"This Security Sales Prospecting Method Never Works"

If you ever hear that from somebody, run for the hills. Why do I bring this up? Because I just read a blog post by a self-proclaimed security marketing "guru" who claims, in no uncertain terms, that neighborhood canvassing (aka, door knocking) doesn't work. Period. End of discussion. Hmmm... interesting. That should come as news to the many security sales reps who canvass with great success.

I know quite a few very successful security salespeople who really love canvassing. They enjoy getting out in their neighborhoods, walking around and engaging people. They have the kind of outgoing, gregarious personality that makes this approach work well for them. They don't want to sit in an office "dialing for dollars" or mailing out postcards. They thrive on belly-to-belly face time. They create sales this way day in and day out.

Now, I personally wouldn't choose door knocking as a prospecting method. Not because it doesn't work, but because it doesn't fit my own personality and temperament. So I'd go with another approach. One that I could get enthusiastic about and looked forward to doing every day, like a home security seminar program.

And that's my point. A prospecting method that works well for one salesperson will fail miserably for another. The key is to match what you enjoy doing with your prospecting method(s) of choice. If you enjoy what you're doing, that means you'll actually do it. You'll look forward to getting up every day and getting to work. You'll spend more time prospecting, and you'll get results.

Over my 20 plus years in the industry, I've worked with hundreds of security sales reps and seen countless effective prospecting approaches. So never, ever let anyone tell you something doesn't work. Or that you should be using a "one-size-fits-all" marketing program. (Especially if it's one they're trying to sell you.) The only thing that should sell you on is their own arrogance and ignorance.