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What is Canvassing in Sales?
Sales Canvassing is the term used to describe the very first approach of a company’s salesperson with a new potential customer who is unaware of the product/service you provide. Every business has its own sales canvassing strategy like cold calling, emails, door-to-door marketing, etc based on the kind of product/service they provide. Sales canvassers are the people who do this work in a pre-planned manner based on the sales canvassing strategy developed by their business. In this blog, we are going to discuss how you can improve your sales canvassing to have better coverage, i.e better and wider reach.
Tips to Ace Sales Canvassing
- The term Canvassing brings a picture of a politician’s campaign speech during elections to your mind, right? What they will do? They highlight their party’s past achievements and future plans. The same you need to do as a sales canvasser. Highlight your product features and explain how they will help to solve the customer problems.
- Be prepared. Always rehearse your pitch and make necessary changes. Get, set, then go!
- Carry necessary documents that help your canvassing. Be it a pamphlet, brochure, or any other information which elevates or proves the product’s performance.
- Don’t use jargon, instead try to convey your message in simple terms.
- Keep the conversation live and interactive. Research about the customer before you approach, answer their questions and explain the product in a gripping manner.
9 Sales Canvassing Ideas for Better Coverage
Set realistic goals
For any small work process, setting goals plays a crucial role. So for sales canvassing too, you need to set proper, realistic goals and an action plan to achieve them. For example, if you set your target as 50 prospects to be reached in a day in person, prepare a list of 100 people so that if someone is not available on that day you can reach out to the next one in the same locality.
Identify the right audience
As a sales canvasser, you need to be very sure of the prospect’s potential before you approach them. Every minute wasted on the wrong person you meet might end up draining your energy and time. So do the background research well in advance.In the Lystloc app, you can save your potential leads details and use it whenever required.
Have a precise script
For an instance, you are going to approach a prospect. For him/her, you are a stranger standing at their door. Everyone may not be welcoming and give you abundant time for talking. So, have a clear and precise canvassing script with the necessary details only.
Use the right sales app
Using the right sales app saves your time and increases your productivity. The features like saving your lead details, updating the status of each meeting with task management, uploading documents, and marking location-based attendance on the go are the highlights of the Lystloc app making it the best choice for you.
Patience is the key
Sales canvassing may be backbreaking sometimes. Whatever method you are using, you need to maintain your patience. Who knows, you may get a response in a day, a week, a month, or even after a year. But all you need to do is keep trying your best.
Stay motivated
Studies show that 80% of the sales are made on the 5th to 12th contact with the customer. You will get a mix of responses in door-to-door canvassing – some are welcoming and positive, some may be rude, some may give a good reference, and so on. Hence, stay motivated in the process.
Keep the documents handy
Prepare and keep all the required supporting documents handy while doing sales canvassing. People will pay more attention to visual representation than speech. Advertisement copy, brochures, and charts to explain your product’s success rates will give a boost to the pitch.
Plan the route for the day
Having a route plan for in-person canvassing is vital. Lystloc app helps you with real-time location intelligence in guiding you to the customer places through the shortest distance. The locations are more accurate and you can travel to your customers’ locations easily without any confusion. Planning the territory which you are going to cover in a day saves your time and energy.
Never forget the follow-ups
There is a statistic that 48% of salespeople never follow up with the prospect after the initial discussion. Never underestimate the power of follow-ups in sales. Some people take more time to make decisions and there are circumstances where a person may need your product or service after a certain time. In all these cases, follow-ups will help you to get the deals.
Endnotes
Canvassing may be an old-school way of sales, but it continues its legacy till today. If done in the right way, sales canvassing yields fruitful results. Follow the sales canvassing tips mentioned above to make the most use of them. Precise, actionable words possess the power to persuade the prospects whether it is an email or a call, or an in-person meeting. Also, record the outputs of every meeting in a sales Location intelligence app like Lystloc to refer to in the future for follow-ups. Through canvassing, a salesperson will gain experience and confidence by speaking to different people and the business will get more deals and revenue.
