One of the most overlooked methods to developing new sales leads for your outdoor living area business is the time tested method of canvassing. You’re probably thinking it’s old school in today’s online world, but it can be a tremendously cost effective method of delivering new leads for your company. If you’re working on a job site, or want to be working in a specific neighborhood, what better way to gain exposure for your business than by taking directly to the customer? Here are eight tips to help you start your canvassing campaign.
- Prepare yourself: Have a clean shirt with you if you’re on a jobsite; you never know when opportunity might present itself. Have handouts, door hangers, brochures and lead sheets readily available for every person you’ll meet.
- Set Goals: What are your expectations from your canvassing efforts? Are you looking to set an appointment or to gather names, addresses and emails? Be sure to have clear objectives set for you and your team.
- Script Your Door Opener: Be sure everyone on your team has memorized the script and can answer any of the basic questions that might arise. Chances are you won’t sell a backyard waterfall knocking on the door, so that shouldn’t be the objective.
- Take A Step Back: After ringing the bell of knocking on the door, take a step back. You don’t want to come off as threatening by standing too close to the door.
- Make Eye Contact: Look the homeowner directly in the eye and get to the point. Your opening statement should identify exactly why you are there. State a few key highlights of your service and end in an open ended question to engage your prospect.
- Exude Confidence: Be sure that you and your team firmly believe in the value offering you’re presenting the homeowner. Hesitation or hint of dishonesty will doom you and your team to failure. A good canvasser will look a homeowner in the eye and speak what they believe to be true. Speak with confidence. Canvassers need not hesitate or sound “unsure” of why they are there at a homeowner’s front door.
- Express Appreciation: Let the homeowners know that you appreciate their time for speaking with you and you enjoyed speaking with them.
- Follow Through: When you get a prospective homeowner to give you their contact information, follow through! It can be as simple as a postcard or email sent before the scheduled appointment.
Canvassing can be a great way to generate new leads for your business. Like any other sales or marketing effort your company engages in, it will take some practice. Remember, it can be a profitable and cost effective way to introduce your water feature business to new customers.
Have you had success with canvassing in your business? We’d love to hear your experiences.