Tips for success when closing an interested prospect?

by EliHood 18 replies
Product/Service: Organic Lead Generation.

So you do 100 cold calls, and you manage to get someone interested, sometimes they tell you their budget, and you both agree to a price, and they like it and they tell you to take down their email. To email what you can do for them, etc.

You finish doing that.

How soon do you call them back to close the deal, and what should you say ?

Ex. I called Friday. (i think i should close tomorrow)

Can i just reiterate what the client is getting for the price, and then ask for the sale ?


Also, has anyone closed a sale, without the client not ever knowing your a freelancer or ever heard of your company.

I need to find a way to build trust, because they may bring it up. Like i never heard of your [company name] before, etc.
#offline marketing #closing #interested #prospect #success #tips
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  • Profile picture of the author helisell
    Originally Posted by EliHood View Post

    Product/Service: Organic Lead Generation.

    So you do 100 cold calls, and you manage to get someone interested, sometimes they tell you their budget, and you both agree to a price, and they like it and they tell you to take down their email. To email what you can do for them, etc.

    You finish doing that.

    How soon do you call them back to close the deal, and what should you say ?

    Ex. I called Friday. (i think i should close tomorrow)

    Can i just reiterate what the client is getting for the price, and then ask for the sale ?


    Also, has anyone closed a sale, without the client not ever knowing your a freelancer or ever heard of your company.

    I need to find a way to build trust, because they may bring it up. Like i never heard of your [company name] before, etc.
    Why are you thinking that you'd have to call back?

    Are you assuming that would be the right thing to do or are you just not expecting to be able to conclude the business when you call first time?

    The chances of closing on the call back won't be any higher than they were when you first called will they?

    1. Connect

    2. Qualify

    3. Marry what you can do with what you found out they need

    4. Ask if they'd like to go ahead on that basis.

    You chances of doing business are at their highest right at this point.....so get it done and get on with the next one.
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    • Profile picture of the author EliHood
      "You chances of doing business are at their highest right at this point.....so get it done and get on with the next one."

      What do you mean ?
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  • Profile picture of the author savidge4
    Originally Posted by EliHood View Post

    Product/Service: Organic Lead Generation.

    So you do 100 cold calls, and you manage to get someone interested, sometimes they tell you their budget, and you both agree to a price, and they like it and they tell you to take down their email. To email what you can do for them, etc.

    You finish doing that.

    How soon do you call them back to close the deal, and what should you say ?

    Ex. I called Friday. (i think i should close tomorrow)

    Can i just reiterate what the client is getting for the price, and then ask for the sale ?


    Also, has anyone closed a sale, without the client not ever knowing your a freelancer or ever heard of your company.

    I need to find a way to build trust, because they may bring it up. Like i never heard of your [company name] before, etc.
    First things first. there should be an image within that email hosted on a server. you should be able to determine if and basically WHEN they opened said email based on the data from the image.

    Second... I am going to better than bet, this was a objection in sheeps clothing.. a soft let down as it were. Dont call me, Ill call you.

    Third, IF it wasnt an objection, it was the prospect.. doing what prospects do and that is PROSPECT. What could they possibly be prospecting? What it is you are going to do for them and how... They are either going to do it for themselves.. OR they will have thier uncle or brother or existing online person do it for them.

    So let me ask a question.. you settled on a price correct? the Price was obviously talked about understanding what is expected of you, and what they should expect no? At least that is what I am getting from this... Report or not in the e-mail.. you should have gone for the close.

    If they object at that point... Its your turn to reset, and try and close yet again... and if that doesnt work refer to Claude's post: https://www.warriorforum.com/offline...objection.html and put the whole effort to bed.. good, bad, or indifferent. - NEXT CALL
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  • Profile picture of the author jimbo13
    What Helisell is telling you is this.

    If they clearly understood your offer, what it will do for them, and the price was fine, why would you not take the next logical step and sign them up then and there?

    The moment you hang up, your chances of getting a sale have dropped hugely.

    Reason is that they are now doing something else even if it is making a cup of coffee ie They are no longer thinking of you.

    Dan
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  • Profile picture of the author Claude Whitacre
    Originally Posted by EliHood View Post


    How soon do you call them back to close the deal, and what should you say ?

    AAARRRRRGGGGGHHHHH!

    Why are you forcing the prospect to wait to buy from you? Tell them what you can do for them, quote a price, and ask if you can get started.

    Originally Posted by EliHood View Post

    Also, has anyone closed a sale, without the client not ever knowing your a freelancer or ever heard of your company.
    Of course. It's only a problem...in your head.
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    • Profile picture of the author EliHood
      Claude I had the opportunity of getting someone interested again, he said to send a proposal. After we talked about price and what I can do for him.

      It's better than saying send me the information.

      Claude, am I falling into the same trap ?

      Or should I just ask for the sale, it doesn't make me feel comfortable. It doesn't feel right asking for the sale. But maybe I should just give it a shot so it can become apart of my natural flow. What do you think.

      Oh yeah Claude thanks to you, my opener has allowed me to cut to the chase and find out if a prospect is interested or not.

      My statics,are 1- 2 prospects out of 100 calls have the potential to be closed.


      None of this hey my name is bull****. You were right
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      • Profile picture of the author Claude Whitacre
        Originally Posted by EliHood View Post

        Claude I had the opportunity of getting someone interested again, he said to send a proposal. After we talked about price and what I can do for him.
        This is one of those areas here others here have more information and experience than I do.

        I've never sent a proposal. I've always just dealt with one small business owner. And after I explain the offer, I just asked "Is this what you want?'

        If memory serves, I think I had one guy say "Could you send over a proposal?". And I just said "No need, I just explained it to you".

        He didn't buy.

        Again, others here work with proposals, and can help.
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        • Profile picture of the author EliHood
          I see, would you recommend I get in the habit of just asking for the sale up front.

          I checked my email, no response yet.
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          • Profile picture of the author Claude Whitacre
            Originally Posted by EliHood View Post

            I see, would you recommend I get in the habit of just asking for the sale up front.

            I checked my email, no response yet.
            If there isn't a real reason why they cannot buy from you right then..ask them to buy. It can be as simple as "Can we get started?" or "Would you like me to get started?"

            Every once in a while someone will say "Sure". The worst thing that can do is put you off...but they were already doing that before.

            Here is a truth in selling. ...
            At the end of a sales presentation, if you don't ask them to buy...the prospect will think that something is wrong.

            I'm not joking.
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            • Profile picture of the author EliHood
              I'm going to give that a shot.

              Would you like me to get started ?

              Why would they think something is wrong ?
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              • Profile picture of the author savidge4
                Originally Posted by EliHood View Post

                I'm going to give that a shot.

                Would you like me to get started ?

                Why would they think something is wrong ?

                Most of us reading this.. cringe at the description you are giving as to what transpired... THEY think something is wrong, because you are not nailing the deal. Kinda like that first or 2nd date and you dont kiss the girl... Is there something wrong with me? is there something wrong with him... your not COMMITTING.
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                • Profile picture of the author Claude Whitacre
                  Originally Posted by EliHood View Post

                  I'm going to give that a shot.

                  Would you like me to get started ?

                  Why would they think something is wrong ?

                  Originally Posted by savidge4 View Post

                  Most of us reading this.. cringe at the description you are giving as to what transpired... THEY think something is wrong, because you are not nailing the deal. Kinda like that first or 2nd date and you dont kiss the girl... Is there something wrong with me? is there something wrong with him... your not COMMITTING.
                  Yes.

                  In other words, it's normal for a business person to ask if they can get started. It's expected by the prospect.

                  If you don't suggest that they buy (or at least ask if you can get started) they wonder why you are hesitating? Don't you believe they should buy from you? Are you hiding something? Do you think you are charging too much?

                  Make it easy to say "No" if you like. But for heaven's sake...ask.

                  If you really hate the idea of suggesting someone could buy from you, try "What would you like to do now?" At least that would give them the opening to ask you to sell them.
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                  • Profile picture of the author EliHood
                    ok im going to give that a shot.
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        • Profile picture of the author savidge4
          Originally Posted by Claude Whitacre View Post

          Again, others here work with proposals, and can help.
          I use "Proposals" all the time. However, i dont go through an entire salse pitch, only to send one. I send "Proposals" to those that dont have time right now, or can you e-mail me something or any other early objection.

          My "Proposal" is a PDF that is well put together. What I do, how i do it, your basic 45 minute talk in electronic form.

          It has a tendency of bringing back about 1 in 10 that were showing no interest.

          IF you go through the entire sales process discuss price and everything is looking good.. I would send a "CONTRACT" vs a "Proposal" So what you are going to do, how and when, startdate and end date and a price. how you accept payment etc.
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  • Profile picture of the author DABK
    Yes.

    If they bring it up, you let it happen.

    What's your process? How do you identify who you call? What do you say when you call?

    I looked for someone to cut a tree. I knew no one, so I went to Google and Yelp. And read reviews.

    But, had anyone called me to sell me at the right time and made me an offer that came packaged with words like:
    We cut a tree at (and given an address close by) last week. I can give you the owner's number and you can ask her about us,
    I would not have wondered about the company, about any such things. I would have hired them. (My next door neighbor, she'd have gotten on the phone with the previous client, and checked, then (if the news was good) hired. (Of course the news would have been good; you don't let them talk to unhappy clients.)

    The above is one example. I don't know what you sell... But you've seen sales letters that contain testimonials, right?

    So, you know how it's done, in general. Now, the question is: how do you do that/something like that for yourself, as part of your introduction/shortly after you introduce yourself).

    I've seen people using "We're rated AAA with BBB (better business bureau)." (Not the best, but in the right direction.)


    Originally Posted by EliHood View Post

    Product/Service: Organic Lead Generation.

    Also, has anyone closed a sale, without the client not ever knowing your a freelancer or ever heard of your company.

    I need to find a way to build trust, because they may bring it up. Like i never heard of your [company name] before, etc.
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  • Profile picture of the author Connann
    You have firstly to build a sales funnel in order to gain trust, with videos etc.

    THEN you have to ask the permission to be called back.

    A sort of survey could work, in exchange of it there is a personal consultation with an expert, who is obviously, you
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  • Profile picture of the author tryinhere
    You keep saying that you need to close the sale, in the way that sounds like you need to beat them into submission and bend them over your knee and spank them to get the sale ?

    Very tough way to do things ? how about a presentation that shows what you can do and have the customer in a position where they are asking you how they can become involved.

    stop the stress on closing and provide value that people are looking for then give them a seemingly risk free entry point to do business with you.

    This whole thing will work 100% better if you start working with warm leads, I am at a loss why you wont even consider these as part of your mix.

    Put away the bat and ball stuff away and ask what you can do to help these people, send that message and let them come to you.
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  • Profile picture of the author misterme
    What might be better is to solve the problem that's causing them to hedge off (evidenced by them distancing themselves by asking you to email them more information after they seem to have agreed to everything).

    Things which may cause that are:

    Lack of trust.
    Feeling they're being pushed into a sale.
    Not ready (or able) to make a decision.
    Feigning interest to not hurt your feelings or because they can't say "no."
    Or they're sadistic.
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