Sometime ago a professional colleague I know complained to other colleagues that a competitive company in his area had a new plan for getting new clients…
Door knocking! He’d had a friend give him a call to let him know they came round. He wondered if they offered free steak knives or encyclopaedias when someone uses them.
To which my response was:
Now come on guys, it’s all about getting new business and door knocking is one of the best ways.
Remember, it’s not what you do and say… it’s how you do it and say it. With the right door knocker, the right script and the right practise it’s better than television advertising!
I can imagine a script that begins “Hello, my name is Mary and I’m sorry to disturb you but I’m just taking some time to visit and introduce our new service for local people. You see there are…”
The whole point of my argument is that the only way to get new business is to get out and meet new prospects. Advertising of some sort is the usual way people do that because they don’t have to get out there and do it.
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Although a face-to-face approach needs lots of courage and willingness to take knockbacks, it’s one of the most successful ways to win new prospects… by the legendary country mile!
One of my personal heroes on selling, Frank Bettger, had this to say about prospecting, “Show me a person who tells his story earnestly and enthusiastically to four prospects a day and I’ll show you a very successful person.”
Get it right and it’s just four doorknocks a day!
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