How do you handle stalls to close the deal TODAY ?

Hello champ, good to see your still firing away, can I ask just one little question, and it is a good way and meant to be a positive thing.

Why are you not working with warm leads that call you or want you to call them, and speaking with those people on the phone, over and above cold people your dialling out to ?

Lets say you had a leads funnel that brought people into your business that they would reach out and ask you to call them for further info or they would call you? or to the like.

Now in an imaginary world one would think that you would be able to close down even at worst case 10% of the people that called, worst case. Now if you could get only 10 people to call you in a week, only 10 / 2 a day, then you would close one new sale a week or 52 new seo clients in a year.

You would have a % drop off but I would also say, as time went on 2 more things would happen, your funnel would get stronger and bigger, and your ability to close would also improve.

Just a thought and wondering if you have thought along these lines / putting energy into a site that will capture people in the are you want to work that want help with their seo services.

/ edit I see you have a website above with page one for a key, but for me I think I would rather call half as many people a day as you do and spend the remaining time really focusing on this and or improving those funnels till you get them right. connect in with some local fb ads and what ever else you have / big focus here rather than cold call blindly every day and your business will turn for the better.

Don't chase 100 no's a day, have people who are warm come to you. build your marketing and funnels. and yes if you still want to cold call, but get this part crackin.

Back to the top section you wrote I noticed you said, the guy says I am already on page one of giggle, I am guessing you have said there that being on page one is only part to the puzzle in that there are many other small things such as your meta description and title that will play a big part in getting them through and then what happens from there / page one for one random keyword is great mr. x but there from there we can magnify that many times over, you want keys unlocking multiple doors to your business mr x not just one.

I think if they just say I am on page one and that's just for one or two keys and they think they have it sorted, that you have some room to hustle there and make them feel a little left out in the cold, they are already proud they have one or two soldiers on page one, mr x let us build you an army.

Anyway I am sure you will slam home a run soon and we will all hear your victory shout.

You need to be #1 or #2 for several search terms; Online advertising, local seo, local marketing, online marketing service....plus the city.

What books on cold calling have you read?

What question are you asking that gets you that objection. It isn't one you should get often, unless you are triggering the objection. It's also possible that you are hearing it as a way to end the call. But either way, you are probably saying something that gets that objection.

What would you be sending him? Why not answer his questions right then?

There are two paths, if you are going to keep cold calling;
1) Hire someone to write your entire script, including answers to objections. Not me, but there are a few here who do this. It's not free. But it's cheaper than missing sales after hundreds of calls.
2) learn from books. Keep trying and keep reading books that are on cold calling. But continually calling, and not getting better at it is going to kill you. And posting questions here is the slow...s-l-o-w way to learn.

Are you calling people in your city, or nationally?

And...if they keep putting you off it's because you didn't give them reasons to buy...reasons that appeal to them, not to you.

Hi C,

I don't think its sales advice. Marketing advice, I'd say.

Because if you gave virtually all of your attention and energy to creating value and to building bonds with top folks in your niche, you'd be drawing in folks really interested in what you offer. Attraction marketing. Versus chasing down folks who may or may not be interested.

I say, move away from wasted motion and do things from a calculated, precise, attractive-to-customers space, and you will allow in folks who dig your offering, versus pursuing people, especially a high volume of folks who are not particularly intrigued by what you offer.

Ryan

Are you offering any incentive if they buy today? Just a thought.

Imagine walking along a passageway with your customer in an office block.

There are open doors on either side as you walk along [these are little escape routes for the customer.]

As you stroll along the passageway in discussion your job is to close each one of these escape routes as you come to it [or if you're doing a great job...before you come to it]

From what you've said, it sounds like you are managing to close quite a few doors as you go along...but....the customer keeps getting out of that door you left open.....the one about 'send me some info in an email'

So....you need to close that door firmly''before you start the walk!' get it?

The door needs to be closed by you during your qualification.

Having asked all the 'right' questions [and I don't know if you are doing that because you haven't said what questions you are asking] you would start to close the door they keep getting out of.....plus the whole 'deal'

Forgive me if this sounds too theoretical I'll get to the point.

1. Based on what you've learned so far you need a qualification sheet printed in front of you [and a pen]

2. Having gained interest you need to say something like 'ok Mr customer, based on what you've said, it sounds like I may be able to help' How about if I fire a few questions at you and we take it from there ok?

3. You now go through your qualification sheet...as the customer opens up you'll learn to make it far more conversational.

4. Last question is 'OK Mr customer I think I have a pretty good picture of your situation....unless there is anything else you can think of?'

5. If I can put something together for you that will....
[I'm making these up but you know what they'll be]

a. Increase your online presence and get you more visitors
b. Show you how to track your results and give you a better picture etc etc etc
c. and so on....and If I can do all that within the money we talked about........pause

'Would there be anything that would stop us going ahead right now?'

Find out what would stop him.....'email me crap etc etc' and handle it.

This is like sales 101 and you should be able to find info like this in any good sales book [not that there are many good ones, I wouldn't bother with the Grant Cardone stuff either at is not at all appropriate for what you are doing.

Implement the above and you'll be well on your way to having a pro system in place.

Obviously there's more to it but these are the principles you need.

Good Luck

Get this book and read it. It's a far better investment of your time than watching random Youtube videos.

At least you'll get a real idea of what phone selling is all about.

Power Phone Scripts by Mike Brooks.

https://www.amazon.com/Power-Phone-S...2BBH7VDVCWQA8M

Anyone with enough brain power to run a business will sniff this one out before you finish saying it.

My stock response was "The single biggest reason is that I want to think about it for a couple of days." Dead end city.

One approach that used to work on me was "Crap. I obviously messed something up, didn't explain something right or something. Mind helping me out and telling me what it was so I can do better next time?"

I was listening to a webinar from a copywriter named Richard Armstrong, who quoted Gary Bencivenga...

"Marketers think they're playing catch with prospects.

Prospects think they're playing dodgeball with marketers"

"I want to think about it" isn't an objection, it's ducking your shot altogether.

This is where a bit of education comes into play... they may live in "Dallas Tx" but search results will vary depending on suburb names as well. Such as Garland Tx or Richardson or Irving or Mesquite. The are basically telling you they want broader reach. explaining how you can broaden their reach should peak some interest

What they are really saying... is they handed over your ideas and concepts over to the person that is currently doing their SEO, and if there is no changes in position with them doing it.. he may or may not call you

You need to laydown a squeeze... <insert name> because I got ahold of you first I am giving you the first opportunity at my services. I have other potential clients in the same market space. As a professional courtesy I have been holding that space for you. You can wait and see.. or you can take action today.

The implication is you are talking to their competitors.. and the very blunt call to action removes the hesitation.. they will act.. or they wont.. but this gives you a clear indication of more work needed to land the client, or to simply move on.

Here's a little challenge for anyone who has been following this thread.

At the core of everything that has been written here is 'SELLING' so here's the challenge.

Who would like to have a stab at answering that?

The answer is a single sentence with no waffle and no room for misinterpretation.

What is selling?

;0)

To me, that's a hard sell.

Much easier to persuade Eskimos to buy refrigerator/freezers so they don't have to go out in the cold to get ice for their tea.

Hello , I have gone through your question ,you have leads as well as
People who are interested as well,but closing is an important part of
sale.

And closing itself says if you won't close me,i will close you by saying No.

I am not saying everyone will buy it from you but surely it will work(100/3-4)
Sale you can close easily yeah it require little effort but you will get reward
Too,but remember whatever you do it should come naturally

So how you can boost up your closing

Think yourself from your client prospect and ask to yourself that
If you were in his place would you buy that same product/service .

If your answer is NO i can't help, there is way for selling these product
But i won't encourage unethical marketing sorry for that .

if your Answer is 'yes' you have to use closing tactics use direct close
i.e telling him about pricing and long term benefits if he says
He already have same product ,you have to give him appropriate
Reason why should he has to buy it from you and why now .
REMEMBER always and always agreeing what your Client is saying
If it was an objection agreeing with him followed by 'but' and then
"explain the reason why this product and why now ".
surely if you follow these you will get result too...

all the very best and we will all hear your victory soon

Indulge me........

Let me run this a little longer.

P.P.S. Any definition of selling that involves persuasion is wrong.

Do people feel good about being persuaded? NO

Do people feel good about being sold to? YES (If it is done correctly)

It may not always involve questions either!

I've had people approach me and say 'I saw your ad.....I want one'

They have been 'sold' to and I haven't even spoken yet...but, (rather profoundly), something has happened in their mind without any face to face input from me.....and it is THIS fact that helps with the definition of 'selling'

Okay, here's my shot at it...

Selling is showing a prospect how my product will take them from where they are now to where they want to be.

"What would be the one biggest reason why you would not get started today?"

"I don't know. That's why I need a couple of days to think this over."

Long and short of it is, you're trying to flip people who aren't buying.

They sound like they're buying because they're being kind. But they're giving you common stalls.

To get a sale today you could do special limited offers or takeaways.

But there's really nothing you can do to sell them that won't result in them canceling your services the next day if they weren't wanting your stuff in the first place.

So to better your odds of making a sale you need to be talking to people who want what you do.

So the question becomes, how to figure out how that person can be identified. Is there something you've found they typically do or buy right before needing a service like yours? Like, file for bankruptcy? Just kidding about that one, but I'm saying you want to find clues that lead you to high probability suspects to call.

Then tempt them in with a compelling offer that you can then flip on the back end, once you're in, into a bigger sale.

Great threads. Very valuable and applicable info.

Thought I could throw in some more answers - based on a lifetime collection of sales books. With my thanks to the various authors.

(I'm assuming the stall is 97.79% - more or less - "I want to think about it")

The ultimate way is to have such an enticing, utterly irresistible "must buy it now" offer.

So it's almost impossible for the prospect to refuse without looking like the village idiot. And feeling beyond dreadful because they have completely lost out on a "one off" magnificent bargain.

Which may or may not be the case.

If not try these.


Think About It Close - 1

I understand.

However, you thinking about it will not change the situation.

That this product saves you money.

Your company needs it.

And you are going to do it sooner or later.

Lets go ahead and get it done now.

So you can think about all the other things that need your attention.

I just need you to OK the paperwork here and here (or whatever the order process is)


Think About It Close - 2

Of course

Do you think 2-3 days would be long enough? (Be emphatic not in anyway sarcastic)

Or would 2-3 weeks better? (Prospect will usually say 2-3 days is plenty)

The truth is, no matter how long you take, you will be faced with the same 3 questions. May I share them with you?

1. Does this product give what you want?

2. Can you afford this product?

3. Am I the kind of person you would want to do business with?

If yes to all, point to the signature line


Think About It Close - 3

Good, most people want to take time to think about their decision before making it

Let me ask you, on a scale of 1-10 -

Ten being you are absolutely certain and ready to go

And one being you wouldn't take it if it was the last thing on earth.

Where do you stand at this time?

Get an answer.

Then ask

What would make it a ten?


Think About It Close - 4

I understand and as a consumer myself I have said the same thing because I...

Didn't want to confront the sales person

Didn't want to disappoint him/her

Or

There was a concern that hadn't been addressed

Which one is it for you?


Adapt these to your personality, product or service.

They can also be modified and used in the wonderful world of copywriting.

They won't always work but they move the odds very much in your favor.

Hope they help.


Steve

Yes, often the prospect just need a few moments and a nudge to get them to buy.

I gave the "edited" highlights in my dialogue (thanks for expanding on the details).

(I usually do get an "answer" to the "what would make it a 10" - not always one that could be handled...)

It was remiss of me not to mention one of the best books on selling in my collection...

I believe it's called, let me think, errr, something like "One Call Closing"

Can't quite remember who the author is...


Steve

Left out this all time favorite, which shows exactly why these closes from 40 years ago have become so familiar, prospects smell them coming, so familiar, they're mocked. Like in this show: https://www.youtube.com/watch?v=jBh0SpDoVZw&t=8s

Far as I know, you can't MAKE someone want something, outside of some kind of CIA black ops brainwashing or something.

Tell the story right, and they'll suddenly realize just how much they wanted something to begin with...

So for the people who are wondering where i been.

I took claudes advice and invest learning sales through books. I just got my 500 word for word scripts book in the mail today, im excited for the others to come in.

On top of that, i work a commission job selling time share(cold calling), yes i have made a sale at the JOB, so i definitely believe in myself.

However, what i learn is that alot of time we have to lower the price to get the customer to buy which i think is weak, and i personally don't count it as "making a sale". However i don't own the place.

Oh yeah my landlord is understandable of my situation, im just worried about how im going to eat and if i can make multiple sales a day working at my job.

I know i can make one sale, i don't honestly believe its all a numbers game.

There is this lady who has been at the job im at for 3 weeks, with some telemarketing experience, she consistently pulls in 1-3 sales a day. When she makes about the same amount of calls the rest of the crew makes. I'm thinking to myself, how can i do what she's doing when im a male.

i took the job because i was tired of burning leads, at the job i learned what i was doing wrong and i continue to learn, so i can apply to it my business.

.....and it's that transference of certainty that makes them want it.

Making some one WANT something......
(that we have)

Should we do it ethically?

That fits their needs

Now

Not tomorrow....or next week but right Now

So Selling is
'Making someone WANT something that we have....that fits their needs....Now'

If they already want it, then no selling required....i.e 'I saw your ad '

Done badly we can make them WANT something that we don't have.

It is possible to sell something that doesn't fit their needs (but only once, no repeat business)
so we have to qualify well. Which is great because that put us in charge (like the doctor)

It has to be now...or we end up waiting for the 'be back bus' (you know the bus that is going to bring them all back in...like they said they would)

'Yes they definitely WANT the car boss...........they've just gone away for a coffee and they'll be back this afternoon'.
I can remember clearly the first time that happened to me. There was never a second time. I'm a quick learner.