There’s no question that online sales have exploded. Last year, 244 million people made an online purchase, and that number is expected to reach 270 million by 2020. But at the same time, 60 percent of people feel more comfortable engaging offline. Although it seems like we’re moving toward a digital-only world, there’s no replacement for human connection and relationship building.
While it’s less common to see a salesperson knocking on your door these days, many companies are still finding success with this strategy. Making door-to-door sales does have some unique benefits, and being successful at it requires a certain set of useful skills. Whether you’re selling a product, service or idea, every business can learn valuable lessons from traditional salespeople. Here are four tips to consider:
Know When to Move On
There comes a point when you’re just wasting time—both yours and your prospect’s. Time is valuable, and sometimes it’s more valuable than making a sale. When pursuing someone, give yourself a time limit and stick to it. And, learn to read the signs and cut the interaction off when it’s going nowhere.
Make Your Call-to-Action Quick and Easy
Tell your prospect exactly what you want them to do, and make sure they do it now, while you have their attention. Even if they can’t meet your ultimate goal right away, at least have them take a step in the right direction. Make the process as simple and transparent as possible.
Know What You’re Selling, Inside and Out
If you’re feeling doubtful or if your elevator pitch is unprepared, your prospect will pick up on it. Preparation will improve your confidence, making the sale less intimidating. Take the time to research your audience and anticipate their questions and reactions as well.
Take Rejection in Stride
Rejection will happen; there’s no getting around it. It’s your reaction to it that will make all the difference. No sales attempt is a complete waste of time, because each one gives you more experience and practice. Sometimes, a quick rejection can actually be beneficial, because it frees up more time to focus on other projects and prospects.
Talking to a prospect face-to-face may seem antiquated in the digital age. But regardless of whether you’re selling Tupperware or legal services, don’t forget how powerful relationship building can be.