Survey Follow-Up In last month’s article I asked you to complete a brief survey to compare your front and backend numbers against all the other companies canvassing in order to establish a benchmark measurement. The real purpose of the exercise was to flush out a trend I see all too often. It’s something I’m aware […]
Read more...The Validation – Part 4
The Validation Last month I outlined the Call-in at the homeowner’s front door to verify the information and appointment with the home office. I realized after doing so there might be some confusion regarding the differentiation between the Call-in, The Validation and The Confiramtion. This month I hope to give that clarity and focus on […]
Read more...The Appointment Reminder – The Backside – Part 4
The Call-In The Call-In is conducted at the end of the presentation, after booking the appointment and going over with the homeowner the appointment reminder and incentives. This is where the canvasser will call in, while still at the homeowner’s front door, to speak with the office to confirm the appointment. Unless the appointment is […]
Read more...The Appointment Reminder – The Backside – Part 3
The Perception Changer As you learned in the earlier article, when a canvasser knocks on 30 doors per hour you should expect at least 1 lead per hour from that canvasser. And if 40%-60% of the appointments generated by those leads fall-out between the appointment set and confirmation stage, what then can you do to […]
Read more...The Appointment Reminder
The Warm Down When the canvasser walked up to and knocked on the homeowner’s door they were not expecting the canvasser, or the opportunity he would present. Yes they may have thought, even talked about, the need for what the canvasser was talking about, but they were not expecting him or her at that moment […]
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