Last month my monthly electronic newsletter “Canvassing Insider” made the transition from being emailed to becoming my blog. You’ve responded and based on the number of comments I received you like the idea. “Once a canvasser, always a canvasser”; canvassing for home improvement leads myself for more than 15 years, and in sales for longer than that, it’s always bothered me that sales people can get together to share information, to share techniques and to share “war” stories, but there’s nothing like that for canvassers… that’s why I’m working to create this as a forum to nurture such interaction amongst the industry. I’m dedicated to creating the opportunity for us to gather in order to discuss our challenges and successes, share our experiences and ultimately improve our businesses. We’re in control of our own business and financial destiny and I’ve never been one to accept circumstances. I hope you’ll agree and join me on this adventure.
In last month’s “Art of Canvassing” article I introduced you to the idea of “spotted leads” and I received a lot of questions regarding compliance with the federal do not call policy. This month I’ll collectively tackle those questions. It’s important to understand that my focus and expertise, during phone coaching and on site coaching is canvassing at the door, because I find that’s where a lot of canvassers want help. That’s why I created Canvass King. Working in the industry for so many years at all it’s different levels I identified there was a need for focus on canvass training and coaching.
Based on the various questions I received from last month’s article, they can be summed up into the big question everybody is asking, “Can I call a spotted lead and still be in compliance with the federal DNC?”
The fast and simple answer is yes, though you must scrub your list against the DNC list. If you have a resource for doing this, use it. If you don’t have a service or resource for scrubbing your list then go online and Google search for them. You can get software and systems very inexpensively, such as www.do-not-call-list.biz. To find more resources Google, “scrubbing list against federal do not cal list.”
I’m not endorsing the one I listed or any other. The point is if you have a way to scrub your list, use it and if you don’t, find one to use.
Interestingly, with regard to the do not call list most people think that once you put your phone number on the list that’s it… you don’t have to do it again. Actually, to remain on the list a person has to re-enlist to the DNC every 5 years. Most people are not aware of this and it’s likely the people you’re going to call are no longer on the list. Often, if a phone number is listed in the white pages phone book they’re not likely on the DNC; though you’re still responsible for scrubbing your list before calling it.
It may sound like a lot of effort, but it’s worth it. Because of the nature of spotted leads (canvassing the neighborhood, seeing a home with improvement opportunities, therefore you have descriptive information about their specific home which you can incorporate into your follow up call) they’re warmer leads and your call is simply a follow up to your in-person visit.
Often the challenge in following up the spotted leads is in the script; in not sounding like every other telemarketer. My follow up calls tie directly into the scripts I use when canvassing at the door.
I’ve helped companies double and triple their lead production for clients and the introduction is one major component for this success. In next month’s article I’ll give you some examples of introduction call scripts to spotted leads.
If you have ideas or techniques on how you handle your telemarketing calls with regard to staying in compliance feel free to share them here on the blog, or if you have a question or experience specific to your business, I’d love to hear from you here.