Door to door, during the day, at businesses Outline
This is by far the most flexible and easiest way to put money in your pocket TODAY!
Here’s the “script” I use (my comments are underlined):
Hi! (BIG smile)
I just stopped by today to see if anyone here likes scented candles...?
(Rarely-if they say no or I’m busy, I simply leave my business card with a scent sample attached)
I do... (usually very hesitant, because they're not sure they want me talking to them at this point,
but they don't know the GREAT candles I have!)
What's your favorite fragrance?
Which of course, they answer with something specific or a general type. At this point I begin to pull
out the samples I think they'll like based on their comment.
Always Always carry Sex on the Beach. It is the BEST ice breaker you could imagine. Usually there
is more than one person smelling the candles, and I try to get anyone else to express their
favorites, too, and when I pull out Sex on the Beach, even if they don't like the fruity scents, they
will always pick that one up and begin to giggle and loosen up a bit. Gauging by their comments, I
might share this little story:
I asked my husband once if he liked "Sex on the Beach", and he gave me the funniest look and
said, "Twice a day!" (true story!)
I don't usually jump right into the benefits of burning natural-wax, just give them a little time to
enjoy the fragrances, but if 2-3 minutes goes by without them asking questions, I'll ask them if
they've ever burned a natural-wax candle before. If no, then I go into the benefits,
Mia Bella’s are made of all natural waxes, mostly vegetable waxes. And you know how when you
burn jar candles you sometimes get that black gunk on your jars? These candles won’t black your
jars, and if they're not blacking your jars, they're also not blacking your walls, furniture or putting
all that gunk in the air for you to breathe. So they're good for people with asthma or other
If they say they have heard of natural candles, I be sure to tell them that (since 100% soy doesn’t
perform as well)
these candles are a natural wax blend that contains some soy. Our candle-maker found that 100%
soy wax didn't perform as well as the blend we are currently using. Carmen is constantly working
with the formula to get the very best performing candle on the market.
Since some people have tried 100% soy candles and weren't impressed with them, I try to make
sure I address that with my customers who know a bit about soy candles.
I never ask them to buy nor do I volunteer the price. I figure if they ask the price, they're already
owning the possibility of buying, make sense? I never tell them how long they burn unless they
specifically ask. Here's why:
They ask "How much are they? to which I say
the jars are $20 or 2 for $35, and they burn for around 110 hours drafts in the room and wick
trimming. They actually burn about 50% longer than typical candles of the same size.
This shows that the value is worthy of the price, that these aren't discount candles, they are
At that point, they either decide to buy or say "not today", or can you come back on Friday, or
something like that! I estimate that if they smell more than a 3-4 samples, I have about a 75%
It's that easy! Candles are the number one impulse buy, and people are always looking for
something to make themselves feel better.
If they don’t buy, I leave a business card with a sample attached and let the fragrance do the selling
long after I’m gone, to people who weren’t even in the office when I stopped by. I’ve literally had
people chase me down hallways asking me to come back so they can check out the samples, and I
had one gal follow me half way to the parking garage!
I created a hidden page on my website that I use as a retail splash page, and that URL is what I put
on my retailing business cards. This web page offers them the opportunity to get a catalog,
additional samples and the prices, as well as other information that they might be interested in;
home parties, book parties, fundraisers, wholesale purchasing, earning $ with gourmet candles, etc.
When they “opt-in” to my auto-responder, they are redirected to my personal website, and they
receive an email with the price list and other important links right away, and in about 10 days they
get a follow-up email asking if they’ve receive their information packet, and then one email per
month asking if they would like a sample of the newest candle of the month.
Here’s what I take with me when I’m going door-to-door:
My sample book
PLEANTY of Business Cards with samples
Candle of the Month applications
12-18 jars of inventory (optional, only if I have some in stock)
I no longer carry any votives with me. I do have a stock I keep at home, but found that trying to
lug all that inventory and make sure I know what I have in stock all the time was a deterrent to my
actually getting out and selling, so I’ve tried to simplify my process as much as possible.
Since I have to leave the house at 7:45 in the morning to take my children to school, I often find
that I don’t have time to make the samples I need for any given day, so I keep a large basket with
all the items I’ll need to get my biz card/samples ready, and grab that as I walk out the door.
I stop at McDonalds for Burger King for a cup of coffee while I make my samples, and often sell to
the employees or customers, simply because they smell that Sweet Orange and Chili Pepper from
10 feet away and wonder what I’m doing.
I once sold 7 jars in 45 minutes at McDonalds and got 3 biz op leads at the same time!
I go into every door, if I feel safe. I have found that if I think about, and then choose to skip a door
for whatever reason, the next door is harder to go in, then the one after that is even more difficult,
and soon I’ve talked myself into quitting for the day.
I even go into businesses that have “no solicitation” signs up. The reason I do that is because most
building owners put those signs up and they don’t reflect the feelings of the tenant renting that
space. I once sold a jar behind a HAND-LETTERED sign on a veterinarians door that read “All
Solicitors will be Spayed or Neutered!” I just went ahead and sold a candle to the Vet!
You just NEVER know who will buy. I’ve had sales in car dealerships totaling $400 in 1 hour, then
the next 10 car dealerships I went to wouldn’t buy a thing.
I do sell a lot at nursing homes and other medical buildings. One thing I have learned, though, is
that just because they didn’t buy last time doesn’t mean they won’t buy this time. And just because
they bought last time doesn’t mean they’ll buy this time.
I have one customer in a nursing home that I sold a couple of jars to, but the next time I showed
up she was downright RUDE to me, like “what do you think you’re doing here…” so I didn’t go back
for a long time. Well, I got my courage up and went back about 6 months later, and when I walked
through the door she said “Oh, my gosh, I’m so glad you came back! I lost your phone number and
I need 5 Slate and Stone Jars on Friday, and I’ll need another 5 in 2 weeks.”
She purchases 5 jars every two weeks from me like clockwork now. Can’t figure it out, but she’s
not interested in getting her jars wholesale, go figure!
When working a high-rise, I always start at the top floor. If the building supervisors don’t allow
people to sell in their building (and they don’t always have signs up), then the people on the first
floor get the bulk of the attempts and are more likely to make the call that gets you asked to leave.
I got asked to leave a 6 floor office building once, early on when I had just started working my
business door to door. About 6 months later, I decided to try it again, but I started on the 6th floor
and worked my way down. I did get asked to leave, again when I was on the first floor, but I sold
15 jars and signed a new business partner due to that venture! So now I don’t have to go back,
Diane’s got Mia Bella candles there now, and takes care of those customers for me!
The real secret to success, in my mind, is to not get hung up on yeses and no’s. I am in this
business to make a profit, for sure, but other than honing my sales skills, I really don’t control if
people purchase a candle from me or not. I so totally believe in the products I have to offer, and
their ability to sell themselves, I’ve made my goal to simply pass out a certain number of biz
card/samples each day. Then I let the fragrance do the work for me.
One other tip, since I’ve started working almost exclusively with orders and not selling out of my car
as much, I have my customers contact information automatically, so after working door to door for
about 5-6 months, I’ve been able to retire to my home office and work over the phone, calling past
customers to check on their satisfaction of the product and to let them know I’m placing an order
this week, next week, in 2 weeks, whatever, and did they have something specific they’d like me to
order for them?
Much less effort, and I’m dealing with people I’ve already met and who’ve tried the product. I
estimate about half of those people I talk to by phone order from me, on average.
Thanks for “listening”, and the best thing I can say about going door to door, is if you need cash, in
your pocket, TODAY, this is a very effective way to do it.