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Often, despite good door
to door sales training, we persue customers so hard that we forget to make
it easy for them to buy from us. Consumers are always weighing the hassle of buying
versus the problems they endure. Making it easy to buy can make a big difference in
your door to door sales. Let's take a look at ways you can lubricate the process for
your customers.
Make It Easy To Meet With You
You make it easy for the customer to buy when you work the hours they most likely are
home. If you work nine to five Monday to Friday, they will have to take a day off to
see your presentation. In our business, they are unlikely to do that at the early stage
of the sale. This means more one-leggers that end with an excuse you cannot overcome
easily. Work the hours they are home and your sales will increase dramatically.
Make It Easy To Understand Your Benefits
Many of us are so proud of what we know about the products we sell that we talk in
terms a customer outside the industry will not understand. Remember that no matter what
they taught you at your company's door to door sales training, technical terms don't
mean anything to most customers. They want benefits they can relate to like easy to
manager hair and smoother skin, better entertainment or saving money. When customers
don't know what we are talking about they have to "think it over". Make it easy for
them to buy by using language people outside the industry understand.
Make It Easy To Decide To Buy
Most people need a little nudge when they spend a few hundred dollars. Think about the
last purchase you made and how hard it was to make up your mind to go ahead. To make it
easy to buy, you need a reason why the customer should act now and not put off the
decision. If you do not use the special offer, a first night special or some other
reason for the customer to act, you are not making it easy for them to make a buying
decision.
Make Sure No Problem Is A Problem
During the sale, problems will arise. "I can't do it until my tax refund arrives" or
"We might be moving" turn problems into sales by taking all problems lightly and
writing a solution on the order form. For example, if the customer says they are buying
in three months, "No problem. Let's get the paperwork out of the way now and I'll put
the month you want it installed here on your order so we can get it all scheduled for
you." Practice starting with "No problem" as you think of a solution you write on the
order.
Making it easy for the customer to buy will increase your sales dramatically. None of
the items mentioned in the article are expensive or difficult to do. Give them a try
and I know you will be pleased with the results.
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