Lead By Example A powerful component of my onsite coaching is the time I spend with a canvasser between doors. The coaching that takes place in that short time is invaluable. It’s training in real time. We can talk about what just took place at the door and I can reinforce the positive aspects of […]
Read more...The Cut-Off
Last month I talked about the ideal canvassing situation, but also mentioned there’s a lot of moving parts to a good introduction. One of those is how to handle getting cut-off by the homeowner so you can move your presentation to the next level. When the homeowner opens the door and sees your canvasser, their instinctive […]
Read more...Getting Doors Opened & Getting Leads
It’s a beautiful sunny day, you walk up and knock on the first front door and the homeowner opens the door with a bright smile on her face and you present a flawlessly scripted introduction and she gladly schedules an appointment for a demonstration for your product or service. Wake UP! That’s how it may […]
Read more...How to handle “No Solicitation” when you expect it.
“No Soliciting!” Those two words can send fear down the spine of a young or inexperienced canvasser; it can cause instant paralysis and long-term paranoia. A homeowner shuttering those words can carry the perceived underlying tones of impropriety, or worse yet, even “breaking the law.” The fear of this objection is easily overcome with knowledge and scripting. Once your […]
Read more...How to handle “No Solicitation” when you don’t expect it.
Last month in my newsletter “Canvassing Insider” I showed you how to handle the homeowner’s objection that “There’s no solicitation in my neighborhood.” Based on Wikipedia’s definition of solicitation (complete definition in last month’s newsletter) “It is the action or instance of soliciting; petitioning; or a proposal.” By the very definition it implies the exchange of money. […]
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