It’s an important strategy to anticipate questions before your prospect asks them. This keeps you in control of the interaction. It also makes your interaction less awkward. You don’t want a prospect to have to ask you things like who you are and why you are at their door. If they have to ask, you missed your mark. It can also hinder your game and prevent you from building a rapport with them.

To help prevent this, self-assess your door knocking as you get started. 

When you get home after knocking, take notes and track your interaction. You want to note how often your prospects ask you the following questions:
Who are you? Where are you from? Why are you here? What are you selling? How long is this going to take?

You don’t want your prospect to have to ask these questions. 

After practicing at the door, review your notes to see how often they ask you these questions. The less often they ask, the better you are getting at your introduction.

Here’s an example of how to casually prevent a prospect from asking you questions:
“Hey, my name is X. Don’t worry, I'm not going to take much time. I just want to drop off this information with you.”

When you are door knocking and prospecting, you want to be the one asking the questions. 

Questions have a dual purpose. They allow you to learn more about a prospect. They also make the prospect feel they are in control of the conversation. It also allows you to qualify them as a possible lead or not while they are talking. This information helps guide your future interaction with them. You will know what you can say to provide them with more value. 

Overall, you also want to ask questions that keep them talking. When you are listening to them talk, it shows them that you are genuinely interested in connecting with them. You don’t want to be the one doing all of the talking at the door. 

Most importantly, the questions allow you to break the ice and obtain information that helps you connect with them again in the future.
Here are some questions you use to guide the conversation and learn more about your prospect. 

When you are starting a casual conversation, you can ask, “How long have you lived here?” or “Where did you move from?”
When the lead shows definite interest in moving, you can ask, “Where do you want to move? What areas do you see yourself in?” 

When your lead seems to be consider a move but unsure, you can ask, “Did you know homes around here are selling for $X?” or “Did you know homes around here are selling in X days?”   

When your lead seems to be interested in area home values, you can ask, “Do you need any assistance in ensuring your assessment is accurate?” or “Do you want an updated estimate of your home’s value?”

Another important consideration is that you generally want to avoid asking yes and no questions.

Unless a yes and no question is suggested in a script here, avoid these questions. (There are a few times when a yes or no helps guide a conversation. Only use yes or no questions as part of a conversation strategy. In those cases, they’ll help you steer a conversation. In any other case, they are a pitfall. 

When you give a prospect the option to answer NO, that no speeds up the end of your interaction. It gives them an exit point. 

Instead of asking these YES and NO questions, ask open-ended questions. This allows them to talk and strengthen their connection to you. 

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