Question 1

What is a good size for a canvass team?

Accepted Answer

It really depends on your goals. I have worked with clients who have had hundreds of canvassers across the entire state, as well as multiple states. I also have clients who have only one canvasser. We offer a "Brand Ambassador" program that is typically as small as one lead generator. It's a great place to start if you're thinking about canvassing, but don't have a program yet. Big or small, both can have massive impact.

Question 2

I have a canvass team, but they are struggling. How do I fix it?

Accepted Answer

Hire me! I will help!Great question. There are many reasons canvass departments fail. Quite often, it's leadership. It's bad recruiting. It's not holding canvassers to their numbers and not managing to the important key performance indicators. It's allowing canvassers to show up late or not at all. It's canvass teams that don't wear a proper uniform. Ineffective scripts that canvassers may or may not follow. Canvassers who attempt to book appointments without generating need (I personally have a "need before lead" mentality). Canvassers should be writing solid leads that sales reps are excited to run. Too many companies have poor lead quality. Urgency is huge - canvass leads should run within 72-hours. If I could pick one word to explain why canvass fails in certain companies, I would say CULTURE. These thoughts are just off the top of my head. The good news is that when proper process is put into place, teams can flourish! Canvassers need a solid foundation to work off of and strong leadership for success. Let me add, canvass managers need to follow the numbers. The numbers don't lie. There are very telling key performance indicators canvass managers must be know (many do not). Know your numbers!

Question 3

How do I choose areas?

Accepted Answer

Ultimately, solid canvassers will write in any territory. A few things I consider though. Is this an area where the canvasser can knock on 20-25 doors per hour? It's hard to hit enough doors if the houses are on four acre lots, uphill, behind a gate. When I ran teams in Brooklyn, NY some houses had 20 steps up before the canvasser reached the front door. I knew that areas like that could burn them out quickly. If you're new to canvassing, we can do a lot of research, but some of it will also be trial and error. You might be inclined to try a new area. Just make sure it's manageable as far as hitting enough doors. Is there an installation going on today? I love to canvass around current and recent installations. In my opinion, the best time is when we are making noise. When the installers are "banging and clanging," that's prime knocking time!Proper territory management goes a long way!

Question 4

What is your suggested uniform for canvassers?

Accepted Answer

Khaki pants or shorts, polo shirts, comfortable sneakers or walking shoes. Safety vest and ID badge. No camouflage, ripped up, or dirty clothes. Hats must be company approved.

Question 5

Do you really knock on doors if you come work with us?

Accepted Answer

YES! I love to knock on doors with teams I'm working with. Typically, I will have canvassers shadow me at the door as I knock. I believe that knocking on-site when I visit is a top priority! The best way to train canvassers is to get out and knock on doors with them. Canvass managers should be in the field knocking, not sitting in an office or hiding out in the canvass van.

Question 6

Do You Have Tips on Recruiting Canvassers?

Accepted Answer

Absolutely! The first thing I will tell you is that you need to have a manager who is able to recruit and train new canvassers. Quite often we promote our best canvasser to a management position because they are strong at writing leads at the door. Recruiting, and managing, are different skillsets. Just because they are strong canvassers doesn't mean they will be able to build a team. I went through a ton of training when I was a manager. I had to keep five vans full of canvassers. I believe the best way to build a van is internally. If I hire one or two canvassers, they hopefully help me hire one or two more canvassers, and off we go. If they have a friend who might like the job, they are likely to have a good idea of what the job is about and are more likely to stay with the position longer. I used to have monthly recruiting contests. For every interview you generated for me, you got a raffle ticket for a big prize at the end of the month. Like a PlayStation. You can also post ads, but that is more of a post and pray mentality. I like to implement more guerilla tactics, of which I have many in my arsenal! Go to where the canvassers congregate and recruit them!Treat hiring leads like a hot roof or windows lead - get them in for an interview as soon as possible and talk recruiting in every meeting. Keep promoting contests and employee referral bonuses. Watch your team grow!

Question 7

Isn't coaching a large investment?

Accepted Answer

It really isn't, when you compare it to the anticipated return. I have clients that make over a million dollars per month canvassing. For many companies, canvassing is a predictable, manageable return on investment year after year. It just has to be run well. It can be started with one person!Some of my coaching programs start at under $2,000. Others are a larger investment. It depends on what your needs are, and how I can help you. Feel free to call me to discuss it further at (516) 697-8460. If you're shy, shoot me an email at chris@tonyhoty.comLet's see how I can help!

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