We are launching something new at Roofing Contractor: the “Techos y Mas” eNewsletter, geared for Latino roofing contractors looking to improve their craft. What better way to kick off our Techos y Mas newsletter than to return to the essential building blocks of our business: door-to-door sales?
With over 80,000 roofing contractor businesses in the United States, human connections and relationships are invaluable to building and maintaining a clientele. Door-to-door sales practice offers a world of valuable lessons — career-wise and personal — most importantly, finding comfort in discomfort. Connecting with complete strangers, let alone selling something to them, can be daunting.
I learned this early on as a college student spending four summers selling children’s books to families. While the communities I worked in throughout Georgia, Texas and Minnesota differed, the lessons I learned about human connection and sales remain constant.
The Start of Each Day
Each day should begin with a mental pep talk to set yourself on the right path. Building yourself up is crucial, as you will likely be preparing for quite a few rejections and unopened doors. During our sales training in Nashville, where over 3,000 college students gathered, our trainer, Sam Kirk, emphasized the power of positive thinking. His advice? Look in the mirror and say, "You good-lookin’ thing, don’t you ever die!"
Next on the list was a cold shower to kickstart the day — I’m still convinced the trainers cut off our hot water, so we had no choice but to embrace the freeze!
Our days were grueling — on a 100% commission basis, working 80-hour weeks. Nevertheless, we had fun and shed some tears. We discovered the importance of resilience, professionalism, and positive thinking. Every "no" we faced was another step closer to a "yes." Here are some essential tips I learned for maximized success in door-to-door sales.
On the Ground: Five Door-to-Door Tactics
The Knock: Always knock three times — never ring the doorbell, especially if a baby might be sleeping.
The Stance: Take two steps back and turn sideways after knocking. This makes you appear less intimidating and gives the homeowner space to size you up.
Appearance: Dress in clean, pressed clothes. Your appearance sets the tone for professionalism.
Engagement: If you sense someone is inside but not answering, wave down the street as if greeting a neighbor. It shows you're friendly and familiar with the area.
The Introduction: When they answer, use their name if you know it. For example, "You must be Judy! I’m Jill with Bloom Roofing. I’m here to talk to families in [City] to make sure they’re taken care of after the storm."
Key Principles to Remember
Own Your Role: You are there for a reason. Be confident and assertive — “I’m the one they need to talk to about their needs.”
Be Understanding: You never know what’s happening inside that house. Kids might be grumpy, chores might be undone, but you’re there to help and make their day a little better.
Stay Professional: Ask, "Did I catch you at a good time?" Explain that you’re there to ensure their roof (or other product/service) is in good shape. If they’re busy, offer to return or give them your number.
Final Thoughts
Door-to-door sales are about more than just selling a product. It’s a test of character, resilience, and interpersonal skills. For me, the experience was transformative. I learned invaluable lessons about handling rejection, staying positive, and maintaining professionalism. Despite the challenges, I wouldn't trade those summers for anything — they shaped the person and professional I am today.
