Most salespeople have no idea where they are going, whom they are going to see, or what they will say when they get there...actually they should have stayed in bed...they have wasted a day off!

Just imagine you have just been given the task of building a house. You have the parcel of land to start with. You also have brick and mortar, lumber and nails, and all the proper tools needed to construct the dwelling, what is the one thing that you will need to complete the task?

The Blue Print

 

Has anyone here ever had to work with blue prints?

What if you had to build something without the aid of blue prints?

What do you think you would end up with?

 

Without a proper plan to guide you through your day you will find yourself at the end of the month trying to figure out why you did not reach your goals. Failure to plan is planning to fail.

Here is a step by step approach to planning your daily activity. This is just one idea out of one hundred that can be used. It is important that each of you begin each day with a plan of action that will get you in front of the people.

You want to get in front of as many people as you can whether your expertise lies in commercial canvassing, residential canvassing or using the telephone.

First you will need to break your day in to three categories:

The following plan will give you the direction that you need daily to achieve your monthly goals.

 

         These businesses are open between 7:00 am and 8:00 is.

     Approximately 80% of these businesses do not have protection.

80% of this business have office equipment consisting of computers, fax machines, and copiers.

You can call on these businesses without the interruption of incoming customers. You can contact a large number of businesses in a short period of time.

You have personal contact with secretaries, employees, and managers for protecting their home as well as the business.

 

         Most retail shops are small, individually owned, businesses.

         These businesses are open from 10:00am to 9:00pm.

         You can make more contacts in a strip center than in any other business area.

You can have personal contact with store employees for securing their home. Beat the heat, these shops are usually air-conditioned.

Businesses need our protection not only to protect their property but more importantly to give "peace of mind" to the employees.

      These professionals need to protect their valuable records.

      Money is in most cases no objection.

      Good prospects for both business and home.

         Restaurants

         Automotive Shops

         Dry Cleaners

         Consignment Shops

    Restaurants are prime robbery targets, Do not call on between l l:00am & 2:00pm.

A security system offers a tremendous service not only the business but for the customer's property as well.

Business to Business canvassing is a productive approach to prospecting and can

be done from 8:00 am until .....

 

Target areas that will have an awareness of crime. Look for new construction, nicer areas located near low-income housing, and condensed tract housing developments. This time should be used to leave a brochure at every house. The objective is to leave the brochure and to contact the homeowner that evening in person or by telemarketing.

Setting-up Agents:

Real Estate Agents

Commercial Leasing Agents

Glass Companies

Insurance Brokers

Neighborhood Watch Captains

Locksmiths

Sign Companies

        Agents are contacts who will refer prospective customer to you.

        Work Smart! These people are working for you.

        You should set-up fifteen agents per month.

        This time of day can be used to contact businesses by telephone.

                Each day set aside 1hour minimum for quality phone time.

Each day: 20 phone calls, 20 business people and 30 homeowners. Each day: 50% of your effort for that day: People, Appointments, Presentation.

         With Businesses: For the store, the home, the employees and whom do you know?

         With the Homeowners: Who do you know?

         With Business, use logic...Homeowners, use emotion.

On telemarketing leads go 30 minutes before and Brochure a minimum of 10 homes.

         With your install, Brochure at least one street.

         If burglary then Brochure all streets surrounding.

         What about those people you have bought insurance from.

You need to set three (3) appointments each day, this will generate at least one (l) sale per day over a period of time, which over a month is 24. Do not go more than two days without a sale.

Pick an area that is close to your home and work it each day. Follow up is paramount! You must follow up with the area by calling it yourself and returning to the are and canvassing over and over. Remember it does very little good to canvass and area and never go back or call back.

9am Start each day by calling on businesses.

1:30pm Go to one area and canvass 30-45 homes.

3:30pm Go to another area and canvass an additional 30-45 homes.

5:00pm Get on phone with cold calling or calling in area that you canvassed the previous day.

The area that you canvass one day at 1:30, go back within two (2) days between 4:00 5:30pm you will find many people home.

Set a goal to have three (3) appointments for presentations each day: One afternoon or morning and one at 6:00 and 8:00.

Saturday is the perfect day to canvass. If you do not have an appointment, be in the neighborhood from 10:30 - 3:50 setting your appointments for the following week.

Pick a strip shopping center with a high concentration of businesses, and a high crime rate.

Work every door in the center. Do not skip a door because of no soliciting decals, or because of competitive security system decals, or empty lease space.

You are not soliciting, you are conducting a security survey or you are introducing yourself. Security decals can be old ones from two tenants ago, or they might be dissatisfied with their present security company, or they may want to save money on monitoring, or someone there may need one for home or they may want our paging feature or some other new system feature.

Empty lease spaces -- Leave Brochure on the doer. You are going by here anyway and someone will be looking at or leasing the space eventually. Write down the leasing company’s number, call and set up the agent as a referral agent for you.

Go in with - VERY FRIENDLY - And POSITIVE ATTITUDE! Have fun with your cold calling. Talk to anyone and everyone there about systems for their homes. Ask if they have a friend or a relative that they have been thinking about protecting, or if they know someone who is thinking about security for the home or business.

    Set appointments! NO APPOINTNIENTS, NO SALES!

    Close on the spot if possible.

Get business cards and rate interest level on the back of the card upon leaving with a 1 - 3 scale, 3 being the highest interest level.

Pick an area with a high need level due to crime in the vicinity. Pick an area with an income level that can afford a system.

Once you have targeted a good area, pick a time for canvassing, where you can see the most people in the lease amount of time.

Retired area -- Daytime

Working area -- 4 - 7pm

DRESS PROFESSIONALLY WEAR YOUR BADGE!

Work in pairs or team for the best results:

The reason you are in the neighborhood is your concern for the people's lives and

property, the high crime rate and to inform the neighborhood of things they can do to

protect their lives and property.

Get names, phone numbers and set appointments. No appointments, NO SALES!

Close on the spot if possible.

Prioritize leads generated from canvassing and follow up within 24 to 48 hours of the initial contact.

 

Residential Canvassing Script

Good Morning/Afternoon! I have been talking with quite a few of your neighborhood this past week due to some of the recent crime activity in your neighborhood and I believe this may interest you also.

My name is ., and I am Security Consultant with Armor Security, A Protection One Authorized Dealer. Protection One And SRP, you know the power company? Have teamed up to present a very special security program in your neighborhood. We are prepared to install a state-of-the-art security system in your home for just a small connection fee and monitor it for less than a dollar a day. AND FOR A LIMITED TIME WE ARE WAIVING THE CONNECTION FEE.

Your security system, will be monitored to protect you from burglary, fire, accidental emergencies and even forced entry, 24 hours a day

Now, I am not here to conduct business with you at this time. All I am doing today is simply setting up times when I can come back by and demonstrate how the system works and answer any questions you have. As I have already done with some of your other neighbors.

If you have ever considered protection for your home and family, and I am sure you have, now is the ideal time to save a tremendous amount of money. I have time available on____________ or_________________ Which would be best day for you and your Husband/Wife?

Day-time or evening? (Daytime anytime, evening 6:00pm or 8:00pm....) Great, I am sure you will find the time very well spent.

 

 

 

HOW TO CANVASS

Welcome to the wonderful world of canvassing. There are two types of canvassers. Those who are good at it and those who are not. What separates the two? Generally speaking those that love to canvass are people who derive financial and emotional benefits from doing so.

Typically people that are successful canvassers are those people who have developed activity knowledge. They know where to go. How to act, and what to say. Unsuccessful canvassers are simply people who do not know what they are doing. No one likes to beat their head against a wall, therefore it is natural that a person in this position would not get that excited about doing something that did not make them feel good, or put money in their pocket. However, if your intentions are to become a professional salesperson it would certainly be in your best interests to develop the necessary. canvassing skills.

The business world opens its arms to the proven canvasser. Why? Because they are producers! The long term benefits derived from consistently canvassing are many. You have the opportunity to come face to face with more people in one day than many salespeople see in one month.

Your subconscious mind begins to read these people based on their body language and response. This enhances your ability to read people instantly by recognizing subtle characteristics. The synergistic effect on your performance in a sales presentation

Occurs naturally.

The following is a step by step formula for canvassing that will guarantee your success in canvassing for security appointments. This formula has been tried and proven again and again. Read it...think about it... USE IT!

 

1. Learn the Script

Memorize the script provided word-for-word. Have it down pat so that you do not have to think about it. Make it come to life each time you give it. Use emphasis, hesitation, and modulation. Nothing could be more boring than listening to someone who sounds like a machine. Knowing your material makes you very confident and that confidence is transmitted to your prospect. Interruptions by you prospect may sidetrack you. by they never derail; you completely. Why? Because you have gotten your act together!

2. Know when to Prospect

Although it's just common sense, you would be amazed at how many people expend time and energy at the most unproductive times. If you are going to canvass residentially, your most effective time is spent when you have the best chance of confronting both the husband and wife at home. Although it may vary based on geography, work schedules, and traffic the following times generally offer the best opportunity.

 

Prime Time

Monday through Thursday 5:00 PM to 8:00 PM Saturday 9:30AM to 12:00PM.

(Friday was intentionally left out, in that experience has shown a lot of people are out for the evening. Why burn up good territory?)

 

Second best Times

Monday through Friday 9:00AM to l l:00AM (In the event only one party works outside the home)

Friday 5:00PM to 8:00PM and Saturday 3:00PM to 7:00PM.

(Mid-morning and mid-afternoon are acceptable if you are working a retirement area)

 

Bad Times

Before 9:00AM on Weekdays or after 8:00PM.

Before 9:30AM on Saturday

Inappropriate holidays such as Christmas

When you are sick

(By the way: It's O.K. to work in the rain providing you have an umbrella. People respect a person with that type of work ethics and commitment)

These are guidelines. Use your best judgment.

3. Know where to Prospect

Keep in mind what you are selling and who your most likely customer would be. Obviously we sell a product that everyone needs. At our price anyone can certainly afford the product. However, common sense dictates that some areas will yield better results than others. Drive or scout your territory well in advance. Do not spend prime canvass time searching for territory. Set aside a specific time each week to drive and outline your area for the entire week. Knock on a couple of doors when possible. Get a feel for the problems in the area and the degree of concern. Find out who your competition is. Determine if the homes are pre-wired, Etc. You will also find yourself more relaxed and confident starting into the week with your game plan laid out.

The most lucrative residential area for canvassing is new housing. (Keep your eyes open for those flags waving around a new development) The newer the area the better. These people are your best prospects because the new homeowner on average has five to eight times more to spend. They also feel more insecure because they do not know the new neighbors, the area, or the problems locally. They rely on the information you give them.

High crime areas are good providing the income level is keeping with the general profile of our customers. Some areas may have serious problems. However, they must still have the ability to pay the monitoring. Always keep in mind what is in the best interests of your company. Use your discretion.

Do not burn good turf. Log what transpires at each door. This will allow you to follow up on the people that were not home, as well as come back in a timely manner to those homes that were brand new and still unoccupied. This information will also assist our telemarketing department to set appointments in the areas you are targeting which will in turn save you time and money.

There are certain physical actions to keep in mind while canvassing, always have a smile for Someone you pass on the street. You may be knocking on their door in the next few minutes

When you ring the doorbell step back (5 to 10 feet) and keep yourself outside to the so-called protective zone. The homeowner must feel when answering the door that you are sufficiently far enough away, that in the event you were a intruder and they needed to protect themselves by slamming their door, they could do so before you could reach them. Very, very important,

Please remember: Always determines the objectives you are trying to accomplish with each activity you perform. This simply means that when you are canvassing your objective is not to sell security systems. Your objective is to set appointments. By keeping this in mind it will help control your conversation. Do not get off-track and start telling the prospect all about the equipment, prices etc.

Let them know you will be able to answer their questions in about a 30 minute's time span in the privacy of their home. This way you do not waste valuable canvass time. Remember your objective is to set as many appointments as you possibly can in the shortest amount of time.

You’ll typically find that the hardest appointment to set each day is the first one. After setting the first one you will usually get two or three more quickly. Why? People follow the leader. If their neighbor set an appointment, they want an appointment. Make sure you let them now everyone on the their street that has set an appointment, regardless of how many. This would require a small change in your introduction:

Change (door opens) Good (morning, evening) I was just taking care of your neighbors, Mr. and Ms Jones, Mr. and Ms Walinski, Mr. and Ms Hanson, Bob and Tami Miller across the street and I believe this will interest you also.

(The more you name the better your chances. They do not want to be left out.)

It is natural that some of your prospects are going to have questions or objections from time to time. How you handle them will have a major impact on your performance. Do not make the mistake of thinking that just because your prospect asks a question they are saying no to your proposal. Some people ask questions to obtain information. Therefore do not over react or get overly excited when this takes place. Just answer the questions logically and move on. When the prospect interrupts you to ask a question, if it is not in your best interests to answer the question at that time, simply say," I am glad you asked that! I'll answer that is just a moment. This allows you to stay on track, by responding with, I am glad you asked that", make s them think that your answer is going to please them.

When your prospect has a question or an objection always remembers: You can not drop a thought or idea in a closed mind. You must first open their mind. The easiest way to accomplish this is by either agreeing with them or complimenting them.

 

Question "What if nobody hears the siren go off?"

Statement: "My dog will take care of anybody!"

The following are some typical questions arid objectives you will hear from time to time. We’ll be adding to this list from time to time. Please share with us any particular questions you are experiencing as well as responses that have proven affective.

Response: I run into this quite often. What we typically like to do when both parties are not home is set up a tentative appointment and I will call you back to confirm that the time and date are convenient for both of you.

Response: "it might be even better if we could get him to the front door and I’ll cover the information again."( you must try to see him face-to-face or 9 times out of 10 she will come back and say, "oh, he was not interested." It is similar to seeing a one-leggier.)

Response: "it varies dependent upon the equipment and payment plan selected, but you’ll find us extremely competitive." (if they press you then give them a price range.)

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