The biggest marketing advantage you have when you choose door-to-door sales is your ability to name drop. Name dropping helps you gain trust, create curiosity, and ultimately make more sales. Let’s cover 5 key points of understanding to help you leverage this huge advantage.
#1 – Some Truths to Consider
People tend to do business with people they know, like, and trust. When you mention by name that you just came from speaking to one of their neighbors, there is an instant sense of familiarity that leads to an increased level of trust.
People are curious about what their neighbors are up to. When you mention that a neighbor down the street just signed up for your service, most people will be curious about what it is. If everyone else is doing it, they feel they should at least consider it.
The more you know about a neighborhood and the people who live there, the easier it is to enroll new customers. Inexperienced representatives tend to move around from area to area very quickly, never gaining this advantage.
#2 – The List
You can verbally mention the name of your customers, or you can create and maintain a physical list that can be handed to a new prospect. You can take pictures of yourself with each new customer and simply scroll through the pictures asking your prospect if they recognize any of these neighbors? Another idea is to create short video testimonials of customers giving you and your product a good review. When they see someone they know, you gain instant credibility.
If you are just starting with a new neighborhood, the alarm business makes it easy for you to identify homes that already have your service because there is a sign out front. Make it a point to get to know these people. This will give you an initial list of customers to start with as you begin talking with new prospects in the neighborhood.
If you work with a team, make sure to communicate with each other anytime someone acquires a new customer. Leveraging the work of the team makes it easier on the individual representatives.
#3 – Bandwagoning
Bandwagoning is leveraging influencers and leaders in the neighborhood that everyone knows. If they became customers of yours, it must be a good thing. Always take the time to get to know about the lives of the customers you serve. This knowledge can be harnessed to give you a marketing advantage.
#4 – Creating Interest
Name dropping isn’t just a way to build rapport, it is also a powerful tool for creating interest in your product. If you notice your prospect has pets and your last new customer made a purchase decision based on what your product will do to protect their pets, you can mention that. Features others found interesting, concerns that motivated others to act, and opinions that changed after learning more are all useful for creating interest.
#5 – Things to Avoid
Never “burn” a neighborhood. By that I mean, always treat the people you are there to serve with respect. Be courteous, kind, and friendly always. Treat a neighborhood and those who live there well, and the neighborhood will treat you well.
Always act with integrity and the highest ethics when marketing in a neighborhood. Be truthful about everything you say. The truth will always win out in the end.
Conclusion
Name dropping is your biggest advantage when you choose door-to-door selling as your marketing method. Don’t rush through a neighborhood too quickly. Settle in and get to know those you are there to serve and you will find that the neighborhood will continually serve you by being a source of new customers and referrals.