Does knocking on doors really work?

[parkingandsecurity]

I run my micro company providing parking and security solutions in and around Norwich. The parking side is going fine but the security side is a bit lack lustre.

I was thinking whilst driving along listening to an audio book by Richard Branson would physically knocking on industrial units and so on still work in this day and age? Im thinking about going to the nearby industrial parks and physically asking them about their security arrangements and seeing if i can be of any assistance to them in improving their current offering.

So would it work or would i be wasting my time which could be better spent on another idea?

 

[Newchodge]

Do you have any other ideas?

 

[parkingandsecurity]

There are other idea but they are not very advanced in their thinking .. They include calls (which im partially adverse too) and letters to newly registered companies (which may fall by the wayside with the usual letters new companies get from accountants and business fuel cards).

 

[NickGrogan]

Surely the question is which companies are thinking about their security arrangements?

Once you have that information, calling/writing/visiting become more relevant.

 

[parkingandsecurity]

The issue is the answer to that should be every Company. Security is always evolving as are the risks to businesses so security "should" be something every business owner is thinking about.

 

[NickGrogan]

Not really, you offer 4 services, none of which are relevant to my business's security - our security risks are online rather than physical.

When are businesses thinking about the security services that you actually offer?

 

[parkingandsecurity]

Not really, you offer 4 services, none of which are relevant to my business's security - our security risks are online rather than physical.

When are businesses thinking about the security services that you actually offer?

Usually right after they have been hit. A break in is the spur for most people to look at security. Or a break-in in the local area.

 

[NickGrogan]

which means that if you visit / call / write to people in these areas, you'll get a good response.

https://www.norfolk.police.uk/news/latest-news

Door knocking works very well, when you have a targeted approach.

 

[parkingandsecurity]

Most of them posts are RTA's or residential. Im looking to target businesses. This doesnt mean businesses don't get break-ins it just means sadly the police give a crime number and then let the insurance deal with it so it becomes a civil matter and not one for their website.

 

[Nochexman]

I was thinking whilst driving along listening to an audio book by Richard Branson would physically knocking on industrial units and so on still work in this day and age? Im thinking about going to the nearby industrial parks and physically asking them about their security arrangements and seeing if i can be of any assistance to them in improving their current offering.

So would it work or would i be wasting my time which could be better spent on another idea?

Yes, it does work and no it isn't a waste of your time. However, to maximise the effectiveness of such a strategy you could try to identify the businesses you are going to drive by and let them know what you are doing and offer them the opportunity to arrange a meeting. Also, make sure you carry some leaflets to hand out when you visit. And, ideally, carry some giveaways. Finally, don't expect either a high conversion rate or or a fast conversion rate, but the probability is that it will create opportunities for you. Good luck.

 

[NickGrogan]

Most of them posts are RTA's or residential. Im looking to target businesses. This doesnt mean businesses don't get break-ins it just means sadly the police give a crime number and then let the insurance deal with it so it becomes a civil matter and not one for their website.

Yes, but it gives you an area and something to say / show.

"Hi, did you see that there was a burglary in Johns Street? That's less than a mile away, and you know how most criminals are opportunists. I couldn't help noticing that you don't have security windows/alarms/etc and I can see at least half a dozen PCs from the street.
We offer a free security review, which could save you... etc"

 

[Mr D]

The issue is the answer to that should be every Company. Security is always evolving as are the risks to businesses so security "should" be something every business owner is thinking about.

Some companies will already have security contracts. Some companies will be unable to afford security.
So neither ones are your ideal customers. So figure out which businesses to approach.
All of them is too broad to focus on.

 

[parkingandsecurity]

All of them is indeed too broad.
My issue with targetting is if i go for the big companies the decision maker might not be reachable. If i go for the small companies the same person might be too busy.

Looking for advice on in roads.

 

[Mr D]

All of them is indeed too broad.
My issue with targetting is if i go for the big companies the decision maker might not be reachable. If i go for the small companies the same person might be too busy.

Looking for advice on in roads.

The same person may be too busy in a big company too.

Go see them and make an appointment.

 

[Inva]

Going personally i feel would work much better than through the phone or email. The decision maker may not be there regardless of the way you contact. But you can usually connect with someone of some competence or another if you are on the spot.

Also you are over thinking it. If they are busy/unavailable then leave a card and go to the next.

Good luck

 

[Gordon - Commercial Finance]

Knocking on doors works, however it is a low conversion pursuit and you need to find ways of making it more worthwhile. Things like targeting specific businesses as has been discussed above is a good one.
You mentioned that you're not keen on the phonecalls - get some practice and make yourself keen on it. Its a much more efficient use of your time and resources than just dropping in, and I've personally found the conversion rate is higher.

I used to have a bit of a telephone phobia myself but then I just forced myself into it, and the first few I made were extremely positive - that made a huge difference. Its really not as bad as you think.

 

[Root 66 Woodshop]

I personally don't think they're too broad at all actually... after all, you've got 4 sectors that you can be mustard on with each individual company or even domestic property...

We cover a lot, and I mean a lot of different aspects of security from being a Locksmith - Safe Specialist up to access control and fire alarms design and development including installation... we cover the extreme when it comes to being broad in an industry, but each bit keeps the other ticking over... we've just taken on a load of door automation work from the local council... something we've only done for domestic's before, but they've seen our standard of work and want it to be a part of theirs... we actually make them look good

it's all about how you approach and discuss their issue(s) and how you sell yourself... it's irrelevant as to whether there's been a crime in the area, it's about stopping the crime coming to your area or even to some extent ensuring the criminals know out there that it's not worth attempting anything in the area that you're in.

Visiting all surrounding companies in one area should be your bread and butter - keeping your company vehicle on the road, advertising in the area getting noticed, not just by the potential customer but by the potential criminal that's scouring the streets for their next target.

Yes, there are some companies out there that are already under a contract, but you need to go in and win them over... don't sell the company, sell yourself, gain their trust and you'll be in, then the hard part starts... keeping them while you grow...

 

[Ian J]

Im thinking about going to the nearby industrial parks and physically asking them about their security arrangements

I would advise you not to do that in UAE as the last person who tried was tortured and locked up for six months

 

[billybob99]

What worse, Norwich or UAE.

 

[parkingandsecurity]

With the police cut backs in Norfolk and the scale of the county as a whole there is probably less chance of being locked up here than in the UAE if that counts for anything ?

Thank you all for the above. I guess im making excuses in my own head not to call. what if they say no? What if they are too busy? What if they arent in? The biggest question to myself to answer all of these is ultimately so what?!

 

[estwig]

You are proposing to knock on strangers doors and ask them about their security arrangements.

I know you're an upstanding member of society, but the stranger answering the door might have other ideas.

 

[Gordon - Commercial Finance]

Thank you all for the above. I guess im making excuses in my own head not to call. what if they say no? What if they are too busy? What if they arent in? The biggest question to myself to answer all of these is ultimately so what?!

If they say no, then there's a hundred other companies you can call

 

[parkingandsecurity]

You are proposing to knock on strangers doors and ask them about their security arrangements.

I know you're an upstanding member of society, but the stranger answering the door might have other ideas.

Business properties with my marked liveried van. I would suspect the smarter people behind the door might realise im not there casing the joint.

 

[estwig]

Really, I wouldn't, maybe I'm just paranoid about telling strangers what my security arrangements are, sign written van or not.

 

[Mr D]

Business properties with my marked liveried van. I would suspect the smarter people behind the door might realise im not there casing the joint.

The smarter criminals would do anything to gain access to the place. A uniform and van is peanuts compared to potential gain.
To be honest I'd probably go with a company I know rather than one that is unknown to me.

 

[Gordon - Commercial Finance]

To be honest I'd probably go with a company I know rather than one that is unknown to me.

Isn't every company unknown to you before they become known?
How do you come to know the companies you know?

 

[Mr D]

Isn't every company unknown to you before they become known?
How do you come to know the companies you know?

The companies I know in the security field are from working for them, from working alongside them, from adverts, from friends who work for them, from reputation.
Even before working for any of them I would have been able to pick a few out of the yellow pages as worth asking for a quote because they were known.

 

[estwig]

My point is your idea of getting an adverse reaction to cold calling asking questions about security, is something you need an answer to, before it happens. It's not likely to be a direct objection you can deal with, it will just be on the prospects mind, but they won't say so.

You need to be so squeaky clean, you almost need a copper to knock the doors with you.

 

[Mr D]

Also don't do what the double glazing sales people do. Knock on a door then go next door and knock on theirs and deal with anyone coming to the door - not professional.

 

[parkingandsecurity]

Also don't do what the double glazing sales people do. Knock on a door then go next door and knock on theirs and deal with anyone coming to the door - not professional.

This is almost the aim though. If you/I can get 10 businesses in a road to sign up to mobile patrols it makes the whole thing most cost effective/profitable. If i get one in Wymondham and one in Sprowston its almost non-viable.

 

[MBE2017]

I guess im making excuses in my own head not to call. what if they say no? What if they are too busy? What if they arent in? The biggest question to myself to answer all of these is ultimately so what?!

I have gained business B2C and B2B from door knocking, as with any marketing method it has varying levels of success, mainly based on the person doing the knocking.

When knocking you only really want to hear a yes or no, both are just as useful in many ways. Yes is a deal, no is a potential deal, at least once you can uncover the reason for the rejection.

If they are too busy or out? Call back another time to suit, not in, find out when they will be.

You are using as you rightly say excuses, getting new clients is never easy, but the harder the win the tougher for a competitor to steal away as well.

Use door knocking with other methods, don’t rely on just one, and understand there is no single magic bullet that works for everyone. That said I used to find a lot of owners in very early ahead of their workforce on industrial estates, but you have to sell yourself first and the service second. If your prospect feels you are trying to do right by them with good advice and fair prices, why wouldn’t many be interested in you?

 

[Mr D]

This is almost the aim though. If you/I can get 10 businesses in a road to sign up to mobile patrols it makes the whole thing most cost effective/profitable. If i get one in Wymondham and one in Sprowston its almost non-viable.

Yes but it really annoys me when I go to the door and the sales rep is talking to the next door neighbour. How to avoid getting a customer, knock on 2 doors.

 

[estwig]

This is almost the aim though. If you/I can get 10 businesses in a road to sign up to mobile patrols it makes the whole thing most cost effective/profitable. If i get one in Wymondham and one in Sprowston its almost non-viable.

So you wanna knock doors, ask about security and then pitch the idea of your man on min wage, poking around there premises at night, and you wanna charge them for this!

Your starting to sound like mafioso!

 

[Mr D]

So you wanna knock doors, ask about security and then pitch the idea of your man on min wage, poking around there premises at night, and you wanna charge them for this!

Your starting to sound like mafioso!

I hate to say it but the Mafia had the right idea about protection. The wolves became sheepdogs to protect particular flocks.
From other wolves and other creatures.

 

[antropy]

I would try calling, emailing, sending letters and knocking on peoples door until you start to get traction. Every sector is different but the approach to generating sales is the same. You will find that a certain sales technique works better for your industry, for example knocking of peoples door, so when this happens then stick to this and you will start generating more business! Alex

 

[JEREMY HAWKE]

I think you should cold call on the phone and door knock . I would guess going by todays marketing attitudes that your competitors would be les active than you are at dong this

 

[Root 66 Woodshop]

What is your Social Media like at the moment? is this something you've been pushing at all?

Personally, I'm no big fan of it, it does my head in... but we're constantly pushing the companies values and our name(s) on there - and it's working... a couple of posts every day, a couple of links every day - and we're getting calls from new customers or rather leads at least once a day... A lot of our Locksmith customers are our loyal base, but the NBL's that we get are reading about us, or seeing something promotional that we're doing both online through social media and on our website.

 

[parkingandsecurity]

What is your Social Media like at the moment? is this something you've been pushing at all?

Personally, I'm no big fan of it, it does my head in... but we're constantly pushing the companies values and our name(s) on there - and it's working... a couple of posts every day, a couple of links every day - and we're getting calls from new customers or rather leads at least once a day... A lot of our Locksmith customers are our loyal base, but the NBL's that we get are reading about us, or seeing something promotional that we're doing both online through social media and on our website.

I have a presense on FB, twitter is almost dead and Linkedin isnt far behind. Most of my customers are businesses so dont really see FB as the outlet but i guess each of them people on FB is a person who may be at a business.

 

[parkingandsecurity]

So you wanna knock doors, ask about security and then pitch the idea of your man on min wage, poking around there premises at night, and you wanna charge them for this!

Your starting to sound like mafioso!

When you assume you make an ass of u and me ... Where anywhere on this post or any other I have made has minimum wage been mentioned?

Even if that was the case a guard on minimum wage is about £12 an hour total cost to the business plus the insurance and fuel and so on... so do you suggest I instead run a charity and do it for free?

 

[Jessica A.]

I run my micro company providing parking and security solutions in and around Norwich. The parking side is going fine but the security side is a bit lack lustre.

I was thinking whilst driving along listening to an audio book by Richard Branson would physically knocking on industrial units and so on still work in this day and age? Im thinking about going to the nearby industrial parks and physically asking them about their security arrangements and seeing if i can be of any assistance to them in improving their current offering.

So would it work or would i be wasting my time which could be better spent on another idea?

I don't think it will work. People nowadays have become enclosed in their own shell through the internet and social media. They've forgotten how to physically interact with people in the real world that they've become introverts in that way. I've witnessed countless times that many people don't like sales persons visiting their homes. They don't want someone selling them something because they might be compelled to buy it out of respect or pride when they don't even have any need for it. I myself don't like that. I'd like to buy stuff on my own without anybody "compelling" me to buy this or that. I have trouble declining people that's why I don't like sale persons coming over uninvited.