Home > Cold Calling > D2D - Any suggestions for an approach?

D2D - Any suggestions for an approach?

I provide window tinting for homes... and I am planning on going D2D in a neighborhood that I've tinted homes in recently. I've done this in the past in one neighborhood, and I basically knocked on the door... greeted the home owner, gave them my card, and asked if they would be interested in a free estimate.

I plan to do this again... but I was wondering if maybe I should approach it differently?

The only other thing I can think of would be to ask them if they are concerned with one of the things window tinting helps - reducing heat, saving $$ on their energy expenses, reduce the sun from fading their belongings, etc.

I was talking with a guy who was going D2D presenting home remodeling services.. siding, windows, etc. and he said they do much better with that - face 2 face -then sending out mailers, door hangers, etc.


Any suggestions??


Thanks!! - by Ianto Jones
I too would say that face-to-face will yield better results than mailers, door hangers, etc.

I like the approach of reducing heat transfer through windows while improving comfort and reducing cooling costs. - by Vito
Door to door is a tough but rewarding job. I specialise in door to door training so hopefully I can help you.

Your second approach I believe is the stronger one.

When a customer opens the door the first two things they think is who is this and why are you here then have a general interest statement ready. You might say something like;

"Hi, my name is Anthony from XYZ Window Tinting." (wait for response- question/resistance/statement etc.) "I had to organise a quote for someone in this street and I thought I might pop by to see if others would be interested in saving money in reducing their household expenses. Is this something that might interest you?"

I'm not in your game and I know you could come up with something perhaps more effective. What is powerful with my general interest statement similar to mine is that you can't say no... very rarely will you come up to someoen who is not interested in reducing their household costs.

I could waffle on forever about D2D so I hope this starting tip helps - by MrCharisma
Heh.. I know it was over a year ago, but thanks for the suggestion. :)

I did go out a little last year.... not nearly as much as I should have, and not nearly as much as I plan to this coming spring. Hopefully once the weather breaks - I'm thinking mid-march - I'll hit the streets again.

But... I am gearing up and actually excited. I hate the winter - which I know it's my own doing - but I don't sell as much and I like selling almost as much as actually tinting, so I'm itching to get going. thmbp2; - by Ianto Jones
Door to door is a tough but rewarding job. I specialise in door to door training so hopefully I can help you.

Your second approach I believe is the stronger one.

When a customer opens the door the first two things they think is who is this and why are you here then have a general interest statement ready. You might say something like;

"Hi, my name is Anthony from XYZ Window Tinting." (wait for response- question/resistance/statement etc.) "I had to organise a quote for someone in this street and I thought I might pop by to see if others would be interested in saving money in reducing their household expenses. Is this something that might interest you?"

I'm not in your game and I know you could come up with something perhaps more effective. What is powerful with my general interest statement similar to mine is that you can't say no... very rarely will you come up to someoen who is not interested in reducing their household costs.

I could waffle on forever about D2D so I hope this starting tip helps
In addition to this, I would recommend asking your existing clients in the neighborhood if you could mention that you performed the service for them. This gives you additional credibility when knocking on doors.

Saying something like, " I assisted your neighbor, Jim, with reducing his heating costs and would love the opportunity to provide you with a free estimate for doing the same for you." - by wesman70
In addition to this, I would recommend asking your existing clients in the neighborhood if you could mention that you performed the service for them. This gives you additional credibility when knocking on doors.

Saying something like, " I assisted your neighbor, Jim, with reducing his heating costs and would love the opportunity to provide you with a free estimate for doing the same for you."
I've never specifically asked them that, but I always ask if I can use them as a reference for anyone in their area that I make a presentation to.... Since they always agree, I'd think it would be close enough that I could mentioned them while doing D2D calls.

thmbp2; - by Ianto Jones
I've never specifically asked them that, but I always ask if I can use them as a reference for anyone in their area that I make a presentation to.... Since they always agree, I'd think it would be close enough that I could mentioned them while doing D2D calls.

thmbp2;
There you go. Be sure to keep a list of phone numbers of those previous clients. If someone was hesitant to use your services based on a trust issue, then handing them several numbers should put them at ease. - by wesman70
Ianto,

I would also recommend reconnecting with your previous/current clients. Conduct a follow-up survey to see how happy they are with your work, how savings they have noticed since you installed your tinting, etc.

You can then provide general information as a part of your approach or when you encounter resistance. "We have serviced many homes in this neighborhood and in the last 6 months home owners have noticed a 15% savings in energy costs."

We relate to our friends, family and neighbors, even if only by location. This creates a connection that benefits them and can open them up to the idea that someone in their neighborhood did this, and so can they (rather than someone 400 kilometers/miles away).

Also, you mentioned that you ask for the ability to mention your work to others but you didn't mention whether or not you ask for direct referrals. A follow-up call/visit will give you an opportunity for your clients to notice what benefits your service has done for them, and may open up other doors for referrals once they see that the "proof is in the pudding."

Cheers,

Kevin - by KTjia
Weekly Updates!
Questions and Answers about Selling
Subscribe to our mailing list to get threads and posts sent to your email address weekly - Free of Charge.