Making Door Knocking NOT Suck? 3 Mindset Shifts To Make it Easy and Fun For D2D Roofing Sales

Hey, in this video, I'm going to be teaching you three mindset shifts that are going to help you make door knocking not suck any longer. Because the reality is the fear of knocking doors, the lack of confidence from not knocking doors, or the inactivity of saying, I'm afraid of it so I won't knock doors is the number one reason that people don't last in the industry. It's a high turnover, and it's the reason that they don't make as many sales as they should or as many sales as they counted on. And it's an income killer. So using the three mindset channels that I'm going to be teaching you in this video, it's going to change how you approach the doors, boost your confidence, and believe it or not, make door knocking fun and easy. And I know that's a crazy claim. People are saying, adam, how could door knocking be fun? I heard it straight from Adam Jones, who I interviewed on the channel not too long ago, and he shared with me how when he had these mindset shifts, he started to experience having fun at the doors, and it truly was easy for him. Now, this video was directly inspired by you, and I want to thank you for that. I've been getting tons of emails, Instagram Messages, Facebook messages, LinkedIn messages, and YouTube comments, and people saying, adam, I love the industry. I love the opportunity. I'm incredibly excited, but I just can't get out of my own head. I'm afraid of the door. So I don't do it. Or I drive out to the job site, excuse me, to my neighborhood, and I just don't get out of the truck or the car, and I just don't knock doors. And I do everything I can to not knock doors. And it doesn't matter if you're brand new or a seasoned pro, if you're storming retail. We all have battled with this at some point until we make these mindset shifts. So right before we jump in, I want to welcome you. If you're new here, my name is Adam Bensman, the roof strategist, and everything I teach here in these videos, on a podcast and in my products and services are designed to help you develop personal sales strategies to smash your income goal. In order to do that, we got to have these mindset shifts to conquer our own fear. So let's talk about this. What are the three mindset shifts? And then I'm going to give you some tactics to use in the field. Three mindset shifts that are going to help make door knocking not Suck. Because the reality is our number one enemy in sales is in between our ears. It is our own mind, our own head which leads us to mindset shift number one. And that is this. Sales is personal development in disguise. Now what do I mean by that? When we end up in sales, our job is to become a new version of us. We are faced with new scenarios, we are faced with new obstacles, we are faced with new challenges. We are faced with learning how to communicate clearly. We are faced with rejection and all these unpleasant things. And our job is to embrace the fact that sales is truly personal development in disguise. And I want you to think of it like this. You are one strategy away from your next big breakthrough. What is it for you now? For many people at either the start of season or if they're brand new owners and managers, listen up because this is what's going on in your new sales reps. Minds is making their first sale. It's the fear of the door. It's having good interactions. So they can then do what? Get on more roofs and then from there get invited to the kitchen table. And then the strategy to then close the deal and then the strategy to turn that one sale into as many as possible. Right? So we're always that one strategy away. And for most, the first one to overcome. The biggest obstacle for any new salespeople watching is embracing this mindset. Now if you're not, and I'm not saying it's easy, I'm not saying it's fun all the time, because frankly it ain't fun all the time. But neither is trying to lose weight, get fit or do anything that's worth having. And I'm a firm believer that anything worth having is not easy to get, otherwise everybody would have it. So if you're not willing to embrace the fact that sales is personal development in disguise, I encourage you to find a different way to make some money. Because it ain't going to be easy. So embrace this. Are you ready? Did you embrace this? Sales, personal development in disguise. I need to learn new skills, learn how to communicate clear even better. Same goes for me. We need to learn how to face rejection and obstacles and uncomfortable situations in a new way that most people never have and never will need to encounter. Sales is not easy, especially door to door sales. So mindset shift number one, embrace the fact that sales is personal development in disguise. Mindset shift number two for door knocking. When we think of door knocking, what's kind of. I don't agree with the approach that so many people teach. Like show up, knock the door, go for an inspection. Not everyone needs an inspection. We don't know, okay, many people need an inspection, but it's not what they want and it's not what they think they need. So we need to get into the mind of the customer and what happens when we're going out knocking doors, when we're just slamming them, slamming them, slam them. Homeowners feel like they have a target on their back. And by the way, I talk to people very frequently and I was on the phone just yesterday with three different companies and they all said, you know, I've talked to these other companies and I felt like I was being sold just because I didn't have it, not because I needed it. And this is what's going on with your customers. And when they feel that right away at the door, that's the resistance. And if you feel like you're doing it, chances you are doing that. So the mindset shift that I want you to take is to go from feeling like you're selling at the door to this to starting a conversation. It's very easy. And I'm going to be sharing a little bit about my slap canvassing formula. But for starters, I want you to think about what that means to you. I'll share what it means to me. And actually, I'm going to tell you a story. This whole concept of starting a conversation I learned on accident. I started off in sales late on a storm. I didn't know where to go. I went to ground zero. I got my teeth kicked in. I faced rejection in a big way, same as many of you probably have. So I found for me the easier sales that I made, the sales where my customers really enjoyed the process and liked me, that was through starting a conversation. I'd catch them mowing the lawn, washing the boat or the car or gardening. And I'd walk up and I'd start a conversation. It was small talk. Hey. Oh, beautiful garden, by the way. My wife and I, we have this 40 by 20 plot. Is that zucchini you're growing? And all of a sudden I just started some small talk. I broke the ice. And then I'd let him know why I was there. I was like, you know what, the reason I'm stopping by, sorry to interrupt the gardening. I know it's precious time. I just left Peggy's house. We actually are doing her roof today. And I'm stopping by is I just wanted to ask you how this process has been for you. And then while this soon to be customer is gardening we simply started a conversation. And then she told me, oh, that process, you know, what are you talking about? And then I realized she didn't even know she had damage. She didn't have anyone up on her roof. So I could guide the conversation. So as this is occurring, one night, it's four in the morning, no joke, four in the morning, I shoot out of bed and it hit me like a ton of bricks. I'm like, wow. I run into my office, I jump on my big whiteboard. I have a six foot whiteboard and I write these letters, slap. Many of you know what the slap formula is? This is my canvassing formula. Works for door to door sales. It works for cold calling. S. Say hi, break the ice. Hey, my name's Adam. And again, beautiful garden, beautiful boat, whatever it is. So we're breaking the ice, starting the conversation about what's relevant, what matters to them. I can see there's a Green Bay Packer flag flying. There's a boat in the driveway, a Ford Raptor, an old Mustang. They've got a dachshund or whatever the dog's name is, or breed, right? So whatever it is, I'm going to break the ice then. L. I'm going to let them know why I'm there and I'm going to make it very relevant to their neighborhood, to why I'm on their street. And by the way, this works for every single scenario. Storm, retail and everything in between. The reason I'm stopping by is we just did Peggy's roof last week. Here's another one. The reason I'm stopping by. I just talked to John over there. He actually didn't even realize he had damage from some storms this year. And he's pursuing with an insurance claim because it's that bad. Okay, here's another one. Hey, Kelly's house down the street. You know Kelly over on Lexington, we're doing her roof next week. Or here's another one. Hey, Bill's house over there, we're doing his roof next week. Or we did it already. Or if it's retail. Hey, I've been speaking with some of the neighbors here on Lexington Lane and helping them with their roof because many of these homes were built in the 80s and it's kind of nearing that time. While I'm here, by the way, I just wanted to ask and stop by. When was the last time you had your roof inspected or routine maintenance conducted? And then all of a sudden these conversations, which, by the way, I jumped ahead to a. Which is asking an open ended question. When you let them know why you're there, you make it relevant and then you ask an open ended question that requires thought. They reply, that starts a conversation. So on the retail example, when was the last time you had your roof inspected? A routine maintenance connected. People look up, they're thinking in their mind, I don't know, when was I up there? I have to do routine maintenance. And we'd say it's clearly been a while and that's okay. We really recommend doing it every six months. That way you can catch anything before it happens because things get expensive real quick. Hey, while I'm here, do you have any objection if I hop up on your roof for a complimentary photo and video inspection? I'll show you what I find. So that's how we put this all together. Now again, other asking open ended questions, how has the insurance process been for you? Where are you at in the insurance process? What did your insurance company say when they came out? And the beautiful part is it doesn't matter. If I say something like, hey, how has the insurance process been for you? And they say, what are you talking about? Then I know that there's been no claim filed. So this works for when you sign a new customer. Opening up a new neighborhood with a job schedule on the install day, when the install is done, after the customer's paid in full for retail, it doesn't matter, Say hi, break the ice, let them know why you're there. If you haven't signed anybody, I'm talking with neighbors on your street. Okay, Asking the open end question, waiting for them to reply because you're starting a conversation, then presenting to their answer. So when you're shifting this, this leads to the tip number three, by the way. When you're starting a conversation and you're looking at not like selling people, it removes that sleazy salesy feeling. Anyone can do this. Then it leads to this third mindset shift, which is your number one goal is to find out, can I help? Now Adam Jones shared this as well. It's the same approach that I take. Your job is to start the conversation and then decipher, can I help them or not? If they said, you know, our roof was done two months ago, move on. Right. And if they say, hey, what are you talking about? What insurance? You know where they're at? Yeah, I can help find out if they have damage. If they said, you know what, the insurance was out, we had just a few shingles covered and we're okay, then great. Now I say, hey, you know what oftentimes insurance companies will pay for it when really a full replacement is warranted or due, or quite frankly required by law or manufacturer's code or matching endorsements, whatever the case may be. And same thing for denial. So my point is, when you start a conversation using the slap formula and you have this mindset shift, can I help? That will naturally lead into a sale. But we don't sell instantly. It's the same way that I wouldn't walk up to a girl in a bar and buy, can I buy you a drink? And then you want to jump my car and come home with me and spend the night like, whoa, man, you would like, that is beyond creepy. In sales, marketing, dating, they're kind of the same thing in many ways. And if you showed up and think to yourself, like, I'm going to knock doors, how would that work? If I just walked up to a person sitting at a bar and said that? Now, if that conversation feels icky to you, if it feels salesy or sleazy, it does to your customers. So when you shift that conversation, let it progress naturally. You might buy her a drink or him. You might end up going home together. That's cool. That will happen in time. But it's not an exchange. Okay? So these are the three mindset shifts. Now I want to take this one step further to get you into the mind of your customers and give you some tactics to bring this to life. So let's jump in. Those are the mindset shifts. Now you're wondering, how do I do it? Here's how. In the world of door to door sales, there are three temperatures I want you to be aware of, okay? And I teach this very high level detail in my program, the complete sales strategy. I walk you through my approach to doing this. So number one is cold. Cold. This is when we are trying to open up a neighborhood or make our first sale. There's a fresh storm, or we got a lead for a retail roof and we're in the neighborhood, no one's seen us. So we need to think what is our customer experiencing in their mind? And this is what's going through their mind. They're thinking to themselves, who are you? So we are essentially starting this conversation on an uphill battle, right? They don't know us, they've never seen us before. But when we begin to use a multi touch approach by staying in the same neighborhood, when we knock the door, when we leave a letter so that time's not wasted, they've at least seen us, they've recognized My company. And then I send a letter in the mail and then maybe I either cold call or show back up using the slap formula. And by the way, that slap formula now. Hey, you know Peggy, I just left Peggy's house. The reason I'm stopping by, I sent you a letter in the mail. I actually stopped by, you weren't home. And while I'm here, I just wanted to ask what questions did you have about that letter I sent or the letter I left. Whatever it is, there's your open ended question. Okay, so that's how we avoid this cold for too long. And then what happens? We move into warm. So by using that multi touch approach, multiple impressions, we become to be familiar with the homeowner. This doing this thing is very short lived and we want it to be as short lived as possible so we can move into warm. So what do I mean by warm? Here's what I mean. What's going through that customer's mind when they, when they have seen a letter at the door, They've got a letter in the mail, they've seen you in the neighborhood, they've seen your truck, they've seen you up on John's roof, They're thinking to themselves, oh, hi, I recognize you. So there's this familiarity because they've seen you and to them they've seen you everywhere. And if you're using any digital marketing, they've seen you online maybe so now you're familiar. This is like a cold never met you before to, you know, you're a friend of a friend, so to speak. So when we work this multiple approach, we stick and stay in a neighborhood. Because the biggest mistake that door to door salespeople make is one and done. I work that neighborhood already. No, that doesn't work. This is a dated concept. To think that one direct mail letter, one letter left at the door, or one attempt at the door is the cure all. Like I've seen people, they'll just show up, they're afraid to knock. So just leave that. Okay, I'll see what happens. No, oh, I don't want to knock. I'll just send this letter in the mail. It ain't going to work. You need to work the system. It is a cohesive approach of multiple layers because then people become familiar. Now if they got that letter after they saw a letter at the door, after they seen you in the neighborhood, they may be more receptive to responding. So when we work warm and we stay in the neighborhood, and when we sign a customer, we work each stage of the process, when they're a new customer, when the job schedule, install day, when the install is complete, when it's paid in full, which is by the way, everything that I teach and give you the material to use in my program, your complete sales strategy, this mindset shift for your customer happens and then it changes for you because you're starting a conversation, finding out if you can help and then where we go from here is hot. And this, my friend, is the fun one. This is come on in, right? This is people that are saying, hey, I already know you. You did my neighbor's roof, you did my co workers roof or my insurance agent referred you. Because in my program, the complete sales strategy, I encourage you and provide the material to introduce yourself to the insurance agent of every customer. It's a way to provide value to them. You only need a few of these relationships to grow and then what happens is you start developing referrals from these people, from these insurance agents. So insurance agents, you get come on in from direct referrals or even just a high level of familiarity. So these mindset shifts that I shared you, number one, sales is personal development in disguise. Number two, you are there to start a conversation right using the slap canvassing formula and you're going to do it by shifting that mindset to finding out solely can I help? And when you stick and stay in the same neighborhood and you use those multiple touches, all of a sudden you go from cold to warm to hot very fast. That is the idea. And door knocking becomes fun and easy. And when you do this and when that progression becomes fast, you make even more sales, you have even more fun, you earn even more. I hope this video is going to help you develop the confidence and inspiration on the very next door you knock. And if you are new here, I'd love to put more videos in your hands to help you make even more sales. So click here for a free copy of my pitch like a pro roofing sales training video library. And if you're looking for more videos on confidence, jump into this playlist. We'll see you in the next one.