You walk up the drive, approaching another door. What’s running through your mind as you approach the front door? Is it, “I know what my purpose is before I knock on this door” or, “Another door; I need this appointment.”
Based on the headline of this article I’m sure you can figure out the correct answer. The important thing is that you clearly understand the objective of your introduction script. I don’t know what your script is or how you feel about its results, but at the core it needs to be clearly defined what your purpose is.
I’ll work from the perspective of my introduction script. You’re there to get an appointment, a lead, but for me my introduction is to establish or identify the homeowner has a need for what I’m canvassing for… that’s it. Establish a need. If I were to break down my script you’d be able to see the psychology behind it. I’ve had clients tell me it’s quite simple, yet it works!
If you’re so worried about getting the lead that you’re adding things, then you are hurting your chances of ever getting the lead.
If you’ve knocked on doors for more than a week then you’ve easily encountered every objection a homeowner can throw at you. Therefore, you may be trying to head off those objections, but it’s way too early to start dealing with objections. For example, a consistent objection is, “We can’t afford it” or, “How much will it cost?”
Your introduction is not the place to try to overcome objections. Too often I see canvassers, even experienced canvassers, verbally vomit on the homeowner with a barrage of responses in an effort to combat their objection and even defend their position.
If you have a well crafted presentation you’ll address those objections later. You can’t start closing a lead until you’ve established, in the homeowner’s mind, they have a need for what you’re offering them the opportunity for (again, putting the cart before the horse).
I love when homeowners give me an objection after my introduction, like, “We can’t afford it right now.” You see to me the, “Right now” in that sentence indicates they recognize the need; therefore I only need to show them a way they can affordably get my home improvements. Handling the objections is an entirely different part of my presentation. You shouldn’t listen to what they say, but rather hear what they mean.
My introduction is founded around an alternative choice question. If I’m canvassing for multiple products their alternate choice is between the products I represent. If I’m canvassing for a single product their alternate choice is between days of the appointment; or the time of the appointment.
You have enough barriers to breakthrough in order to get the lead. You don’t want to create more with an improperly scripted introduction. You can talk until you’re blue in the face at the door, but until you establish a need and want for your products or services you won’t get that lead.
If you have a question about your introduction script you can post it at my free Q&A website at www.AskTheCanvassKing.com.