Impulse Factors
People buy from Door-to-Door salespeople on impulse. Nobody wakes up in the morning hoping someone will knock on their door to sell them something. It’s our job to create such a fantastic promotion that people feel compelled to buy.
There are four main impulse factors you can use in your pitch:
Fear of Loss, Urgency, The Jones Theory, and Indifference.
1. Fear of Loss
People hate missing out on a good deal.
Your promotion should sound limited — limited stock, limited time, limited area.
Example: “We only have 50 of these for this area and they’re going quickly.”
2. Urgency
If they don’t feel they must decide today, they will usually put it off — and that means no sale.
Example: “Today is the last day we’re doing this promotion on your street.”
3. Jones Theory
Nobody wants to be the first; everyone likes to follow others.
If you can show that neighbours are already buying, it increases trust and interest.
Example: “I’ve just signed up your neighbours at number 12 and 18.”
4. Indifference
You want the customer, but you don’t need the customer.
If you sound desperate, they resist.
Example: “It’s totally up to you — I’m just here to make sure everyone gets a chance at the promotion.”
When you learn to blend these four impulse factors smoothly into your pitch, your closing ratio will increase dramatically.