IT S TIME FOR THE DOOR-TO-DOOR SALES INDUSTRY TO GET OUT OF THE DINOSAUR AGE

Transcription

1

2 How to Use Mobile Technology to Double Your Sales 2 IT S TIME FOR THE DOOR-TO-DOOR SALES INDUSTRY TO GET OUT OF THE DINOSAUR AGE Mobile technology transformed the publishing industry (ebooks instead of physical books), taxi industry (Uber and Lyft), and banking (Paypal, Google wallet, and Venmo). Now it s time to transform YOUR business: through better door-to-door selling.

3 How to Use Mobile Technology to Double Your Sales 3 ABOUT SALES RABBIT Sales Rabbit is the industry standard mobile app for door-todoor sales. Our founders got their start in door-to-door sales, so they know what it s like to slog it out on the doors, day in and day out. WHO IS THIS BOOK FOR? Individual Sales Reps Skip to the part about: Lead Management: closing more sales Managers and Business Owners Check out the Double your Sales Blueprint If you sell home security, pest control, solar energy, or satellite tv, you re in the right place (in fact we designed specific apps for each of your industries). If you go door to door to sell construction services, food products, real estate agent services, insurance, or political advocacy, you ll also love the information in this ebook. It can be used for anything door-to-door sales.

4 How to Use Mobile Technology to Double Your Sales 4 DOUBLE YOUR SALES BLUEPRINT PHASE #1 Collecting Data PHASE #2 Analyze the Data Knocking Enough Doors? YES Making Enough Presentations? YES Are You Closing Enough Presentations? NO NO NO Fire the lazy ones, motivate the rest Work in better neighborhoods or change up hours Work on sales training YES Are You Following up with leads? NO Create follow through systems and processes YES Congratulations, you just DOUBLED your sales!

5 How to Use Mobile Technology to Double Your Sales 5 DOUBLE YOUR SALES FLOWCHART These are the 4 main numbers that you need to know when it comes to managaging a door-to-door salesforce: 1. Doors knocked 2. Presentations made 3. Leads generated 4. Sales The number of doors knocked tells you how hard your team is working. If they aren t knocking enough doors, then work ethic is the problem! Or maybe you don t have a tracking solution put in place. A lot of reps slack off when they know that they re not going to be held accountable. The number of presentations made tells you how effectively your team is working. How many qualified prospects are you talking to every day? How many people are home when you knock on the doors? If you aren t making as many presentations as you d like, then maybe you are not in the right neighborhoods or cities. Or maybe you need to change the hours and days that you knock to adjust when people are home.

6 How to Use Mobile Technology to Double Your Sales 6 The percentage of presentations closed tells you how skillful your salespeople are. Do you know your closing ratio? If you pitch 15 qualified prospects in a day, and you close 5, then you re selling 33%, or 1/3. This tells you how good you are at selling. The number of sales serviced tells you how rich you re going to be. :) Seriously, though, sales forecasting is hugely important for calculating revenue, knowing how many technicians to hire, the amount of customers service needed, and many other important things for your business. Some industries, like solar and roofing, have canvassers that set

7 How to Use Mobile Technology to Double Your Sales 7 appointments and closers that go to the appointments. If this is how you have your team organized, then a lead would probably be an appointment set. If your door knockers are closing the deals on the doors by themselves, then a lead would constitute anyone who is interested and wants you to follow up with them later. Usually we call those go backs and call-backs. In a tw0-person sales model, the closers will still have go backs and call-backs to make, but most companies will want to give these a different name (like a FT for follow-through ). TWO TYPES OF LEADS APPOINTMENT VS. GO-BACK 1. Canvasser sets appointments 2. Closer returns to c lose sales 1. Salesman closes the sale on his own 2. Salesman returns if the lead requires additional appointment (Leads are appointments set by Canvassers to be closed by Closers) (Leads are interested but need a return appointment to close the sale)

8 How to Use Mobile Technology to Double Your Sales 8 LEAD MANAGEMENT: CLOSING MORE SALES You need a system for following up with people, especially if you sell a high priced item, like solar, roofing, or real estate. Learning this 1 skill alone can double your sales. Every day you gather the phone numbers of interested people who wouldn t buy on the door. Following up with those people is worth BIG MONEY. Here s an example: Let s say you get 4 phone numbers per day of people you couldn t close on the door because they wanted to talk with their spouse, or wait for their paycheck, or think about it, or whatever. You call them all back the next day. 1 of them decides to buy with you, but the others give you lame excuses about why they can t make a decision immediately. After that, the average sales rep would forget about these 3 remaining people...but you re not average, right? ;) Because you realize that these people WILL buy from at some point. If you get 3 leads per day, 5 days per week, 12 months per year,

9 How to Use Mobile Technology to Double Your Sales 9 that s 180 extra leads per year. What does that mean? According to Gleanster Research, 50% of leads are qualified but not yet ready to buy. And 80% of these people are going to buy from someone in your market in the next 24 months. So why not let it be you? If half of the leads are qualified, and 80% of them buy from you, you re looking at 72 new sales per year! The problem with door-to-door sales is that it s a turn-and-burn game. There s no area management, and no way to track go-backs, callbacks and leads. Because of the lead and area management features of the Sales Rabbit app, I doubled my sales the 1st year I used it. - Skylar Brown, Legacy Power Area Manager & Top Producing Sales Rep

10 How to Use Mobile Technology to Double Your Sales 10 So when do you follow up with leads? That depends on what you re selling and what the prospect tells you. Some people need to be followed up with at the end of the day, and others at the end of the week. Others need a few months. A few need 6 months or more. They ll usually tell you something like, Follow up with me next week. Then, at that point, put a reminder in your calendar (with appropriate notes) and follow up with them! It s that simple. But if you want to close even more sales, then you need to learn how to cherry pick like a pro by using using data...

11 How to Use Mobile Technology to Double Your Sales 11 TALK TO MORE QUALIFIED PROSPECTS WITH DATA Ecommerce sites like Amazon, Zappos, or Bonobos.com use data to focus their marketing resources on only the people who are most likely to buy their products. So should you! You want to avoid unqualified prospects. There are some types of people that will almost certainly not be interested in buying from you, like renters or low income households. Or you might want to skip the houses of current customers. What s even more exciting is that you can cherry pick the best prospects. How would you like to pick the low-hanging fruit first by getting all the easy sales before your competition has a chance to get there! You can buy data that gives you information for each neighborhood and house. You can skip the low-income neighborhoods, or the newer ones, or whatever else you want. For example, if you re in the HVAC business, you can only stop by the houses where the units are at least 10 years old. Or as a roofer, you can only go to the houses with roofs that are more than 8 years old. If you re selling tv or home security services, you can find all of

12 How to Use Mobile Technology to Double Your Sales 12 the people that just recently moved in within the past 3 days. If you are expanding territory for your food product route, you can visit homes where the woman works, they have an internet connection, and there s at least 2 children. The possibilities are incredible!

13 How to Use Mobile Technology to Double Your Sales 13 IN CONCLUSION Want to double your door-to-door sales? Here s how you do it: 1) Knock more doors 2) Give more presentations 3) Follow up with more leads 4) Close more presentations Good Luck!