Sales Canvassing: Strategies, Benefits, and Tips

The strategy of sales canvassing is used by businesses to introduce their brand to target consumers who were previously unaware of it. Sales canvassers usually visit homes, showcasing products and giving live demonstrations to capture consumer interest.

In this article, we will thoroughly discuss sales canvassing, from its definition and types to the proper way to execute it.

What is Sales Canvassing?

Sales canvassing is a method used by businesses to sell products to potential customers who have had no prior interaction with the brand or business. The data for these potential customers is obtained through target market research, resulting in a list of individuals or businesses that may be interested in the offered product.

The main goal of sales canvassing is to increase sales, boost brand awareness, and expand the customer base. Individuals who perform this sales method are typically referred to as sales canvassers, and they directly visit each home in a specific area.

Types of Sales Canvassing

Sales canvassing can be done in a variety of ways, not just by going door-to-door. Here are some common approaches businesses use:

Cold Calling

The first method is cold calling. Here, the sales canvasser reaches out to potential customers over the phone. This call is the brand’s first interaction with the target consumer since sales canvassing focuses on connecting with people who haven’t interacted with the brand before.

Cold calling is great for driving direct sales. Even if it doesn’t lead to an immediate sale, it helps the sales team generate leads and build relationships with potential clients.

For instance, if the sales team calls a potential customer but can’t convince them to buy the product right away, they can suggest signing up for an email newsletter. This keeps the conversation going, allows them to send valuable info, and keeps the door open for future sales.

Door-to-Door

This approach involves the sales team visiting homes or businesses that have been identified as likely needing the product. The team doesn’t just knock on random doors—they visit specific places.

Like cold calls, these visits target consumers who haven’t interacted with the brand before. For example, if the sales team is promoting a blender, they might visit neighborhoods where most residents are adults or married women who are likely to use a blender regularly.

Email

The next step in canvassing is reaching out to consumers via email. While it’s not as direct as a phone call or home visit, it’s still a way to connect with potential customers who aren’t familiar with the brand yet.

The great thing about email is that it lets customers check out the product at their own pace, without the pressure to buy right away like with cold calls or door-to-door visits.

These emails usually highlight common problems the customer might be facing and show how the brand’s products can help. Plus, they often include links to the company’s website where customers can buy the product or get in touch for more info.

Networking

Networking is another way to do sales canvassing. This usually happens when the canvassing team goes to events where potential customers are hanging out. For instance, if a sales team is promoting a shoe brand, they might attend a football match, hoping to catch the interest of teams that could want to buy the shoes for their players.

Benefits of Sales Canvassing for Businesses

Sales canvassing is a great strategy for businesses when growth has slowed down. Whether it’s through phone calls or home visits, this approach opens up tons of opportunities.

With the right market research, businesses can create a long list of potential customers to reach out to, boosting sales and building relationships with future clients.

Here’s how sales canvassing can benefit your business:

Boost sales

Sales canvassing can help increase sales as the team convinces customers to buy. Even if there’s no immediate purchase, guiding potential customers to sign up for your email list and following up can turn them into loyal clients over time.

Build a customer base

Sales canvassing helps build a strong customer base. The team can reach out to and visit many potential customers, especially those who fit the business’s Ideal Customer Profile (ICP). This approach generates new leads and increases brand awareness.

Understand your customers

Talking directly with potential customers helps businesses understand their audience better, from their challenges to their preferences. For example, during home visits, customers might share issues they’ve had with similar products from other brands, giving businesses insights to improve their own products to better meet expectations.

Simple Steps for Effective Sales Canvassing

Now that we’ve covered the basics of sales canvassing—what it is, the types, and the benefits—let’s dive into some easy steps for businesses to get started:

Identify your target audience

Start by figuring out who your ideal customers are. Create an Ideal Customer Profile (ICP) based on relevant data and research. Once you have your ICP, find areas where these potential customers live or work, or gather contacts of individuals and businesses to reach out to.

Set clear goals

With your list of potential customers ready, it’s time to set some goals. For example, aim to contact 150 people or visit 50 homes in a day.

Prepare a sales proposal

Your sales proposal should be a solid presentation that highlights the benefits of your product or service, along with key details like pricing and where to buy it. This will help your sales team make a strong case for potential customers.

Map out your sales territory

Once the proposal is good to go, map out your sales territory. This helps you allocate your sales team efficiently, avoiding areas that are over- or under-served. Plus, mapping it out lets you find the best routes for your team to make their visits as smooth as possible.

Track Sales Canvasser Activities Seamlessly with LOKASI Intelligence

LOKASI Intelligence makes it simple for managers to keep track of where sales canvassers are going, whether they’re moving from house to house or meeting with different business partners.

With LOKASI, canvassers in the field can check in and add important details about potential customers right into the app, like their addresses.

Businesses can also use LOKASI to map out their sales territories, which helps in assigning the right number of sales teams to each area and setting practical goals.

Learn more about how LOKASI Intelligence can help your business by contacting us via email: [email protected] or WhatsApp: 087779077750.

FAQ

What is a sales canvasser?

A sales canvasser is someone who introduces products to people who haven’t interacted with the brand before, either by calling them or visiting their homes.