Using the most effective form of prospecting to grow your business and make more sales. Handshakes are great for all parties.

1. HOT KNOCKING YOUR WAY TO
SALES SUCCESS
Wave Regional Sale Meeting

2. Choosing the Area
 Do some research and choose large, dense business parks
industrial areas, or medical buildings. Use LoopNet.com.
 Look for 3- and 4-story buildings, not skyscrapers.
 Long, major city streets with a multitude of businesses.
 Plan to just stop your car, park, get out and hit the streets.
Don’t keep getting into and out of your car going from
business to business.
 Stay away from shopping malls and retail altogether.
 2+2+2 – 3 contacts in 6 days
 Distribute flyers
 Hot Knock two days later
 Phone behind two days later

5. Preparing to Hot Knock
 Plan to spend 2-3 hours in an area. Get with your Manager
for name drops.
 Have marketing materials (Flyers) ready:
Medical Business Cards*
Generic
Commercial
Appointment Calendar or Device
 Dress appropriately for the
market or area you are in, i.e.
comfortable “business casual”
or “business professional.”
Bottom line: Look good!

6. Your Agenda
① Make a sale
② Set a qualified demo
③ Obtain solid leads
④ Get referrals
⑤ Talk to 10-15 Decision Makers and owners
⑥ Gather information on prospective clients
⑦ Get marketing materials out
⑧ Have businesses to follow up on
⑨ Fill your pipeline

7. Hit the road!
• Buddy up
• In person
• virtual
• Have a mindset/expectations of setting appointments:
“This is my building.”
“Every floor, every door.”
“I will ask many digging questions.”
“No means maybe, maybe means yes.”

8. Keeping Track
 Always get company business card.
 If possible, get the name of the
person you spoke with.
 Write down notes about that call
on the business card.
 Ask yourself after each door
what could you have done better.
 Do not give your prospecting script
to non Decision Makers.
 15-20 doors and 4-5 Decision Makers per
hour.
Total: 50 Doors/15 Decision Makers/2-3 appointments

9. Getting the information you need…
…from non-decision makers: (Do NOT give out TSI info!)
 When entering the business, take note of magazines and plaques, and
any names on them.
 Leave a marketing piece in a plain white envelope with the Decision
Maker’s name written on it.
 Get to know the person in front of you.
• Ask what the best time would be to reach the DM.
 Be bold by going through closed doors, and speaking up when DM’s
office is nearby.
 If you meet with the DM on the spot,
don’t be timid about asking questions
and probing for the pain!

10. Having Fun
 Be inquisitive about the business you are in...even if there is
no need. "If you had a need, what area would it be in"
 Be conversational with people. No need to be a robot.
 Business owners are friendly
 Bring a lunch with you, or find the best hole-in-the- wall taco
truck around.
 Hot knocking is the most fun, and best way to see DM's,
make appointments, learn about businesses, get referrals,
and get out into the fresh air.

11. Expected Results
 Experience in many types of businesses
 Gives you more knowledge to become a specialist
 Better relationship builder than phone prospecting
 Better get-through-to-decision-maker ratio
 More appointments, more sales
 You’ll be healthier because you are burning more calories.