3 Killer Tactics To Close Your Prospects
I know that there are many young and budding Search Engine Marketing entrepreneurs out there so I'd like to share 3 well known tactics in the sales business.
The first I call "Last Exit to Sale City."
Consider the top 4-5 reasons why a prospective client might hesitate doing business with you.
Example:
They want to price shop (show proof that you service is more reasonable).
They're not sure you can deliver (provide testimonials or statistical proof).
They're not convinced they need your service (display the online potential). etc...
These are all potential exits on the road to "Sale City"
Seal off all the "exits" by providing the answers in advance in your presentation,
When all the exits are blocked the only way out is the last exit, "SALE CITY!"
The 2nd tactics is called "Small Commitments, Big Profits." It involves using well crafted questions designed to solicit small commitments.
"Is this your priority, to increase your online presence and place your business near the top of the search engines to attract more customers and increase your business profits?"
By getting them to commit to something, not necessarily the sale, you can remind them later of their commitment. Commitment and consistency is a powerful psychology tactic well known in the business.
The 3rd tactic I call "Cash Conditioner."
Condition your prospects to expect a high price for your service, so that a lesser price than their expectation seems like a bargain.
This tactic should be done subtly. Most prospects really have no idea how much SEO services cost online. Begin to condition their expectations in your presentation by reminding them of experiences with "cheap" and" inferior" services, bad experiences, high costs.
Break down your packages into high cost modules so when they're packaged together the "bargain" is apparent. Show online surveys of industry averages like the one found here:
SEO Pricing & Costs - What Should You Charge / How Much Should You Pay? | SEOmoz
Combining these 3 tactics into your presentation will surely and steadily build up your client base.
The first I call "Last Exit to Sale City."
Consider the top 4-5 reasons why a prospective client might hesitate doing business with you.
Example:
They want to price shop (show proof that you service is more reasonable).
They're not sure you can deliver (provide testimonials or statistical proof).
They're not convinced they need your service (display the online potential). etc...
These are all potential exits on the road to "Sale City"
Seal off all the "exits" by providing the answers in advance in your presentation,
When all the exits are blocked the only way out is the last exit, "SALE CITY!"
The 2nd tactics is called "Small Commitments, Big Profits." It involves using well crafted questions designed to solicit small commitments.
"Is this your priority, to increase your online presence and place your business near the top of the search engines to attract more customers and increase your business profits?"
By getting them to commit to something, not necessarily the sale, you can remind them later of their commitment. Commitment and consistency is a powerful psychology tactic well known in the business.
The 3rd tactic I call "Cash Conditioner."
Condition your prospects to expect a high price for your service, so that a lesser price than their expectation seems like a bargain.
This tactic should be done subtly. Most prospects really have no idea how much SEO services cost online. Begin to condition their expectations in your presentation by reminding them of experiences with "cheap" and" inferior" services, bad experiences, high costs.
Break down your packages into high cost modules so when they're packaged together the "bargain" is apparent. Show online surveys of industry averages like the one found here:
SEO Pricing & Costs - What Should You Charge / How Much Should You Pay? | SEOmoz
Combining these 3 tactics into your presentation will surely and steadily build up your client base.
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Ryan Shaw -
Thanks
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James Yarbrough -
Thanks
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