Pre-approach. Production seminar 2019

1. Pre-approach

PRE-APPROACH
PRODUCTION SEMINAR 2019

2. Pre-approach – what is it?

P R E - A P P ROAC H –
W H AT I S I T ?
Info about the street in
general:
Which houses to skip?
Which houses to go to?
When are people home?

3. Why do we do it?

WHY DO WE DO IT?
TO SAVE TIME
No knocking on non-prospect doors
No knocking on doors where no one is home
To have better connection

4.

5.

6.

7.

Kids outside
Toys, bikes, trampoline
KIDS SIGNS
Basketball hoop
Crayons, drawings on driveway
Lot of stuff in garage (no bachelor garage)
Garden is NOT perfect

8.

9.

10.

11. How to ask for it?

HOW TO ASK FOR IT?
HELP WITH MAP
− Susan, I was wondering if you could help me out with my map real quick. My job is to
see 30 families every day, and I am trying to skip over empty nesters to save some time.
• GIVE TO GET
− I was already talking to Mary in the yellow house. She has high schoolers. And, Tina on
the corner is a homeschooling mom. And, then, I met Susie. She is a grandma across the
street and she told me I should skip next door to her because they are retired. (GIVE TO
GET 3-4 HOUSES AND ASK INFO IN LAYERS)

12. How to ask for it?

HOW TO ASK FOR IT?
INDIRECT QUESTION: 1st LAYER:
But I was wondering the folks next door, should I go there or should I skip them? I mean, are they empty
nesters or there might be a family? (INDIRECT QUESTIONS). Thank you so much, this saves a lot of time!
Do you mind if I write it down so I don't get lost or confused? Thank you! (THANK A LOT, AFTER EVERY
PIECE OF INFO). How about the ones after them? Thank you so much! And the ones across the street from
them? Thanks, you are saving me like an hour! (KEEP ASKING AS LONG AS SHE KNOWS AND IS
WILLING TO GIVE)
INDIRECT QUESTION 2nd LAYER:
The other day I was wasting a lot of time knocking on doors because a lot of moms are working. I know Mary
is a working mom, so I met her after 5. But Tina is a stay-at-home mom, so I was there during the day (GIVE
TO GET THE TYPE OF INFO YOU WANT TO GET). So, I was wondering about the mom next door - should
I catch her now or would she be a working mom? Thank you so much, this saves me a ton of time! (THANK
A LOT, AFTER EVERY PIECE OF INFO). How about the one across the street from her? Thank you! (KEEP
ASKING FOR ALL THE HOUSES THAT SHE MENTIONED HAVE KIDS)

13. Never use the word kids!!!

D O N OT ! ! !
NEVER USE THE
WORD KIDS!!!

14. Never ask pre approach without having shown the books first! People must understand that your are really selling books!

D O N OT ! ! !
NEVER ASK PRE APPROACH
WITHOUT HAVING SHOWN THE
BOOKS FIRST! PEOPLE MUST
U N D E R S TA N D T H AT Y O U R A R E
R E A L LY S E L L I N G B O O K S !

15.

16. How to ask pre-approach after sitdown

HOW TO ASK PRE-APPROACH AFTER
SITDOWN
• Ask information in layers.
• First ask which houses to skip and which to go to - for as many houses as
she will give
• Next ask approximate ages of kids (pre-k, E, MS, HS)
• Next ask who would be the home staying moms
• Be relaxed and friendly.

17. door-to-door sales app

DOOR-TO-DOOR
SALES APP

18.

Mark down houses
• Where you already have been:
Sitdown
Demo
Not interested
Appointments
Callbacks
Customers
Alumnis
• Prospects divided among age groups (pre-k,
kindergarten, el schoolers, middleschoolers,
highschoolers)
• Non-prospects

19.

Write down names to use in your
1st approach

20.

BUT, sometimes tablets
break and batteries die...

21. Solution: Paper map!

SOLUTION: PAPER MAP!