One of the biggest challenges I see with canvassers is they get in the way of capturing leads.  When they get out of their own way and use this simple system, their lead production goes up dramatically.

When the homeowner gives a positive response, or what I call the green light, the canvasser must start capturing the lead.  As you’ve seen with my 5-Step System, I’m going through the 5 steps to overcome the objections; however the chance to capture the lead can happen at any time within the 5 steps.   You have to be prepared when it is time to capture it.

In previous articles I’ve talked about objections and passive non-objections.  I mention it only in reference to knowing when the homeowner is giving you a green light or red light (if you’re a Silver member or higher you can access your article archive and the recording from our monthly live call for a more detailed definition).  For the sake of setting up this article all you need to know about green and red lights are when a homeowner gives you a green light it’s time to start capturing the lead; a red light indicates you need to better establish your position before you can successfully capture them as a lead or appointment.  For this discussion we’re operating from the position that the homeowner has given you a positive response (green light) and are ready to be captured.

Your #1 Priority

Based on your training, using my system or your own, you know you have to capture the lead or appointment, but more basic than that, your #1 priority is capturing the homeowner’s contact information.  That’s their name, address, city, zip code and phone number.  The sophistication of how you capture that isn’t important other than that you capture it.

You want to capture the lead for 2 reasons, to have their full contact information to be able to follow up later and to make transitioning to asking for the appointment more casual and comfortable.

There are 6 pieces of information you have to get.  I call this my Rule of 6.  There are 6 key pieces of information that will set up an agreement pattern and help you get more personal contact information from them as well as setting the stage for getting an appointment at the door.  The Rule of 6 is how I take the information and fill it out on an appointment sheet.

Once you’ve captured these 6 pieces of information you can get into capturing more personal information and ultimately transition to setting the appointment.

Once you have the homeowner’s full contact information you have complete control of the lead.  If for some reason the lead doesn’t convert to an appointment on this call you can follow up on the lead to continue to nurture them to an appointment.  Without getting this basic information all your effort is lost.  You’ve worked hard to get them to agree to want to find out more about your product or service so you don’t want to lose the opportunity for continuing to follow up with them in the event they never get to an appointment.

The lead is valuable to you even if you don’t set an appointment.  Following up captured leads is something most industries are very poor at doing, especially in the home improvement industry.  We’re so conditioned to work hard at getting the next appointment and making the next sales call that too many potential customers fall through the cracks.  In our rush to get as many appointments as we can we crush past the homeowners who are legitimate prospects, but just aren’t ready to commit to an appointment.  Understand this is a practice for too many companies.

Unfortunately homeowners don’t have cash hanging out of their pockets just waiting for you to come knocking on their door so they can throw the cash at you and say, “Where have you been?  We’ve been waiting for someone to take our money in exchange for replacement windows for our home”, or whatever product you represent.  I’ve got news for you, this is delusional thinking.  No matter how good your product or service, you’re still going to have to work for the leads.

Now that you have the contact information we can start making the appointment happen.

Sometimes they have a legitimate reason why they can’t set an appointment.  You then can close for a day and time when they’ll know and commit to a call to set.  You’re getting a commitment to make a commitment.  The key is a commitment is made.  I find people appreciate when you make it easy on them and follow up.  Remember, you showed up on their doorstep a few minutes earlier.  They weren’t sitting with their nose pressed up against the window waiting for you to show up and set an appointment.

You can discover more about my Rule of 6 as well as the appointment sheet I designed and teach to my private clients as a Canvass King member.  This is detailed information for only Silver members and above or those who’ve obtained my Canvassing in the New Economy training program.