Which Lead Is More Valuable, A Cold Call Or A Referral? Many people would argue that canvassing for leads is a cold calling process. But what if you could turn that cold call into a warm call? If you walked up to a stranger’s door with a referral from a neighbor you’re more likely to […]
Read more...Closing for the appointment – Part 2
Yes Response In August’s newsletter I went through the introduction script, in September I addressed the “transition question” and last month we discussed how to handle a prospect’s “NO” response to the transition question, “No problem, can I ask you a question? Have you ever had an estimate before?” This month I’ll outline how to […]
Read more...Recruiting – MySpace
The are a number of social networking sites available on the Internet you can tapped into an find potential canvassing recruits. These sites allow you to identify a group of potential people based on a variety of criteria such as age, gender, race, educational background and work experience. This saves countless hours fielding phone calls […]
Read more...Closing for the appointment
In August I outlined the introduction script to the prospect at the front door. As a canvasser approaches a home they take inventory of the house; assessing what is needed, based on what can be seen and/or what’s been learned from other homeowners in the neighborhood. In last month’s newsletter I walked you through the […]
Read more...Transition past resistance
The Sale Begins With The First No When you walk into a retail store and you’re approach by the sales person, they ask, “May I help you”. The conditioned response is generally, “No I’m just looking”. The same thing happens at the front door when a canvasser intrudes upon the homeowner’s time, their response is […]
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