Pinnacle Energy, in Maryland and Delaware, has always canvassed. Owner Carlo Pinto started his business as a canvasser, and the majority of the company’s leads come from the six to eight canvassing crews it runs. P.J. Fitzpatrick, in Delaware and Pennsylvania, had not canvassed until 2004. Today the company’s canvass operation is a major lead producer. And, unlike many companies, P.J. Fitzpatrick got its canvassing operation up and running the first time out.

THE RIGHT STUFF So what’s it take to make your canvassing effort successful? “Be passionate and persistent,” says Almena Faux, who manages outside events for P.J. Fitzpatrick and worked on launching the company’s canvass program with help from Chicago consultant Chuck Anton. P.J. Fitzpatrick started with six canvassers and grew, and Faux says the program needs hands-on management attention and always will. “We role-play every day,” she says and stresses the need to have a system in place before canvassing begins. Canvassers should be scripted, and someone at the office should be prepared to handle any leads generated.

Chris Thompson, who operates Canvass King, a consulting company, says that having a program in place for continuous recruiting is key to keeping your canvassing effort productive and on-track. “Once you know how to recruit out of colleges,” he says, “you’ll have an unlimited number of people to work for you.”

KEYS TO SUCCESS