A Blank Canvas!

"Life is a great big canvas; throw all the paint you can at it." Danny Kaye   Case Study #3 - When I was a young child, we had a man that was always in our neighborhood that we called "Mr. Charlie".  He was a white man in a yellow VW bug walking around every week in an all black neighborhood (It was 1973...that matters).    I didn't know what he did, but like clockwork, he was there every week.  Some of the folks he saw would give him food and they would talk and laugh for a few minutes.    Most times, he was in a polo type shirt, especially in the hot summer months. There was a distinct occasion, I remember he wore a white short-sleeved shirt with a black tie.    He was going to the house of someone who has just died.  I saw him hug our next door neighbor as she cried over losing her son.    Funny what you remember as a child.    15 years later when I first got my insurance license I realized that Mr. Charlie was a debit insurance agent.  He would collect small premiums and when necessary...deliver the policy checks to those that were grieving.    I know that most of the people he sold did not hear about him from television (they didn't have them!)...or direct mail (some of them couldn't read - I know, I used to read their mail to them!)...    No...they heard about and "took out" insurance because Mr. Charlie was the "feet on the street"...canvassing.  Those folks who received a $2,500 or $5,000 check would tell you that Mr. Charlie prospecting, canvassing, selling and servicing made a difference in their life.  They would tell you that...    IT WORKS!     A Few More Pointers For Effective Canvassing    Make an introduction not an interrogation.  In the first moments, you should spend your time letting them know about you and your services.  A rapid fire series of questions trying to qualify them will likely be met with objections. Have literature.  While the goal is to set an appointment or do a demonstration, if they ask for a card or literature, provide it.  It will make you look more professional and who knows...they may call you! Get a phone number.  If they say "give me your card and let me get back to you", ask if they mind you calling them at a specific time.  The more you can do to solidify next step, the stronger the connection. Use focused time blocks.  Pick a dedicated time to canvas, such as 3 hour blocks twice a week.  Once you create a plan...stick with it! Set an appointment.  Resist the urge to sell in an environment that is not conducive.  If the grandkids are there or if customers are present, they are likely distracted. Set a firm date and time to present your product.  Have a script but don't be married to it.  A live conversation is more dynamic than telemarketing.  You need a script to stay on track but you must be ready for real time adjustments.  Be quick on your feet and ready to react! Measure, Monitor and Manage results.  How many doors or businesses did you visit? How many people did you talk to...how many set up appointments or were sold?  Knowing how effective you are will build confidence or allow for refinement. Make a goal. Set a target and objective for what you want to get out of the exercise.  Formulate how many contacts you need to make weekly to generate a certain number of sales.  The tactics must align with the target!       I hope the last few days have given you a fresh perspective on an activity that might be the difference maker in jumpstarting your business.   Canvassing is the cornerstone of how modern day marketing began...it might work for you.  Suspend judgment and look at this exercise as...   A Blank Canvas!   Until tomorrow, I wish you Money, Power, Success!