10 Tips To Generate Contracting Leads Using Door-To-Door Sales

Two contractors shaking hands in front of a house.

Door-to-door sales has gotten a bad rap. Truth be told, the idea of strangers coming into our personal space and interrupting our schedules can be an off-putting experience, but with a basic understanding of these sales techniques and your own knowledge, charisma and enthusiasm, you’ll have tapped into the single most effective location targeted sales technique available. People appreciate speaking to the person with the answers, and as the owner of your own contracting business you are the most qualified person to communicate your value!

  • Know the numbers. Rather than viewing each door as a hit or miss in regards to sales and lead generation, think of each door as a fraction of the money earned on overall sales from this method. By calculating the average number of doors visited between contracts signed and the average income per contract you can determine how many homes you need to visit each day (rather than sales) and what each visit does for your bottom line. For example, if you know that your job is to knock on 100 doors then you can stop at that time feeling accomplished. This can be especially helpful as a morale booster on slow sales days.
  • Map out your route. Bouncing around the neighborhood and skipping houses can leave you feeling as though you’ve adequately targeted an area when in reality you might have passed over your best leads. Approach your route like a checklist on a street by street basis. This way you can be confident that you haven’t missed opportunities to connect and leave lasting lasting impressions.
  • Start in neighborhoods where you’ve completed projects. There is no better sales representative than satisfied customers who are the friends, family and neighbors of the homes you visit. By starting your routes in neighborhoods where you’ve previously done work, you can specifically mention examples of completed projects locally. This can be incredibly influential in pushing people off the fence.
  • Be brief and address sales objections at the onset. After a short while you will likely know the top 5 reasons why people do not go in for the services offered. By addressing these objections early on you increase the chance that you’ll have a receptive audience as you outline the value that is specific to you.
  • Ask about who might be interested in your services. This is yet another prime example of the utility of the mighty business card! Even homes that decline to enter into a contract with you might know people interested in the services you offer. Be sure to ask about the possibility of referrals and leave your contact information behind.
  • Find out who makes purchasing decisions. It is very important to determine who is responsible for making purchases in the home and spend the majority of your time talking to them. It should go without saying, but speaking to a teenager who has answered the door is a needless expense of time and energy if that person cannot get you in contact with the homeowner.
  • Ask questions. This serves a twofold benefit: the person asking the questions is the person directing the conversation. It also demonstrates your willingness to listen to the needs and concerns of your client. Thoughtful questions that consider the situation of the homeowner are a valuable asset that can showcase you as a personable and helpful contractor.
  • Smile! A friendly smile and awareness of your appearance in general is a key component to this method of sales. Speak with a friendly tone, calmly and clearly, while maintaining eye contact. Ensure that your posture and body language also reflect confidence and friendliness as well and much of the battle will be already won. To further enhance your chances of success, you may also consider changing the style of your dress to reflect the neighborhood in which you are selling. (more or less casual style of dress)
  • Experiment with time of day. While it may be obvious, it bears mentioning that depending on what time of day you show up at a home there might be an entirely different set of people to receive you. The purchasing decisions of these groups can also vary enormously, which is why before you’ve finished canvassing a neighborhood you can give it another once over later or earlier in the day to get the most business out of your effort.
  • Indoors is the sales end zone. Being invited indoors is a great indicator of a likely sale. In this situation it can be very beneficial to have some material in the form of brochures, a business card, or a binder with photographs of completed projects.  It is wise to keep larger sales materials in the car so you can retrieve them and carry your momentum back to the client, reorienting the dynamic and increasing the likelihood of being invited inside, this also serves to reduce the chance of appearing overbearing at the get-go.

So, there you have it! Drum up business the old fashioned way and see if this style fits your needs. For more industry tips, keep tabs on our website where CSLS compiles fresh insights and unbeatable deals for contractors in California.