Thinking About Getting Into Door Knocking? Here’s What You Need to Consider
Some of the leading security companies across the country have mastered the art of door knocking - selling security and interactive systems to homeowners one knock at a time.
But door knocking - or residential direct sales, as it’s referred to by Patrick Egan, president of Select Security in Lancaster, PA - can be done by any business, big or small. “Any size company in any size town - you can do this,” he says.
At ESX 2013, Egan led a session on how security companies of any size and with any target market can effectively embrace and profit from door knocking programs. “You have to be, in my opinion, all in,” he says. “This is a different animal.”
During the seminar, he shared with the packed audience a number of considerations they needed to prepare for before starting their own door-knocking program. Let’s take a look at some of them.
Recruiting to Sell
“When we recruit, they know - for 16 weeks - they’re coming to Pennsylvania and they’re going to sell for 16 weeks. They sign a contract. We get them here - and we bring them for that purpose,” says Egan.
“Selling is the best-paying, hardest job out there. Direct sales is 10 times harder,” he says.
For Select, housing is tied to performance. “We charge them based on performance. If they don’t sell four systems a week, they get charged for housing. They sell four, they get their housing credit paid to them on the back end.”
“The electronic contract is signed by the subscriber with their finger or stylus, and it’s submitted electronically to our data-entry center, and that’s when all the magic happens,” he says.
The entire presentation is available to be watched in ESXperience, the premium members-only content area. It’s free for security integration and monitoring companies.