subject: How the Shopping Mentality Can Help You Close More Sales [print this page] How the Shopping Mentality Can Help You Close More Sales
Many coaches believe that they need to invest a small fortune in both time and money in order to get business to come TO them. Not so!
In the past months I have worked very closely with a number of private coaching clients who wanted to find new and inventive ways to move interested prospects from a place of "It would be nice to have that" to "I definitely need that now!" So in this week's article I show you how:-
Package your offerings
When presenting special offers, I generally recommend having two or three clearly outlined packages to choose from. When you do this something very magical happens. When you offer a choice of packages versus one; people get the opportunity to shop!
Avoid being salesy'
Our greatest fear about selling is coming across as though we're being pushy or salesy'. By offering your potential clients a choice you avoid that entirely. Instead you come from a position of support and assistance. You are consulting with them to help them make a good buying decision by simply asking, "Which package seems like the best fit for you?"
Sell more by offering value and savings
By offering a choice of packages and programs at varying price points you kill two birds with one stone. You offer value and savings for your customer and increase sales without having to sell.
For example, I recently worked with a business coach who offered much of her coaching on a session-by-session basis. She knew that she couldn't get ultimate results for her clients in a single one-hour consultation. This first session typically highlighted a number of other challenges within her clients' businesses, such a poor time management, staffing issues, poor systems for implementation, accountability and marketing challenges.
We restructured her offerings to incorporate two additional packages that addressed the most common problems and met multiple needs. Of course her clients where delighted because she was able to offer greater value for money and deliver a considerable saving for booking in larger blocks. Needless to say, her closing rate rapidly increased. She was able to systematise her delivery process which: -
1. Makes it appear as though the process is much easier than it really is.
2. Makes it appear as though you have done the process many times and have developed a systematic, proven formula for doing things, which breeds confidence in the buyer.
3.Helps you to explain what you do and how you do it.
All of this enabled her to free up greater amounts of time to market her business, work with more clients and also leverage her new systematised process and find creative ways to serve people in small or large groups so that more than one person at a time was benefiting from her expertise.
