Most people overcomplicate sales. Others make it too robotic. At Pest Badger, we’ve grown into a $10 million company by taking a straightforward, human approach to door-to-door sales. No fluff. No tricks. Just real conversations, great service, and consistent execution.

Here’s exactly how we do it, step-by-step.

Start with a Strong Icebreaker

The most common question I get about door knocking is, “What do you say when they open the door?”

You’ve got three seconds to catch their attention, so your opening line matters. For me, it’s usually one of two things:

1. “Hey, are you the homeowner?”

2. A quick joke about their dog if it’s barking: “Thanks for not letting the guard dog loose on me.”

That quick laugh makes them drop their guard. But it’s not just about words. Before I even knock, I’m already scanning the house for context clues: flags, vehicles, garden decorations, toys, or sports memorabilia. Anything I can comment on.

If I see a perfectly mowed lawn, I’ll say something like, “Wow, is Tiger Woods here? This lawn is next level.” It’s light, it’s personal, and it earns you more time.

Respect the Homeowner’s Space

This is a detail most reps overlook. I never stand square at the door. I stay about 6 to 8 feet back and angle myself at 45 degrees. I’m not staring at the door either. I’m looking down at my iPad, appearing busy but respectful.

This position makes people feel safer, especially women or anyone home alone. It gives them visibility and comfort. And with today’s home security cameras, posture and professionalism matter more than ever.

Introduce Yourself Clearly

Once they’re listening, it’s time for the intro. I always give my full name, title, and company name.

“Hey, I’m Jonas Olson, CEO of Pest Badger.”

This creates trust. You’re not just some random person. You have a role, a company shirt, maybe a name tag, and you’re presenting yourself with confidence. It’s a psychological signal that says you’re legit.

Explain Why You’re There

We call this the “justification” step. You’re explaining what brings you to their door in the first place. The easiest way to do this is to name-drop a nearby customer.

“I just finished helping Betty Jones next door. She had wasps coming in through the vent, so we got that handled.”

Now you’re not a stranger. You’re the local expert already solving problems on their street. If you can, ask the neighbor for referrals before you knock. I’ve had customers walk me straight to their friend’s house to help me close a sale.

From there, explain that since you’re already in the area, you can take care of their home at a discounted rate. You're not just selling a service, you’re offering convenience and local efficiency.

Share the Offer Visually

After you justify your presence, show the offer. I like to keep it soft and visual. Pull up a price sheet on your iPad and walk them around the property while explaining what you see.

Say something like, “Everyone on this street has the same issue with wasps and crabgrass. Let me show you what I’m talking about.”

As you walk, point out problem areas. Show before-and-after photos, reviews, and pricing menus. People need to see it to believe it. I’ll even compare it to ordering fast food. If there’s no price listed, you hesitate. Visuals build confidence.

And make sure you tailor the price based on the service. Maybe the quarterly plan is usually $200, but because you're already here, you offer it for $150. Explain that you’re saving time, fuel, and overhead, and that efficiency is passed on to them.

Close with Confidence

My favorite close is simple: “Just give us a shot.”

It works. You’re not begging. You’re not pushing. You’re inviting them to try you out with zero pressure. If they’re on the fence, offer an option close:

“Would you prefer ACH or debit?”

“Would you like us to start in the garage or backyard?”

These closes move the conversation forward without forcing it. You’re giving them a sense of control, which is important.

Build Confidence and Stand Out

Sales is 90 percent mental. Your tone, posture, and confidence are more important than your words. Most customers want to buy from someone who looks like they’ve done this before. So carry yourself like a pro.

What separates our team is that we only hire local. We don’t fly in teams from other states. Our reps are from the communities we serve. They can say, “I grew up here. I went to Franklin High. I know the area.”

That connection creates trust. Plus, we stand out visually. Our reps wear pink. They carry flashlights and dress like technicians, not salespeople. One guy even pours customers coffee from a carafe. It makes you memorable and disarming.

Just be intentional. Don’t loiter or linger. Move house to house with purpose, and always look like you belong.

Focus on the Customer’s Benefit

This part matters more than anything. You’re not just selling pest control. You’re selling time, peace of mind, and a better home.

Let’s say a customer’s lawn is full of dandelions. The feature is your weed control treatment. The benefit is they don’t have to spend every Saturday spraying and pulling weeds. They get their weekend back.

Don’t just list services. Frame them as problems solved and time saved. People don’t care about your sprayer. They care about not dealing with bugs, weeds, and wasted money.

Don’t Discount Door Knocking

If you learn how to knock doors the right way, it can change your life. I’ve personally done 15 sales in a day. I’ve seen guys go from zero sales experience to becoming high performers by sticking with it, staying consistent, and treating every door like a new opportunity.

If you close just one account a day and eventually train three people to do the same, that’s over 1,000 new accounts a year. Door knocking can scale.

The key is to sell honestly, confidently, and locally. Train your reps the right way and stay focused on delivering a great service. It’s not just about getting the sale — it’s about solving problems and building trust, one door at a time.