In my last blog, I talked a little bit about how I just had an interview where the job ended up being door to door sales. I didn’t know this was the job when I went in, but I found myself immensely annoyed when I found out their definition of “marketing” is door to door sales. I found myself sitting in on the interview wondering how such an outdated strategy could still be used in this modern day–so I did a little research on it.
The first thing I noticed is that what they called marketing, and I call door to door sales, actually lines up with what we’ve been talking about in class–prospecting. “Prospecting is not selling, just preliminary to the sales process.” The goal was to go door to door, and try and get the homeowner to agree to a demonstration meeting. As I mentioned in my last post, I’m not sure if this is marketing or sales, but according to Prof. Sweet it isn’t a part of sale–just a necessary pre-activity to the selling itself.
So going back to the original question, I was actually very surprised to find that face-to-face sales is actually the most effective way to prospect according to TheSalesBlog.com. Plenty of other blogs and sites, such as salesandmarketing.com, list some advantages that face-to-face sales over other methods such as calling and email. The first, and biggest one, is that it builds trust between two people and creates a natural point of contact. Because of this, the second biggest benefit is that this leads to greater referrals, higher sale values, and higher return rate of customers.
So why door-to-door? Why should a company bother people at their homes instead of waiting for the customer to come to them when they’re in need? Well according to HubSpot, a sales team “has a 56% greater chance to attain quota if you engage buyers before they contact a seller.”
So maybe door-to-door sales isn’t wildly outdated, maybe it is still and effective and worthwhile method. Regardless, I think I’ll leave that position open for someone else.
BoweryJE22
I agree with you there; door-to-door salesmen are annoying. I certainly couldn’t do it. I suppose face-to-face is technically better for sales but I question whether the people at the door are buying because of the product or just buying out of pity for the seller!
I agree. Networking is key to sales. One has to has to maintain a high standards of integrity in order to build trust and relationships. Making sure you your product is actually something they value. Ask them if they use certain products and tell them you sell that product or service too. Then shut up and see if they want to know more about it. if they do then go ahead answer with a question or short answers.
By all means. If that what it takes to effective at building relationships with potential costumers.
I am not one to answer the door, especially when I am home alone, and even more especially (if that makes sense) if it is a salesperson. I try to avoid them at all costs because I feel bad saying no. I see the point of networking though and how important that is. Thanks for this thought provoking post.