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What to say if someone says they don’t have bugs or aren’t interested in pest control services
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In door-to-door pest control sales you’ll probably talk with several people who either don’t have bugs or aren’t interested. When you know what to say in response to these concerns you will often end up making the sale anyway.
Be aware of verbal cues in door-to-door pest control sales and know when to walk away
Always listen for verbal cues from your prospects. Sometimes prospects say things but we fail to listen because our focus is on what we are going to say next. You obviously can’t sell everyone. Some sales reps go in with the attitude that they can, which is positive, but it can get you in trouble. A better attitude is that you can sell anyone who qualifies. If your prospect doesn’t qualify don’t try and force them into the sale.
Depending on the body language and non-verbal cues from your prospect they may not qualify. If your prospect isn’t immediately slamming the door in your face, or obviously trying to get away from you, you can try and qualify them. It’s the people who are very negative or rude that you are better off leaving alone.
Try getting names (to name drop) of prospects that say no. At the same time be aware and use some common sense. When your prospect is negative, trying to get their name can come off as suspicious. There is no reason to make them even more angry at you by doing this. They are better off being left alone so you can spend time with better prospects who qualify.
In pest control sales when you get the I’m not interested response reply with an assumptive question
When your prospect passes the body language and verbal cue test, your next step should be to ask some sort of assumptive question. Often the more outlandish the better. You can stay conservative and ask something like, “So who do you guys use for your pest control service?” or, “Do you typically treat for the spiders and ants yourself?” or, “So are you guys moving out and selling the place?” There are a couple of goals when asking assumptive question like this, first is to engage the prospect and possibly find out their real concern, and second is to lead them into some way to qualify them for your business.
When your prospect says they don’t have a service because they aren’t seeing any pests, you could turn that around on them and say, “Great that’s why we are here, if you were seeing pests you would have to pay a lot more for our services.” Or, “That’s exactly why I stopped by, if you had a pest infestation you would have already hired someone. We are here to help people take a proactive approach and protect their home. Doing this in advance can save you money and ensure your home stays pest free.”
Go with whatever concern they give you in door-to-door pest control sales
Another concept to keep in the back of your mind in door-to-door sales is to just go with whatever your prospect has for concerns and be agreeable. Your goal is to make them feel like you deal with that concern all the time and people still get started with your service. When you make your prospect feel like they are strange for asking something or that what they say is something you have never heard before, it will be hard to get them on your side. You can also gather as many stories as you can of people who have had similar concerns and bought your products or services anyway. Facts tell, but stories sell, so the more stories you have in your back pocket the more likely you will make the sale when your prospect has a similar concern.
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