Lead Generation vs Direct Sales Canvassing Key Differences

When it comes to canvassing—whether you’re knocking on doors, setting up booths at events, or talking to passersby—there are two main approaches: Lead Generation Canvassing and Direct Sales Canvassing. These strategies are distinct in their goals, approaches, and the kind of results they produce. In this blog post, we’ll break down the differences, introduce the setter/getter model, and show how using tools like Ecanvasser can streamline both canvassing approaches for better results.

By the end of this post, you’ll have a clear understanding of which canvassing approach to use to grow your pipeline, close more deals, and improve your overall sales performance with the right tools.

What is Lead Generation Canvassing?

Lead Generation Canvassing is all about gathering information from potential customers to qualify them as leads. Instead of pushing for an immediate sale, this approach focuses on getting people interested enough to share their contact details (such as name, phone number, or email), which your sales team can follow up on later.

This method is particularly useful in industries with long sales cycles, high-ticket items, or complex sales processes. But there’s a powerful strategy that can make lead generation canvassing even more effective: the setter/getter model.

Introducing the Setter/Getter Model

The setter/getter model divides the lead generation process into two specialized roles:

• The Setter: Focuses on engaging prospects, generating interest, and setting appointments or collecting information.
• The Getter: Steps in to close the deal during a follow-up meeting or call. Getters are experienced in handling objections and finalizing sales.

This model improves efficiency by allowing each role to focus on what they do best. Setters excel at building relationships, while getters specialize in closing sales, ensuring that qualified leads are handed off seamlessly.

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How Ecanvasser Can Help with Lead Generation Canvassing

With Ecanvasser, managing the setter/getter model becomes easier. The app allows your team to capture and organize leads in real-time while in the field. Setters can quickly input contact information and prospect details, which are automatically synced with your CRM or sales management system. The setter can schedule follow-ups directly in the app, ensuring a smooth handoff to the getter.

Ecanvasser also provides geo-mapping tools, making it easy to track canvassing routes, see which areas have been covered, and analyze where leads are coming from. This boosts the efficiency of your canvassing operation, saving time and maximizing the number of quality leads collected.

Key Elements of Lead Generation Canvassing (with the Setter/Getter Model and Ecanvasser):

• Build Awareness: Setters introduce your company and product/service without the pressure to close a deal.
• Qualify Leads: Setters determine if the prospect is a good fit by asking the right questions and gauging interest.
• Set Appointments: Setters schedule follow-up meetings for the getter using tools like Ecanvasser to organize and track these interactions.
• Close the Sale: The getter takes over to close the deal, often in a follow-up meeting, handling any objections or concerns raised by the prospect.

What is Direct Sales Canvassing?

Direct Sales Canvassing, on the other hand, aims to make an immediate sale during the initial interaction. This approach is more aggressive, with the canvasser focusing on delivering a pitch, handling objections on the spot, and closing the deal before leaving the conversation.

This method works best for products or services that are easy to understand, quick to explain, and don’t require a long decision-making process. For example, subscription services like home security systems or internet packages are often sold using this method.

How Ecanvasser Can Help with Direct Sales Canvassing

In direct sales canvassing, timing is everything. Ecanvasser allows canvassers to track their progress in real-time, record sales pitches, and update the status of interactions on the go. If a prospect agrees to make a purchase, your team can record this immediately, assign follow-up tasks, or even handle some aspects of the sale digitally, streamlining the closing process.

The app’s real-time reporting helps managers monitor the success of canvassing campaigns, see which areas are performing best, and adjust strategies accordingly. By having instant access to this data, sales teams can focus on hot leads and avoid wasted effort.

Key Elements of Direct Sales Canvassing:

• Product Presentation: Present the product or service clearly, highlighting its benefits.
• Handle Objections: Be ready to address concerns immediately to overcome resistance.
• Create Urgency: Often, direct sales canvassing involves creating a sense of urgency, such as limited-time discounts or deals that encourage the prospect to act fast.
• Real-Time Data with Ecanvasser: Your canvassing team can track interactions and results in real time, helping ensure no leads slip through the cracks.

When to Use Lead Generation vs. Direct Sales Canvassing

Here’s a guide to help you decide which canvassing approach works best for your business.

Lead Generation Canvassing (with the Setter/Getter Model) is Best For:

• Complex Sales: Products or services that need multiple touchpoints or careful consideration (e.g., solar panels, home improvement, financial services). The setter/getter model allows you to nurture leads over time, rather than rushing to close a sale. With Ecanvasser, setters can easily log interactions, and getters can access these details in real time to prep for follow-ups.
• High-Ticket Items: Expensive products often require more information and deliberation. Setters can introduce the offering and collect information, while the getter follows up with a more in-depth conversation to close the deal. Ecanvasser makes scheduling and managing these follow-ups seamless.
• Building a Pipeline: If your goal is to gather as many qualified leads as possible to fuel long-term sales efforts, lead generation is the right approach. The setter’s role is to fill the pipeline, while the getter focuses on converting the most promising leads. With Ecanvasser’s CRM integration, your leads flow smoothly into your sales system for better long-term management.

Direct Sales Canvassing is Best For:

• Simple Products: For straightforward products or services that don’t require a lot of explanation, direct sales canvassing can be very effective. Examples include home security systems, insurance plans, or internet service packages. Ecanvasser’s mobile app ensures canvassers have access to all relevant information and can log sales immediately, boosting efficiency.
• Urgency: If you’re offering a time-sensitive promotion or a limited-time deal, direct sales canvassing allows you to capture sales on the spot. This method works well when prospects are ready to make a quick decision. Ecanvasser helps create urgency by allowing your team to present up-to-date offers and track successful sales in real time.

Advantages and Disadvantages of Each Approach (With the Setter/Getter Model and Ecanvasser)

Lead Generation Canvassing (with Setter/Getter and Ecanvasser):

• Advantages:
  • Efficient Division of Labor: The setter focuses on generating leads, while the getter closes the deal. Ecanvasser ensures all relevant information is shared in real time, keeping the process smooth.
  • Scalable: Manage large volumes of prospects with lead data automatically synced in Ecanvasser, ensuring follow-ups are never missed.
  • Improved Lead Quality: Since setters qualify leads before passing them to the getter, your sales team focuses only on high-quality prospects, leading to better close rates.
• Disadvantages:
  • Resource-Intensive: You’ll need to invest in both setters and getters, but tools like Ecanvasser help streamline communication and reduce inefficiencies.
  • Delayed Revenue: Because the sale often happens in the getter’s follow-up, it may take longer to close deals compared to direct sales canvassing.

Direct Sales Canvassing (with Ecanvasser):

• Advantages:
  • Immediate Results: You’re closing deals on the spot, generating immediate revenue, and logging these interactions instantly with Ecanvasser.
  • Simple and Quick: Ideal for products or services that are easy to explain, Ecanvasser’s mobile tools allow your team to track interactions and sales in real time for faster results.
• Disadvantages:
  • Higher Rejection Rates: Direct sales canvassing can feel more pressured, leading to higher rejection rates.
  • Limited Relationship-Building: Direct sales doesn’t leave much room for nurturing relationships over time, but real-time reporting from Ecanvasser helps you analyze and adjust for future outreach.

FAQs

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Crafting a Targeted Canvassing Approach for Maximum Impact

Ultimately, whether you choose Lead Generation Canvassing (with the setter/getter model) or Direct Sales Canvassing, aligning your strategy with your business goals and using the right tools is critical. Ecanvasser simplifies both approaches by providing the tools you need to track leads, manage follow-ups, and close deals in real time.

By leveraging Ecanvasser, you can boost your canvassing efficiency, improve your lead quality, and ultimately close more deals—whether you’re focused on building a sales pipeline or driving immediate sales.

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