in life, but we’d like to focus on one that we can influence. You have the ultimate and final say as to what you are wearing when you leave your house in the morning. Author Judith Rasband stated; “The way we dress affects the way we think, the way we feel, the way we act, & the way others react to us.”
So, what is the right attire to wear? The answer is not as subjective as we might think. Be sure to dress in something professional, clean-looking, and most important; attire that you feel comfortable and confident in. In your agent portal, we offer Security National Life polo shirts available to purchase. Hook, line, and sinker!
Knock, Knock, Who’s There?
We’ll conclude with what it is you will actually say to your potential clients. What is the best thing to say right when the door is opened? Is it preferred to get right to the point because who knows how much time you’ll have? Or perhaps do you make small talk in hopes of finding a natural transition along the way? So, what makes the perfect elevator pitch anyway?
Bob Burg said, “Sometimes the most influential thing we can do is listen.” If you choose to do this and engage people in a meaningful and genuine way, listening to their concerns they will naturally be more inclined to see what you have to offer them. This is something powerful that will boost your sales in a way you may not have anticipated.
When you do have an opportunity to speak, keep in mind people are accustomed to retaining concise, short bits of information. Give them what you feel in that moment will be of value to them and see how they respond. Take it moment by moment and listen carefully just like you would in a conversation with a friend or colleague.
