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Your 1st second at the door will make or break the sale. Learn what NOT to do. Then, use this simple strategy to start easier conversations in door to door roofing sales.
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What if I told you that you had
just one second at that door that's
gonna make or break whether or
not you have that conversation
and you can even start to pitch.
It sounds pretty crazy, but door
to door sales, when we can learn to
master the initial impression that.
Split second, the first second at the
door, this can lead to having 1, 2, 3,
4, even 10 more conversations a week.
That's getting on a lot more roofs
and stacking up to probably 5,
10, 15, 20, even 50 additional
sales each and every year.
And that's the beauty of sales.
When we master what we say, how
we communicate and how we interact
with others, we can literally
begin stroking ourselves 5, 10,
15, $20,000, uh, a month in.
All from changing how we communicate.
And as you know, communication
is far more than just verbal.
It's more than the words we say.
So in this video, I'm gonna dive deep
into giving you a tactical strategy
to master your very first second
at the door to make door knocking.
Easier and to help you start even more
conversations, welcome or welcome back.
My name is Adam Benjamin,
the root strategist, and I'm
really glad to have you here.
Everything I do here on this channel and
on my podcast is designed to give you
the tools and resources that you need in
order to smash your income goal and give
every customer an amazing experience.
And when I got started in
this business back in 2000, We
didn't have stuff like this.
So I'm just so excited to be
able to share this with you.
What I wish I had to help
you fast track your success.
So thanks for spending
your valuable time with me.
Now, let's get to it your
first second at the door.
First, I want to take you on a, a little
journey and exercise to put ourselves
or to put you in the mind of your
customer, because by deeply understanding
our customer, we can then engage.
In the best way, knowing what they're
thinking to connect more deeply.
And that's really what it's all about.
So what is your customer
thinking when you show.
It's six 30 at night and do that.
All right.
Now, put yourself in your shoes.
You just finished dinner with the family.
You moved over in the living room and
you sat down to watch some TV together,
and then all of a sudden you hear it.
There's a knock on the door.
You get up, you turn to your wife
and you have that inquisitive,
inquisitive look like.
Who is that?
Are you expecting anyone?
Am I expecting one?
No.
So the two questions
go right in your mind.
Don't thank.
Who is this and what do they want?
Why are they here?
And those two questions are in their mind.
As they get up off the couch, you
get up off the couch and you walk
to the door and answer the door.
So we know right away when that
door is open, that homeowner
does not recognize you.
They don't know who you are.
And why you're there so immediately
there's a flood of distrust, right?
A flood of wondering who you are.
Are you safe?
Are you trustworthy?
Why are you at my house?
And our immediate mission is to do
these three, these three things.
Number one is to disarm the customer
basically say, no, no, no, it's okay.
I'm not here to hurt you.
Because again, I know that's a
dramatic explanation, but the truth
is that's what people are thinking.
Remember.
Human human animals by nature.
We are animals.
All right.
We, we lose sight of the fact that we
still have these survival instincts and
safety in our own safety is one of 'em.
So we have to disarm them
and say, Hey, we're good.
Number two is we have to make them
feel comfortable, comfortable with us.
People are only gonna engage with
someone that they're comfortable with.
And then number three is
to begin building trust.
And these all go hand in.
By again, understanding what they
were thinking at the door, who is this
and what I want, and then learning
to disarm, create comfort and trust.
Now, how do we do that?
I'm gonna share it with you in a
second, but first before we do, I want
to cover a few key things not to do.
Uh, these are some of
the biggest mistakes.
Okay.
Not to do, do not do this.
Not to do all right.
Number one, not to do is,
do not tower over everybody.
Okay.
Do not tower over anyone.
Now, those of you who have met me in
person, I'm a, I'm a pretty small dude.
I'm a small statured guy.
My wife used to say, Adam, the
reason you did well door to door,
especially with stay at home.
Uh, wives was they'd answer
the door and size up.
I could take you cuz I'm
not that threatening.
Meanwhile, I was training a guy named
Troy who's like six foot six and a monster
and built like a, like a brick house.
And when he stood too close to the
door, that person who answered,
felt like they were being towered
over and it's again threatening.
So does that.
Make people feel comfortable or
trustworthy or trust you or disarm them?
No, in fact it reinforces the safety
signal saying I feel threatened.
So be mindful of your size
and in your stature and do not
tower over anyone at the door.
Okay.
Number two is, do not square up now.
What do I mean by square up?
I mean, standing square.
So you see me right now.
Shoulder to shoulders squared up versus
talking to you like this, which is
feeling more comfortable and friendly.
If we were to engage, meeting out versus
this, we don't go out with our friends
and grab a beer and stare at each other.
It's just unnatural.
So when we square up, it's a
very aggressive and forceful
and not friendly nature.
So always make sure to have your
stance bladed with enough space.
And then the third thing is, do not talk.
Instantly.
Okay.
Do not just jump right into it.
Sometimes the minute that door
is opening, we are just like,
we vomiting our pitch to them.
And I had someone reach out the other day.
It was a comment.
I don't, if it was on Instagram,
by the way, you can follow at
Ruth strategist on Instagram.
Love to see you there.
And I post little stories.
We just did it behind
the scenes of this video.
In fact, so someone commented either
on Instagram or on YouTube saying, Hey.
Do you talk first or
wait for them to talk?
And the answer is it kind of depends.
I give people that little window and this
short window that I'll be breaking down
for you in a second is really gonna help.
Uh, all right.
So we don't want to talk
instantly and we don't want to
jump right down their throat.
Okay.
Now we on the same page ready to
move into the tactical pieces.
Let's do it.
Okay.
What you should do, this is how
to maximize that one second.
Your very first second at the door.
Number one, you're gonna laugh
at me for this one is to smile.
Now, the reason I'm covering this
is because it is so critically
important to F and smile, to be happy
to make other people see your joy,
an authentic smile, not a cheesy.
Okay.
That's force, but a real smile
that engages your forehead, your
eyes in the corners of your mouth.
All right.
Uh, I cover this because
for some reason there's a.
Someone's gonna hate me for saying
this, but I'm say it, sometimes
men are the worst at this.
They get too serious and I
swear, it's like a comfort thing.
They'll answer the door.
They'll this very serious face on
like, oh, I'm here for business.
And I'm here to tell you
exactly how I can help you.
Ma'am and it's gonna be very
heavy and straight to the point.
And it's just like super threatening
and not really fun and people again.
Does that help disarm them when you're
the, the straight shooter, serious guy.
No smile.
A little bit.
You have to check up from the neck up.
Gosh, bill ssom.
I know that's a, he, he shared that
saying with me, and I know, I know that's
been a saying circulating the world
for a while, but I just, I love it.
And I heard it from him recently.
And I wanna share it with you,
check up from the neck up.
All right.
So next beyond smiling is
to use the eyebrow flash.
You've heard me talk about this.
Hopefully in the, uh, other videos I've
done on body language, the eyebrow flash.
Okay.
One of those.
See, my, my forehead, the eyebrow flash
is kind of the international signal and
I, I shouldn't have said international.
I haven't traveled every
country in the world.
I don't know how they do things
there where we're knocking doors.
We can safely say if the international
signal, all right, the international
signal of safety, your friend walks by.
Okay.
If you're in conversation,
you see that familiar.
Some of the background, we kind of
just do that little eyebrow flash.
We see some we know, and it's
a signal of, Hey, I see you.
I'm friendly.
What's up.
It's a really inquisitive
and inviting gesture.
That people read and understand,
even if it's not conscious.
So again, person one answers
the door with a bur burrow and
they're serious versus this.
Who do you like more?
Duh, we're gonna put this
all together here in the end.
The next thing is the, uh, chin tilt.
Okay.
Chin tilt or some people call it
the, the, uh, the, um, uh, head
tilt, but I call it the chin tilt.
Why?
Cause the chin comes up.
So we put it all together.
Smile, eyebrow flash
chin comes up by the way.
I can't even separate them.
Cause I just do this
naturally all the time.
It's like my, my instinct
when I meet people.
And the reason I do that is it makes.
People feel good.
It puts them at ease.
It disarms them.
And you'll be amazed at how much softer
and more natural random conversations are.
Whether it's with a hostess at a
restaurant, uh, a server customer service
checking in, in the airlines, trying
to, uh, work your way up into a better
seat when you're, when you're, you
know, uh, about to take off on a flight.
So all these little gestures
really disarm people.
And then the fourth thing is to, um,
blade your stance and leave space.
So blade, stance, and leave.
Space and you know what I'm
gonna throw in one more.
Okay.
This is the one second breath.
This here.
This is the beauty, by the way of,
uh, doing these videos in one take,
because they don't always go well.
So we shot this one and I left this
one off and I'm really glad that we
get a chance to bring this in because
this one second breath is what's
gonna buy that time for you to let
this message you sent that homeowner.
Yeah, I said it, the message,
these little, these four little
body language signals to sink.
disarm them create comfort and
trust before you begin pitching.
So I'm gonna first show you what not
to do, and then I'm gonna put all five
of these together so you can see 'em.
Okay.
So the first one what's not to do,
I'm squared up, I'm straight face
and I'm too close to the customer.
And I say, and I start talking instantly.
Oh, hi there.
My name's Adam.
And the reason I'm here.
Okay.
So that's the experience.
Number one, or experience number
two, I've created some space.
I've bladed my stance.
The door's gonna open.
I'm gonna smile.
I'm gonna do a chin raise.
All right.
I'm gonna fur, excuse me.
I'll lift my eyebrow with the eyebrow
flash am gonna take that breath
and then I'm gonna start talking.
So again, putting it together.
Hey there.
Hey, my name's Adam, do
you see the difference?
Do you feel the difference
on that one second?
Now, when you do.
I very well might feel like an eternity,
but I promise you, it really isn't.
What you've done is disarmed.
Create a comfort and trust by giving
them space and sending the right
signals to them that they interpret.
Completely unconsciously
and the stuff works magic.
Now, practice this on the
very next door you hit.
And I promise you it's gonna help you
develop confidence, settle into the
quiet nature and learn how to send
those right bodies language signals
to maximize your very first and
most important second at the door.
Hey, thanks for joining
me in today's video.
If you want to continue our time together,
I got a few options for you first.
If you're interested in learning my
complete canvasing strategy and my
all in one sales training and sales
system, it's everything knock to close.
Uh, I'd love to chat with you.
There's a link in the description.
That'll bring you to the website.
You can learn everything there,
but maybe you have some questions.
Uh, you can call our office.
This will reach our team and someone on
our team will be able to help you out.
It's 3 0 3 2 2 2 71 33.
And again, there's links to
those in the description.
I'll say you wanna join
me for more videos?
Option one, click right here.
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