- Sales person
Ever wondered what it takes to operate a door-to-door sales operation? Interested in expanding your existing sales channels to include door-to-door selling?
Whether you provide a direct product or service, resell someone else’s product, or operate a franchise – for the right person, selling door-to-door can be a rewarding business opportunity. However, the business of door-to-door sales is notoriously tough and fraught with rejection. It is also one of the few industries where a seller’s regulatory posture and legal status is a top-of-mind consideration for the consumer.
Here are a few tips to help you start a lawful door-to-door sales business, and, who knows, set you on the way to becoming the next Avon empire!
Research Your Market
Whether you are selling a service (such as residential bug control) or a product (such as the latest cleaning miracle), do your research.
Who is the competition? What are your differentiators? What demographics and market trends are prevalent, now and in the future, in your target geography? What is the crime rate (obviously you don’t want to risk your own person or select a community that is crime prone and therefore highly secured and gated)?
Here are several resources that can help you in your initial research:
Need the Facts? 5 Sources of Free Economic and Market Data from Uncle Sam: Breaks down five bookmark-worthy government sources of free market research and statistics.Small Business Guide to Market Research: This guide from Business.gov provides information on how to use market data to help you make informed decisions about your business plan.
Research Your Business Opportunity
If you are reselling a product, entering into a relationship with wholesalers, or becoming a franchisee, you’ll need to learn how these business models work. How can you build trusted relationships with suppliers? What marketing support will they give you? How do you avoid scams?
The following guides provide a primer for start-ups who are entering into business relationships with vendors, suppliers and franchisors.
Becoming a Reseller – A “Getting Started” 101 for Small Business OwnersTips for Finding and Working with Wholesale SuppliersGoing Beyond the Hype, Managing the Risk and Finding the Right Franchise Opportunity for YouFranchises and Business Opportunity Guide – This guide from Business.gov provides information about avoiding costly scams, and tips on making informed decisions about potential business opportunities.
Comply with the Laws that Govern Door-to-Door Sales
While you don’t need a license or permit to distribute flyers door-to-door, if you engage in any form of in-person solicitation or door-to-door selling, you will need to comply with a raft of regulations. Here’s a breakdown of what the law requires:
1) Register your Business – There are several business registration requirements for new business owners that you’ll need to adhere to, these 10 Steps to Starting a Business from Business.gov explain how to go about registering a business name, obtaining a tax identification number, and registering for state and local taxes.
2) Obtain a Permit – It is illegal to sell anything door-to-door without a permit. Use this Permit Me tool, developed by Business.gov, to help you identify what licenses or permits you need and how to obtain them. Simply enter your zip code and select “General Licensing” under “Business Type”. Be sure to carry and display your permit alongside your professional ID.
3) Selling Fresh Meat or Produce Door-to-Door – If you are selling fresh produce, including meat or fish, your state will also require that you obtain a sanitation or health and safety permit. The USDA has more information on selling meat door-to-door.
4) Communicate and Adhere to the 3-Day Sales Cancelation Rule – The Federal Trade Commission Cooling-Off Rule gives customer three days to cancel purchases of $25 or more that are made in the home or at a location that is not the permanent place of business or local address of the seller. Visit the FTC Web site for more information on how to comply with this rule.
5) Employing Minors – Many door-to-door businesses employ minors simply because they are readily available during peak summer selling season, are eager to work, and accept lower wages. However, many states regulate the employment of minors in door-to-door sales.
Last, but not Least – Be Honest and Open
Door-to-door selling gets a pretty bad rap so it’s important to be truthful, courteous, avoid emotional appeals and pushiness, and be sure to back up your claims or pricing with brochures, references , warranties and the like. It’s also a good idea to document your distribution practices, and if you sell fresh or frozen produce, ensure that your products are correctly labeled.
Additional Resources
Home-Based Business – If you operate your core business operations from your home, you can benefit from home-based business tax deductions, but you’ll also need to comply with state and local laws regarding business permits, business registration, and so on. This Home-Business Guide from Business.govcan guide you through the process of setting-up and operating a home business within the law.Small Business Matters is brought to you by Business.gov to provide helpful and easy-to-understand tips for small and home businesses, including direct links to resources that help business owners to navigate the government maze. Business.gov is sponsored by the U.S. Small Business Administration to provide small business owners with access to federal, state and local government resources from a single access point. Business.gov creates a dialogue among business owners and the organizations serving them, making government resources and information more accessible to the nation’s small business community. The U.S. Government and the U.S. Small Business Administration neither endorses nor guarantees in any way the external organizations, services, advice, or products included in any external website links. Furthermore, the U.S. government neither controls nor guarantees the accuracy, relevance, timeliness or completeness of the information contained in non-government website links.
