If you’re new to Canvass King (or canvassing) I’ll give you a brief overview of my system. It’s different from every other canvassing system you’ll see, or have learned. Up until 4 years ago, I taught the same model everyone else is using. The old school model for canvassing is to offer an appointment for a free price quote. The canvasser works hard to jam a prospect into an appointment. I did it. I taught it. I was very successful with that model, but I changed it, and my students are even more successful.
I changed it because despite the fact the old model works, it’s still an awkward and difficult way of getting canvassing leads and appointments. The prospect isn’t fooled by the idea of a free price quote. They know that’s another way of saying, “We want to pitch you.” The customer doesn’t want to put themselves in a sales situation any more than you would if you walked onto a car lot. You know that car salesman will be all over you like a cheap suit. It doesn’t matter how you dress up or try to disguise the old canvassing model, it’s still a plea for a sales pitch. You can’t put lip stick on a pig and make it look better.
What I did is changed the offer. Instead of leading with the free price quote as the first offer, I lead with free information as the reason for getting the contact information. Then, once we have rapport, I come in with the second offer, right there on the spot for the appointment (and free price quote).
I’m all about scheduling the appointment despite people’s confusion with how I go about doing that. My system is about getting the lead first, then the appointment.
The problem leading with the appointment is it puts all the objections in the way of leading the prospect where you want them to go. The three biggest objections every canvasser gets trying to cram an appointment down the prospect’s throat is time, money and I’m not the decision maker. A free guide, free information (with the appearance of no obligation) eliminates these 3 (and all other objections). The perception changes that the information guide is you ‘taking an order’ and it will be delivered to them. You don’t give them the information guide at the door. The key is then how you transition from the first offer to the second, for the appointment. When people first hear about my system they assume I’m not at all about getting the appointment. Wrong, I’m a salesman. Like you, I want the sale. I’ve just developed a better way of getting to that sale (getting the appointment). It’s a delayed sale, but a sale none the less. (And in many cases, the delay is a matter of mere minutes). Lead count increases 3x, 4x, 5x.!” (My system works with Shows and Event marketing too)
Not to be confused, my system is getting to the appointment. Owners and managers tell me all the time, “Chris, we need appointments and sales right now
Unfortunately, so many canvassers are tripping over dollars to pick up pennies. They’re going after buyers instead of prospects. This is why, historically, sales people make inefficient canvassers. Sales people hunt for and slay buyers. They instinctively have a ‘hunt and kill’ mentality.
Here are the 4 main components that must be in your script to transitioning from the information offer to the appointment offer:
- Present as an after-thought and you’ll keep it brief
- Let them know what the appointment will entail and that you’re going to be in the neighborhood already (easy and convenient)
- They’ll still get the information guide and eliminating confusion between the guide and appointment
- Reinforcing the convenience and benefit of getting this appointment
The transition script to start appointment setting will proactively eliminate stalls and objections. Once you have the prospect ready, it’s time to schedule them into an appointment. This is a 3 step process.
- General choices – with a part of the day they ‘may’ be available (not a specific day)
- Days – offer at least the next 3 to 5 days available
- Specific time – a time within the general choice and day they selected
In particular to steps 1 and 2 you want to lead the prospect with giving them choices to pick from. One of the key arts of influence and persuasion is giving people good, positive choices.
Timing and practice are important with this technique. Your presentation and delivery of the script is a key factor in taking control at the door. Without control you won’t, can’t lead the prospect in the direction you need them to go in order to schedule an appointment.
Go forward and put this system to the test and report back to me about your results. Get past whatever disbelief you may be feeling about this and I know you’ll be pleasantly surprised at how many more appointments you’ll schedule.
You’ll dramatically increase your appointments. It takes practice. If you want additional coaching on this email me at firstname.lastname@example.org or if you have questions, submit them to me at www.AskTheCanvassKing.com.
You can get my detail system for getting the appointment by becoming a Silver level or higher member. To start your membership, go to www.CanvassKing.com/SilverProgram. Membership is only $59.97 a month and gives you access of my materials to continue improving your canvassing success, plus management issues.
I remain committed to your canvassing success,
Chris Thompson, The Canvass King