Not knocking it!

I physically prospect my farm area three times a week.  It takes me about an hour and a half to deliver 100 postcards to 100 front doors.  I speak to anyone in their yards, anyone walking a dog, or getting into or out of their car.  I have an opening phrase I have used, while true; it still brings a smile to their face.  “My wife suggested a crazy New Year’s Resolution for me this year,” I start.  I wait to see if I have them engaged, usually I do, people are curious.  “Yeah she said I should walk in each of the neighborhoods (here I insert their neighborhood name) and speak to every person.”  At this point I lean in and ask, “Can I count you off my list?”  This always draws a smile and some relief that I am not going to try to close them on some sale right then and there.

Nope, I am not “always closing”.  In this first encounter all I want is to hand them the card that allows them to call me for a free estimate of their home.  I want them to have a good feeling when they see me.  I want them to know I am not going to push my agenda, but help with theirs.

At that point I begin to move on to the next house to allow them to get on with their activities.  When the 40% of them stop me to ask another question I will stay with them as long as they like.  In a typical day I will be invited into at least one home to see what they have done with it.  Somewhere along the way I ask all of them the question, “does it bother you when someone you don’t know comes and knocks on your door to sell you something?” 100% of the time people say yes, and that is why I will never knock on doors unless I have alerted the prospect to my doing do.

My second postcard goes to this house in about a month and a half. This card is double sided and invites the prospect to join the FaceBook Fan Page I have created for this area.

On that card I hand write that I will be back on the next Saturday to deliver one of my business cards in person and that I hope to meet them. There I have said I will knock on their door.  On the appointed Saturday I arrive with a card and most people are ok with me knocking.  I ask them if they have any questions about their neighborhood, their own house values, or anything else they want to know.  I keep in mind my motto, “it is always about you”.  I know this process fly’s in the face of what Power Farming trainers suggest.  But what I have found out is that their approach does more damage then good in the long run.   This is why I adamantly say, “I am not knocking it.”  Do what you think will work for you, but pay attention to the responses you are getting and you will get more positive responses.