Door to Door Sales

It is often said that if you can succeed at door to door sales, you can conquer anything.

The job puts you on the fast track to experience cold-calling and to approach random people with a sales offer. It builds tough skin and confidence in oneself.

And indeed, door to door sales has a high potential to make an impressive income, but it can be challenging. Long hours, exposure to the elements, and facing constant rejection can, and will, take their toll on even the toughest among us. But is it worth it? Maybe.

I sat down with Alonzo, who has done door to door sales and got the scoop from his perspective. It was eye-opening, to say the least.

Even if you decide this job isn’t for you, you may at least be a bit more considerate to the next solicitor who knocks on your door after reading this.

Skip ahead

• Knocking on Doors
• Perks
• Challenges
• Lifestyle
• Work Environment
• Tasks
• Benefits
• Opportunity for Growth
• Ask Me Questions

How it Started

Alonzo’s high school buddies introduced him to door to door sales and encouraged him to join their team. At first, he wasn’t convinced it was legit, but after a year of watching his friends succeed, he wanted a piece of the pie.

These young men were driving expensive vehicles and living comfortably, so there was clear evidence of potential.

It was easy to get hired, both because he had inside connections and because there tends to be a shortage of people brave enough to sign up for the job. He didn’t need a college degree and was twenty years old when he started.

Door to Door Tasks

The tasks for this job are pretty routine. Show up to the morning huddle, drive to your location of the day, knock on doors, sell your product to homeowners, and complete paperwork when the customer buys the service. Sounds pretty easy, right? Ha!

Pest Control Company

Many companies use door to door sales teams to drive business, but Alonzo works for a pest control company. They serve residential homes, providing a recurring service in which technicians spray/treat the outside and inside of their homes to eliminate pests.

A Day in the Life

Morning Meetings

The daily morning meeting starts at 9 am. Alonzo’s day begins with a workout, a cup of coffee, and a hearty breakfast before he dresses in a custom polo shirt provided by the company and heads out the door.

His team gathers in a warehouse where the boss guides them through a routine geared to hype them up for the day ahead.

First, they run through a “rookie review,” which highlights the basics of the job, i.e., positive attitude, determination, hustle; then, they go over a “buzz phrase,” a phrase they will use throughout their day while speaking to potential customers.

There is a “daily lesson,” confronting a challenge the team has faced recently, and even a motivational speaker who reminds them they have the power to be successful every day!

To round out the meeting, the group breaks off into pairs to practice the scripted introduction and interaction used with homeowners who answer the door. The partners challenge each other with rebuttals and rejections, priming them for the trials of the day.

Neighborhood of the Day

By around 10:30 am, it’s time to disperse and head to the neighborhood of the day. Most team members have their own vehicles, but they often carpool to save on gas.

Today, Alonzo hitches a ride and is dropped off at his destination, left to his own devices. He loads his tool belt with snacks that he packed, stuffs a water bottle in his back pocket, and walks towards his first door, eager to tackle the day.

His job is to introduce the service to homeowners and convince them they cannot live without it. Once he completes the sale, he gives them his direct phone number and tells them to reach out to him personally if they need anything.

But once he walks away, the job is handed off to the administrative team, who then schedules a technician to make their first visit. Alonzo’s tasks are complete ass far as this customer goes, and he moves on to the next house.

Knocking On Doors

Knocking on doors can be intimidating, and it often takes time to build confidence. Most rookies stumble a bit initially but will gradually learn which methods work and what doesn’t.

Over time, you may even be able to read a person when they answer the door and adjust your approach.

Although, no matter how personable and approachable you are, there are always people who are less than thrilled to hear you knocking on their door. Arriving unannounced could mean you are interrupting their work, or perhaps you woke up their baby.

And many people will just not answer the door, even if they are home.

When someone does open the door, it’s vital to maintain confidence. In training, bosses teach you to be persuasive and persistent. If the homeowner is not immediately interested in the service, it’s time to offer a rebuttal and convince them to reconsider.

You must answer any questions or hesitations they are expressing and confidently assure them that they will be more than satisfied with their purchase.

The ultimate goal is, of course, to secure the sale. The company encourages the sales team to basically pester the prospective customer until they ultimately agree to purchase. For Alonzo, this is uncomfortable. Nobody likes a pushy salesperson. But in order to be successful, pushy is an essential part of the job.

Throughout the day, Alonzo typically knocks on anywhere from 50-100 doors. He says that about 1 of 20 homes purchase on average as a rookie, but his experienced peers generally sell 1 in 10.

Door-to-door sales is commission-based pay, so there is a strong motivation to sign up as many people as possible.

Finishing Up

Between knocking on doors, Alonzo finds a park bench to take about a 20-minute break and eat the lunch he packed in his tool belt. Time is money, so he chooses not to rest any longer than that.

Snacks are consumed throughout the day while walking from one house to the next. Luckily, many homeowners offer him water and other drinks, which are vital to keeping him hydrated.

By around 8:30 pm, it’s time to call it a day, mainly because it is unacceptable to impose on a family once it’s dark. There is no need to return to the warehouse or check in with anyone, so the rest of the evening is free time. However, he carpooled this morning, so he waits for his ride to show up and take him home.

Door to Door Perks

There are many perks to door to door sales, but in my opinion, the extensive training is the most valuable. Alonzo’s company paid him for six months of training and practice.

They even traveled from Michigan to Arizona, all expenses paid, for a “pre-season” trip where they did on-the-job practice. There, he earned commissions on any sales he closed and received invaluable real-world experience.

When I asked Alonzo what he considered perks, he said that the job builds confidence and teaches how to communicate with people. He also appreciates the team support that pushes him to strive for the best. Everyone wants everyone to be a winner!

Also, this particular company even provides optional dorm-style housing. Alonzo lived in a two-bedroom apartment with 5 of his co-workers when they were first starting out. He acknowledged it sounds quite crowded but pointed out that they work so many hours, they were only there for dinner and rest.

And, it’s worth adding that the daily walks make staying in shape effortless, and all that cardio is excellent for your heart health!

Door to Door Challenges

There is no shortage of challenges as a door-to-door salesperson. To start, working in unpredictable weather can be uncomfortable. Depending on the climate you live in, it may be too hot or too cold. Rainy days produce mud and puddles to navigate.

But speaking of rain, Alonzo told me he doesn’t mind a little precipitation and puts boots on the ground, rain or shine.

On top of the weather, Alonzo also faces constant rejection. Being told “no, thank you” is one thing, but there have been doors slammed in his face and profanities thrown his way. Not just once or twice, but hundreds of times! And that was in his first season alone.

Constant rebuttals and annoying persistence can aggravate homeowners and be uncomfortable for both parties. Once, someone called the police to report soliciting, and an officer showed up to usher Alonzo out of the area. Still, the company encourages him to pursue the sale aggressively and not take “No” for an answer.

Maintaining confidence from door to door isn’t easy after facing multiple dismissals. It can be challenging to keep a positive attitude, but a grumpy face doesn’t close sales, so you’ve got to push through. If flustered, it could cause inconsistencies in your sales pitch, and according to Alonzo, one little slip-up is enough to fumble the sale.

Lifestyle

Alonzo, and everyone on his team, eat, sleep, and breathe Eco Shield (the name of the company they work for.)

As of now, Alonzo is still a rookie, but he makes enough to get by, and his checks are growing by the week. His friends who have been working there for just a year are driving expensive cars and living very comfortably. The potential is absolutely there for the taking.

Of course, everyone on the team aspires to reach management status and live as lavishly as their bosses. Who, by the way, works far fewer hours once they have paid their dues and reached their goals.

Work Environment

Alonzo’s team is very close, and the camaraderie between them makes for a positive work environment. The group constantly motivates each other to be their best selves. The atmosphere is professional but fun.

They spend their mornings together in the warehouse doing team-building activities like push-up contests and howling like wolves.

But once the meeting is over, the rest of the day is spent outside. Instead of an office, a new neighborhood shift provides different scenery and new faces every day.

Can A.I. Take Your Job

Alonzo’s answer: probably not. Artificial intelligence wouldn’t (hopefully) be able to use personality and charisma to connect with people the way humans can. It’s much easier to dismiss a robot than it is a human.

Opportunity for Growth

As with many commission sales jobs, the possibilities are enormous. Determined and successful employees can join the MDP (Management Development Program) after reaching $100,000 in sales revenue.

MDP status is a promotion to a manager position and opens eligibility to head up your own team.

At that point, the job is to recruit salespersons and train them to be a success in the field. Managers make a commission from the unit’s total sales, which drives them to create a winning team.

Many managers still knock on doors and continue to work in the field, but the primary responsibility is to train and motivate the group.

Benefits

As a rookie, Alonzo does not receive any health benefits. However, he will be eligible when he reaches MDP status (Management Development Program.) At that point, the company offers health and dental insurance, as well as 401k and paid time off.

The attainable benefits provide a strong incentive to work hard and reach big sales goals.

Got Questions?

Everyone’s reality is unique, so please keep in mind that this is only one account, one perspective, and one life. But now you know the basics and possibilities! So tell me, do you think a career as a Door to Door Salesperson is for you?

Let me know! Your feedback is welcomed, and I would love to know what else I could add to make this as thorough and interesting as possible.

I am happy to answer your questions and fill in any gaps. Ask away!