Door to Door Sales Scripts and Techniques

Discussion in 'Business Operations' started by dsmrolla06, Feb 24, 2006.

  1. dsmrolla06

    dsmrolla06 LawnSite Senior Member
    Messages: 305

    Im going to be starting door to door sales following the example of my fert partner. The number he got seemed pretty good. Hed get yeses for 15% of the houses for free estimates and close on about 40% of them.

    I need to implement a sales script for my company and touch on benefits of having me as the lawn company. It would also be great if you could give me some good sales techniques for me to pass on to my employees.

    My company is structered as that of justmowits, flat rate mowing by gross sq. footage.

    If anyone has any suggestions or ideas itd be great. I always try to get as many point of views as possible. Thanks
  2. mastercare

    mastercare LawnSite Senior Member
    Messages: 289

    I think the best approach is keeping it short. For starters you need to hit as many houses as you can.

    Think about those phone calls you get during dinner.... "hi sir, my name is xx Jones.....the reason I'm calling today is ....blah blah blah blah. At that point you've already tuned them out. If they're going to say no, there's not much you can do. I usually only really get into my pitch when they sound interested.

    My pitch is very simple. "My name is Dan, the owner of Master Care Lawnscape, and we do quite a bit of work in this neighborhood. We're expanding our business this year and I just wanted to stop and see if you'd be interested in a free quote while I'm here."

    You will get one of 3 things.....

    1. No
    2. Sure, give me a quote
    3. Questions.....this is what you want.

    If they start asking questions, they're generally interested. This is where you take the time to shine and tell them all the great things you offer. Others won't ask questions until they see a price.

    When someone tells me no, I have a follow-up response. "even though you're not interested now, let me leave my card with you anyways. We are one of the only companies in this town that offers vacation cuts. If you're planning on taking a vacation this summer, give us a call and we'll take care of your lawn while you're gone. Oh, by the way, we do a lot more than just cutting lawns. Flip my card over, and you'll see a list of services we offer. Thanks for your time, and give us a call if we can do anything to help you out."

    I've actually gotten just as much business from my "No" responses as I do the yes'! When these people call for vacation cuts I ask how long they'll be gone for. IF they say 2 weeks, tell them you'd be happy to cut their lawn but you have a three week minimum for vacation cuts. I usually jack up the prices about 30% too. By the time they get back from vacation, and you finish up your "3 cut minimum" they haven't cut their lawn in almost a month, and they probably love it! After your last cut send them a note thanking them for their business, and again remind them of the other services you offer. I usually throw in an extra note that says:

    "If you continue weekly service for the remainder of the season, we will only charge you $xx per cut, and we will credit you the difference you've already "over-paid" for the vacation cuts."

    Just some has worked for me.
    JoePro likes this.
  3. mowing4cash

    mowing4cash LawnSite Member
    from us
    Messages: 198

    Sounds like it would work.
    Posted via Mobile Device

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