Knocking Behind Competition in Saturated Markets // Door-to-Door Pest Sales

Earlier today, Carter called Ryder and he was struggling to sell in a neighborhood with a ton of reps that had knocked before him. Everywhere you knock, there's going to be people ahead of you. It's not like this is a specific area that's gotten knocked before you. Some people have been talked to. And the other thing is, um, not everybody was talked to. Like, it's physically— when you knock a neighborhood, do you talk to 100% of people?

No.

Okay, cool. So neither did the guy ahead of you. So that's, that's the first thing. Second thing is, it's not a bad thing that somebody went ahead of you. How many times have people said, "I need to think about it" to you?

Probably only like 5 times today.

Okay, cool. So the guy that knocked that neighborhood ahead of you, how many times do you think people said, "I want to think about it" to him?

Probably more.

Okay. Yeah, because he wasn't as good as you. And then so there's a lot of people that you can clean house with that he didn't talk to and he wasn't able to close. Does that sound right?

Yeah, yeah.

Okay, so the mindset—

I've run into that also.

So the mindset— and then when you find that, you're gonna go, okay, so what was the reason you didn't go with the ABC company? And they might feed you the objection that killed that salesman after 20 minutes of pitching. You found it out in 3 minutes. So that's okay. So the mindset behind this is no matter where you knock in the country, there's always going to be kids, people knocking ahead of you, right? So like, just have a good attitude about it and realize that it's a good thing, not a bad thing. Now tactically, your intro switches just a little bit. You're gonna be like, hey dude, I know that a lot of other guys have come by. Don't worry, I'm not those big companies. Like, I'm actually with Fox Pest Control. The owner's a good buddy of mine. Do you see how you differentiate yourself right off the rip?

Mm-hmm.

Okay, that's one thing. And then the other thing you can do is when you're, when you're doing your pitch, like obviously this is back to tactical, you'll be like, yeah, so what was the reason you didn't go with ABC Company? And they'd be like, oh, we're tight on a budget. And you're like, okay, perfect. So that's actually why everybody goes with us, because we actually have a plan that's better for people that are on a budget. So like differentiate yourself right off the rip and then maybe ask why they didn't go with the other company so that you give yourself a head start from the other kid. And then just go clean up shop, dude. Like, like, what do you do on a daily basis? You walk, you knock, and you talk. So just go and just dial in on your pitch and then like find out why people didn't buy originally from the other kid. And then remember, there's a lot of people who are warmed up that that kid couldn't close, but you can.

Okay, yeah.

Was this helpful? Yeah, this is perfect because it's going to be on YouTube so that I don't have to answer this question ever again.

Yes, sir.

I'm serious, I ask this all the time and we just filmed it, so you're famous. Carter, perfect. That's him. Okay, Carter, you just made it to YouTube, buddy. All right, love you, dude. We gave him a ton of advice. I want to hear how it went.

It went good. I got a deal at the end of it.

Had they talked to somebody prior?

Yeah, I swear like everyone was just— had already talked to a rep, so it was just like hard to buy more time on the door. What did you do?

Like, hey, what was the reason you didn't get with them?

I said what you said about like, we're like, I know Ethan, like he's my homie, we're local. I just kind of like built more of like a rapport in that department.

And then they're like, okay.

And at least they at least heard me out. Cool.

And they'd already talked to like multiple reps this year.

Yeah.

Cool. Use this advice, you'll sell more deals and then join my freaking roleplay group. If you're not in my roleplay group, you're out of your mind. Okay. $250 a month. I mean, I train you like 5 to 7 times a week for an hour. And like this guy got feedback immediately and he sold. That's the same way. Just train with me every morning and you're going to make great money this summer. So see you guys there. Do you have that set up yet or still not yet?

I've had one person stop by already.

What was the reason you turned the other guy away? Just price? Was it mainly just timing or what?

Yeah, well, we didn't have any issues.

Yeah.

And any ants were taken care of.

So I was about to say that. So nobody out here really has any massive issues. So the reason that we're doing the service is because all the ants, like, they're mainly just in the wall voids right now and they're mainly underground. That's why you haven't seen a whole lot of them. Give it 2 or 3 weeks, man, and those bugs will get inside. I mean, you've been out here for a while, right, in Indiana? You know how it gets, so.

We've had a few.

What's your name, sir? I'm Bill. Bill, y'all been here for a while then, I'm assuming?

Yeah, 32 years. So we've never done this.

Yeah, yeah, yeah.

We've kind of addressed it ourselves with—

These ones will be free, okay? And I won't charge you for— Thank you. No charge for these two ants, okay? Well, that one kind of lost a leg, but he's still moving.

Oh God, I can't feel my leg.

It's just professionally recommended to get the house done every 4 to 5 years. It's not like you need to keep us forever. But get a good flush out, right? Just because you have been doing stuff yourself, correct? Mm-hmm. Okay. Mainly treating for the ants, the kind of stuff that we're dealing with.

When they show up.

That's right.

We try to address it.

A little bit with it, but— Okay, so basically, I mean, you've got better things to do with your time than kill bugs. Everything else, you know, mowing the lawn, making the house look good, let's do that. But getting on your hands and knees looking for bugs, killing the ants, I just want to take that job off your hands. Okay, here tomorrow, Bill. So I just get you looped in with everybody. We do it very affordable because we're looping everybody in. I'm not like the, oh, you know, here's the flyer guy. I kind of— I'm the guy responsible for getting it set up, and I make it a discount so that you buy it. I mean, I get paid to sign you up, kind of how it goes.

But you said it's a one-time deal, right?

Oh, we come out every 3 months. So yes, very important. Scientifically, you do need to have a service every 3 months because, as you know, around the clock Yep, basically we're gonna do it once per season because different bugs breed during different seasons. Spring, summer, fall, and winter. Different bugs breed during different seasons, so you're going to have those scheduled seasonal treatments. I make it a very easy, simple decision. It's just going to be— oh, I didn't even tell you.

I would say no.

Well, no, I would— at that rate, yeah, I mean, I might too, right?

But no, I— that's a discussion with the wife that we do. We spend $500 like that, we don't do it alone.

Well, it ain't gonna be $500. What's a good phone number for you, Bill?

Austin, I'm gonna say no. We don't see a need to spend that money at this point. I mean, you know, and we've done this, we've been here for 30-some years.

So it's like, it's not a huge issue because that's why the other guy too, you're like, and I've addressed it when it, when, yeah, when we get— if you did not have ants on the porch, we've got a bunch of ants over by his feet.

We're talking about, just so I know, a 1-year deal.

That's it. Yep. And then if you don't— here's a cool deal. If you want to stay with me longer You can. I'll keep it locked in at the $59,000. If you're like, hey dude, kick rocks, I'm out of here, we'll part ways as friends. Sound fair enough?

Well, no.

What? Okay, fine, fine.

I'm cool.

I'm fine.

Here's what I can do for you. I'll just— I'll give this to you for— I mean, obviously give it back, but like, I'll give it for you to go show her. I don't— you don't even need to let her talk to me. She doesn't gotta talk to me. But all you gotta do is this, and it's got a— it's an easy pitch. It's basically, hey, There's a young bald man at my door.

You're that young?

Um, man, that's, that's the low blow. Uh, so, so how old do you think I am? It's okay. Oh no, no, no, no, no, I'm 30.

So I'm too old to fall for that one.

So dude, let's see what she says. I, I think, Hail Mary, you know, no pun intended for football, I think she'll say we could try it out.

You don't know her.

I'm praying. I'm praying.

First of all, we don't make these kind of, you know.

This is where you hope. So you guys, are you guys learning something from me at all?

Oh yeah.

Yeah.

It's good stuff.

Norman's already chilling. This is the yes we've been waiting for all day. I'm not kidding. I fully believe this is happening because like you don't go in there and talk that long Yep, it's a deal. Boom, deal. Told you guys. They're saying— they're talking about ants right now. Deal. Yeah, no way.

Um, we just don't want to get into a monthly payment type thing for something that's not giving us issues. If it was a one-time out, but Well, one time would be $500. Yeah, I know. Yeah.

So, hey, well, I promise you I wouldn't say nothing after. No.

Yes, you did.

You're awesome, sir.

I wish you all luck.

Thank you. Yeah, you're awesome. Thanks for being a good sport.

And you know what, if we change our mind, if we get an infestation, bald guy, I'm calling.

Tell them the bald guy came by.

I'll remember Fox before the bald guy.

All right. Hey, well, you're a good sport, man. Um, we're gonna leave, wait for this to go this way, and then we're gonna run away. Yeah, so dude, I totally hear you. Is it more of that— listen to the confusion— is it more of like that Is it $79 a month that's holding you back? 'Cause like that's been pretty normal for most people. Listen to the tone change. Or is it more of like, dude, I'm at your door right now asking for $200 right now. What did I end on? The $200. So this is a recency factor thing. Recency factor says they're gonna be more likely to say the thing that I just said. To a little Jeremy Minor real quick, like act super confused like you don't know how to sell. Is it more like that $79 a month that's holding you back, or is it more of like that $200 I'm asking for you out of nowhere? And just like how I say it, they're going to be like, no, like we don't have $200 right now. Okay, cool. So I've identified and isolated that objection and I've got my 3 pods for tomorrow and I've got pods for Wednesday and let's go ahead and crush it. Okay. Love you, bro. Love you, bro. Oh, my bald brother right here. Just for him. I shaved his head. Did you?

Yeah.

Just for you, bro, because you're coming. I wanted to show you. Nice smile, dude. You, you got it. Did you grow your beard out? You got to keep your beard going.

Yes, I like my beard. Whatever, dude.

I like your smile, huh? How do I switch Termex people when they pay $50, man? They serviced a week ago. Um, in contract. What's their buyout, $200?

No, no, I don't know.

It's just, uh, you want I would probably like, if they're in contract, sometimes you win some, you lose some. But then sometimes you can buy them out. I said you can sell that to me, but I'll sell you a punch in the gut.

Really?

Yep.