Going Door to Door

When I started my business in April of '04 my partner and I spent endless hours going door to door offering free carpet cleaning demos. I still have some of the customers we got almost 5 years later now! I absolutely HATED it, but it makes a huge difference. I should still be doing it now, but it's tough work. Takes patience, humility, and guts.

never did door to door sales in 11 years in carpet cleaning. you need to be the right person to do it i dont think i am one

Door to door is a tough gig- whether residential or commercial. The old "fear of rejection" rears its ugly head and you always find "something else to do" instead of knocking on doors. (Chuck Violand always says, "The toughest door to make it through is your own!")

That being said, door to door is the fastest, most effective and certainly the cheapest way to jump start your business. True, it is tough to stick with it but it sure beats sitting and staring at the phone willing it to ring while your bills keep mounting up. Desperation was always a tremendous motivator for me!

Here are a few guidelines on doing residential carpet cleaning sales. (If you want some great ideas on selling to the business sector just e-mail me at stoburen@homefrontsuccess.com for my "How to Sell Commercial Cleaning" ideas. The Report is free. All I ask is that you read it.)

1. Pick the neighborhood/time. Middle/upper income homes and Saturday afternoon is what I suggest.

2. Dress in a starched and pressed uniform, shined shoes and have your company photo ID clearly visible. Be sure to be freshly shaved, hair combed, teeth brushed, just like you're going on a first date ... because you are!

3. Have a hook. You need something to catch the interest of the home owner when they first open the door instead of just blurting out "I wanna clean your carpets." If you are in a really fertile area I suggest 8 ounce spotter bottles with your logo silk-screened on them and the phrase "Free Spotter for Life". These are available in quanitity for about a buck a bottle and the investment should be well worth it in the right neighborhood.

4. Get your script together. When the home owner opens the door look them inthe eye, hand them the "Free Spotter for Life" bottle and say, "Hi, my name is Steve Toburen with Jon-Don Cleaning. (Actually I would suggest using your name but you can use mine if you wish!) We've worked for your neighbors and are giving everyone this free lifetime supply of spotter. It works great and when you run out just let me know and I'll drop more by." Many times the home owner will reply, "You know, I was just thinking of getting my carpets cleaned. How much do you charge?"

5. Inspect the home. You then say, "That depends on carpet type, wear and construction. If you have five minutes now I can do a complete inspection and give you an exact written price sheet." Then do a professional inspection and yes, if you want our official SFS Inspection Script all you need to do is e-mail me at stoburen@homefrontsuccess.com and ask for it. No charge.

Steve Toburen
Director of Training and proponent of low cost, rapid feedback direct marketing methods.
Jon-Don's Strategies for Success

PS At the very worst the home owner will say thank you and then you offer them your flyer explaining your services and thenk them for their time. At a buck a bottle if you hit 100 homes you are out 100 bucks or so plus your time plus I guarantee if you "don't have fork marks all over your face" (in the immortal words of Mack Clark) you will book four or five jobs during this long afternoon. Beats sitting around and complaining on the internet discussion forums how bad the economy is or bragging about how much you charge! (Even though you haven't done a job in two weeks.)

NOTE: Check local laws on leaving things on the doorstep plus if you do leave your flyer and spotter bottle make sure it is out of signt from the street.

Steve,

Great advice. I read an article I believe you wrote for ICS a few years back that had some other good tips. The one that stuck with me is not to let "errands" get in the way of your sales time. Before you know it you're out of time because you went to get coffee, go to the post office, bank, etc. when in reality you are sabotaging yourself because deep down you hate doing sales work!

Yeah, I call them "Displacement Activities" and all of us (including me) are expert in inventing them.

Steve

PS I can't think of anything more important or urgent for many of us than sales and yet it is usually the last thing we make time for.

Lots of great replys. But remember whene you sell anything your not selling a product. You need to sell your self.

at the start ... Yes I did .. I enjoyed it and made me great $$ .. I miss it a little and as far as more com work I'll go out again door to door in a few weeks

I want the new TM paid off the sooner the better

It doesnt always have to be face to face. Our rule is 5-up 5-down. Leave a door hanger or brochure at 5 houses to the left and to the right of your stop. Preferably before you start the TM up. When they come out and see what all the racket is they have their answer and a good reason to call you.

Here are a few guidelines on doing residential carpet cleaning sales. (If you want some great ideas on selling to the business sector just e-mail me at stoburen@homefrontsuccess.com for my "How to Sell Commercial Cleaning" ideas. The Report is free. All I ask is that you read it.)

Steve please email me a copy. wizs@bellsouth.net
Thanks,
Billy