Door to Door Sales
I spent the last two days delivering 200 flyers to local merchants promoting a motivational night out with staff, family and friends. Knocking on doors reminded me that if you are in the speaking business you are in sales and vice versa. Each time I walked through the front doors to deliver my elevator speech I had to be perfect. It was the most exhilarating thing I've done in a long time. It was the ultimate test in terms of speaking, selling and connecting. Either I had them or I didn't. Each time I flubbed a word or sentence I could tell I had lost them.
I approached them without intending to sell. It's the approach that has always worked best for me. I hardly ever try to close the sale the first time I meet a client. Unlike many peers, I still strongly believe in cold calls and walking through the door unannounced. My strategy is simple. I'm there to introduce myself, make an impression and "oh by the way here is what I'm selling. Think about it and get back to me." I speak for no more than 30 seconds. Merchants get approached hundreds of times each month and have seen it all. My job is to make sure I'm different, personable and memorable. My product is a side bar at this point. The personal connection is primary.
You'll experience success with cold calls when you are very clear in your offer. Remember that your cold call might take six weeks to produce an end result so be patient. Keep your sentences short and let the customer speak and ask questions. I ran into a sales person last week who introduced himself and his product. He then spoke for about 20 minutes non stop. He never asked who I was, who my guest was, where I was from, or what I did for a living. The focus was 100% on himself. I walked away after his pitch thinking he did a great job selling a great product to himself.
When I first started approaching the merchants this week I stammered and halted a lot. The only way your pitch will get stronger is to deliver it over and over. You can stay at home and practice or you can play in the real world and get real world reactions. I recommend pounding the pavement, there is simply no substitute.
I wish you all the best in your sales and in your speaking..
I'm Martin Presse, Booya to you !!!!!