subject: 3 Things You Must Do To Close That Sale Today – Or Lose It Forever [print this page] 3 Things You Must Do To Close That Sale Today Or Lose It Forever
The saying is you don't get a second chance to make a first impression. It can also be said, you won't get a second chance to sell your prospect if you fail to do so the first time. This is true whether you are selling through direct mail, over the phone, face to face or especially through your website. There are 3 things you must do during your sales pitch if you want to successfully influence their buying decision. Once you master these 3 concepts, you will find your sales conversions increase dramatically.
The first thing you must do when making an offer to a prospect is Reverse the Risk. If the prospect doesn't know you or your product or service, you are asking them to take a leap of faith and trust that you will deliver on your promise. Why not offer them a money back guarantee? This way, you take on the risk and remove any fear or anxiety from your prospect that might stand in the way of them saying yes and buying from you. If you know your product or service solves your prospects problem, you have little reason to expect they will want to return it.
One you Reverse the Risk, the next thing you must do is give your prospect a Call To Action. A Call To Action is simply a clear and specific instruction on what you want them to do next. For instance, when they visit your website and read your sales copy, your call to action might be"Enter your credit card information now, click on the submit button and you will get immediate access to my" The Call To Action must be simple and clear and leave no room for confusion. When the prospect is ready to buy, even the slightest complexity in completing their order may cause them to hesitate and thenthey are gone forever.
When you have the first two elements in place, you are almost home. The last thing you want to do is Sweeten The Deal. This is where you offer some incentives, bonuses or special promotions that will only be available to them if they buy now. You want to really make their decision to buy the obvious choice for them. They are buying on emotion and will use logic to justify their decision later. By Sweetening the Deal, not only will you increase your sales, but you will make it more difficult for them to take you up on your money back guaranteebecause now they also lose the bonuses.
You can see an example of this at my Beachbody Opportunity site: Get Ripped Get Rich.
So if you want to close the sale the first time you interact with your prospect, remember to Reverse The Risk, give them a Call To Action and then Sweeten the Deal. So start right now to put into practice and eventually master these concepts in your selling. Now that you know these concepts, you will be able to have even the most skeptical and resistant prospect drooling over your offer and almost hypnotically sayingYes, I'm sold!
