Alright, here goes what I've learned so far (I assume you mean residential specifcally):
-Be confident
-Always try to find a convo opener, for example "Hey, nice garden, do you do it yourself?". And if there is no obvious/convenient one, try to find one, for example "Heya, no worries! I'm not from one of those scammy companies!"
-Be funny ^, just be goofy and lighthearted, I think that's how you form great humour over time.
-Be wary of their body language and your own. For example, you don't want to stand "face-to-face" with your body, so to speak. Try to have your feet angled somewhere else so that there is no tension between you guys. Although try both out.
-Adapt to the person: Old granny, speak slow, big dude, speak confidently and to the point, etc.
-Tell them you're known or act as if you should be "Heya, have you seen a great guy in a red shirt walking around here? He's doing awesome deals! Oh wait, that's me!" or "Yeah, so I just did Barbara down the street earlier"
-Show, not tell. Point at dirty spots at windows if there, show your equip perhaps, etc.
-ENGAGE with them! "Heya, just take a quick step outside" or ask them a question. It's best when you get a yes-ish answer: "Heya, which side is the gate on?" "The left (
yes-ish)"
-Try to reflect and adapt at where they basically turn off with your pitch and improve on that.
-Once heard "You knock on random peoples' doors and try to sell them your stuff. That's kinda a$$, so why don't you try to make it as pleasant as possible?". Aka, be funny, have a convo, be fun.
That's also basically what
@Johnny boy said in one of the top posts of my window cleaning thread "Be an entertainer".
-There is a youtube series by Josh Lester. Awesome videos, go binge them when you have time.
Basically, try to imitate what he's doing and see if it works. He's helped me out so much with these videos! I'm honestly pretty surprised at how similar I sound to him sometimes.
-Looping, there's a video by Josh Lester about it as well.
-Adding value (aka looping kinda), add dust-removal, etc.
-If it's about the price and not value, never go down without a reason. "Sir, I'm really empathetic with your situation, so why don't we call it 149€? (with reason)". Because if you do without it, your service basically just becomes kinda worthless. You could go down to 5 bucks and you'd look like an idiot.
-"Oh, what if they refuse me because of my humour or jokes?"
I've heard by Jeffrey Gitomer once that you only scare away 1 in 10 people with that, or something similar to that. You also have to ask yourself if you want your fun customer or grumpy customer.
And uh, yeah. Just go have fun!
(Also keep in mind that what I wrote here is not to be taken 100%, try it out and figure it out yourself)
EDIT:
-Go read Dale Carnegies How to make friends and influence others. Quite a few unintentional sales techniques in there as well.
-SMILE
, however, once again, experiment with the intensity, etc. I've kinda toned it down recently and feel like it's been doing me better. Experiment!
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