How,Close,the,Sale,Effectively marketing How to Close the Sale Effectively
Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie
Todays topic is about what happens when they dont buy. Youve had a great conversation with a prospect. You think theyre going to sign up or buy your product or program and then they dont. You say to yourself, What happened? Why didnt they, when you think youre doing all the right things.If youre not closing the sale and if theyre not buying, a few things could be happening.First, it probably is not the right message to market match. Thats a jargony kind of marketing term but Im going to explain it to you.A lot of people, perhaps even you, create a program, a product or a service that they think a particular group of people would like or would want or would buy, yet when it is presented to them, they dont buy. happens because it came from what you think they needor what message you thinkthey want to hear, as opposed to what that particular group of people actually do want to hear.Conversely, you may be selling the wrong service or program to the right type of client or youre speaking to the wrong type of client for the service or product that you offer. You want to consider whether youre offering the right thing, saying the right thing, and talking to the right type of client. A lot of times it has nothing to do with you; youre just talking to the wrong person so for example, if people consistently cant afford you, it might be that youre just working with the wrong client.Second, perhaps the value that you offer hasnt been fully communicated. You may have a very valuable product or service but if you are not communicating the benefits, the results and the high value that people will getthe return on investmentthen people see it as being a costand not an investment. See, people are buying a return on investment. They are buying a result and they want to think that theyre getting more value than what theyre paying for.For example, lets say you buy a silk shirt. And you get it on sale. It excites you because you know that youre getting that very high quality product for less money than other people. Its higher value than what youre paying for. And whenever there is a higher value than what people are paying for, theyre more excited to say yes.If you have not communicated that high value, people stay in sticker shock. So you must communicate the value more. You can do that through social proof or by talking more about the results theyll get.I read about this many, many years ago when I first started my practice. Dollarizing is seeing where somebody is now and where they want to be.For example, in my business Ill ask someone, So how many clients do you have now and how many do you want? What is the average amount of money that you make with each new client? Then we figure out the gap. Lets say the gap is $10,000 and your program is $2,000, they get so much of a return on investment.So figure out the return on investment with them. Help them dollarize how working with you could actually be free of charge. I tell my clients, Our coaching is actually free of charge for you because most clients over the years have reported that the coaching pays for itself in the form of new clients, so in the first three or four months you get all these new clients, which pays for the entire year and then its free coaching! Thats one of the ways to communicate the return on investment and to help dollarize and make sense of the investment.Your Client Attraction AssignmentThink about how you can do all this in your own business.Communicate the value better, make sure that you have the right message to market match, the right ideal client that youre talking to and help them see that there is a great return on investment. When you can do that in your business, in your closing the sale conversations, you actually close the sale so much more.
How,Close,the,Sale,Effectively