From Door Knocking to Selling Over the Phone
Talk With The Video
Summary
- I had a buddy in solar, doing $100 million a year with a 50-person door-knocking team.
- I suggested he sell over the phone to make more money and make the process easier.
- The best closers could do 15 sales a day over the phone, versus three sales a week door-to-door.
- He started funneling traffic to a phone system and took all the calls himself to figure it out.
- Once he figured it out, he handed it off to his team.
- When COVID hit, the switch to phone sales paid off, and he made $250 million the next year.
Video
How To Take Action
I would suggest implementing low-cost, high-value changes in your processes. Here are some steps:
Shift to Phone Sales
- Use the Phone: If your business relies on in-person sales, consider switching to phone sales. It's quicker and allows you to reach more prospects without travel.
- Funnel Traffic: Redirect your leads to a phone system instead of physical meetings. This will save time and increase efficiency.
- Lead from the Front: Take some of the calls yourself to understand the process and identify any challenges. This hands-on approach will make it easier for you to train your team later.
Optimize Your Team's Efforts
- Train Closers: Once you’ve figured out the phone sales process, teach your best closers. They can potentially handle many more sales calls per day compared to in-person visits.
- Scale Efficiently: By moving sales to the phone, you remove the physical limitations of your best salespeople, allowing them to be more productive.
Preparation for Scaling
- Document the Process: While figuring out the phone sales, document the steps, scripts, and common objections. This makes it easier to train others.
- Use Technology: Implement a simple CRM to manage leads and calls. There are many low-cost options that can handle this efficiently.
Resilience in a Crisis
- Be Adaptive: This strategy isn't just about increasing efficiency. It's also about being resilient. In case of unexpected events like COVID, your business can continue without face-to-face interactions.
By making these small changes, you can drastically improve efficiency and be better prepared for future challenges.
