Door to Door Sales Playbook

My experience when joining a new work environment, is very simple. They tell me to hit the ground running and that I have free reign to contact any potential customer in my territory.

Sounds great doesn’t it?

I'll let you know that it is great, if you are prepared.

When I get this assignment and "cleared" to hit the phones I take the territory and concentrate it to one small area. Then I pick the 10 of the biggest potential clients and use Rocketreach or a similar tool to unlock emails and phone numbers. I do this for 4 different areas in my territory, think walking distance between each company.

Then I double check my work with the companies CRM and the new boss to make sure we do not have extensive notes on these customers that make them bad leads.  If they are not great leads then you do a quick revision, maybe change the area and pick 10 new companies.

Now on to the fun part.

Craft a simple email letting them know you are onsite certain days next week in their area. 

Subject: Onsite -0/00/00- Your Companies Name- Phone Number

Hey ___,

I have a few meetings near ____(area your are canvassing) next Tuesday helping customers with their new projects.

We are the leading ___ in the Industry and if you think this could be a good fit for you or (companies name ) I'll be onsite around 11 am after my meetings.

If you have a couple minutes for a quick handshake and introduction let me know.

Best,

(Your Name)

I'd send 20-30 of these emails out then follow up with a call from your newly found contacts at Rocketreach.

The call you can keep very simple, you are just looking for an introduction. Once you meet in person you can set up a more formal meeting. You are not looking for a lot of their time, just to drop off your business card and meet them in person. Make sure to leave a message stating nearly the exact same phrasing as the email.

Make sure to show up to these places even if no one answers your emails. At minimum drop off your card to the person at the front desk. Then follow up with each prospect letting them know you missed them and hopefully you will catch them next time.

Do this for 4 different areas once a week in a rotation.

Once you start setting meetings, you can scale back the showing up because you will have scheduled meetings. I still do this every two weeks in my territory regardless of how many deals I am working on.

The key is to keep showing up and following up and good old fashioned door to door sales.

-Kendall