Tip that doubled my sales

43 replies
Quick Tip to close more sales.

I run a pretty successful Web Design/ Internet Marketing business and by no means am I a "salesman". I'm a flat out lousy salesman.

However when, I meet with prospects who are interested in a new webdesign (have requested a mockup) I found it was hard for me to close them there on the spot.

At first I thought it was just because it was natural and that there's a process that a client must go through. (getting finances right and so forth)

Over the past 5 months I realized that couldn't be farther from the truth. Now like I said I'm a lousy salesman so I was thinking of ways to increase conversions.

What I would normally do is go over the mockup with them and then ask them if they are ready to get this thing going.

Now instead of charging just a flat fee for sites I have broken it down into 3 segments.

$599 for 5 page site ($79/per additional page)

$299 for Keyword optimization (3 keywords of their choice)

$299 (depending on complexity) for admin panel/backend functionality.

Now what I have done to basically double my conversions is tell them that if we can agree to terms today (50% down) then I will wipe out the "keyword optimization" fee.

In reality all I have down is broken down my pricing structure and added a value to the keyword optimization (which is normally included).

Anyways, this could work with any other "lead in service" as long as you get creative.

Hope this helps someone.

Dan
#doubled #sales #tip
  • Profile picture of the author Tiffiney Cowan
    Love that! Thanks Dan! I'm learning from you and other Warriors here that when the client feels like they're getting a good value "closing the deal" isn't difficult.
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  • Profile picture of the author organise
    Wow ! great tips Mr. Dan ,From where did you learn these all ideas?can you suggest me any book for increase my sale in a better way.
    Thanks in advance.
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  • Profile picture of the author iAmNameLess
    I don't see what the tip is? Why not just learn to close better and ask for the sale?

    Is the tip, to offer incentives?

    Edit: To clarify, I'm not trying to be a dick in this post, just asking.
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    • Profile picture of the author danielsteven
      Originally Posted by iAmNameLess View Post

      I don't see what the tip is? Why not just learn to close better and ask for the sale?

      Is the tip, to offer incentives?

      Edit: To clarify, I'm not trying to be a dick in this post, just asking.
      The tip was to add a valued incentive.

      Instead of just saying alright that will be $997 for your website.

      I generally tell them that it's $1297 but if we can agree to terms now I won't charge you for the on-page optimization. Cost still comes out to $997 but all I did was break down my offer.

      Anyways, I'm sure there are better ways, but this has helped me alot over the past few months.
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      • Looks good.

        I like the 3 choices.

        "Buying Habit" studies have shown the ideal proposition is 3 options with most taking the middle one.
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      • Profile picture of the author iAmNameLess
        Originally Posted by danielsteven View Post

        The tip was to add a valued incentive.

        Instead of just saying alright that will be $997 for your website.

        I generally tell them that it's $1297 but if we can agree to terms now I won't charge you for the on-page optimization. Cost still comes out to $997 but all I did was break down my offer.

        Anyways, I'm sure there are better ways, but this has helped me alot over the past few months.
        I gotcha! Yeah nice job, I think I was just brain dead yesterday, monday syndrome, lol. I've done a similar thing but with hosting, I also give $100 off if they pay with check or echeck.
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        • Profile picture of the author danielsteven
          Originally Posted by iAmNameLess View Post

          I gotcha! Yeah nice job, I think I was just brain dead yesterday, monday syndrome, lol. I've done a similar thing but with hosting, I also give $100 off if they pay with check or echeck.
          May I ask why you give $100 off if they use check or echeck?

          Is that kind of like to get them to buy now or....?
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  • Profile picture of the author Benjam1n
    I think the tip is that he added a price tag of $299 to his keyword service (which he would normally include for free anyway) which meant he could offer a discount as a way of closing the sale.

    So he's not giving away anything more than he would have in the first place, just adding value to his offer.

    Is that not a close?
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    • Profile picture of the author David Miller
      I see what you're doing and it makes sense. Actually it's something that car dealers have been doing in the US for almost 30 years. It's called double stickers. They add another sticker to the window for extras that may or may not actually be there, and then discount the car by the amount on the second sticker.

      I have a question for you though which is, how do you distinguish "keyword optimization" from "seo" or does it never come up. (Unless you mean seo in the first place
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      • Profile picture of the author danielsteven
        Originally Posted by David Miller View Post

        I see what you're doing and it makes sense. Actually it's something that car dealers have been doing in the US for almost 30 years. It's called double stickers. They add another sticker to the window for extras that may or may not actually be there, and then discount the car by the amount on the second sticker.

        I have a question for you though which is, how do you distinguish "keyword optimization" from "seo" or does it never come up. (Unless you mean seo in the first place
        I just let them know the importance of having their pages keyword optimized... i tell them they probably won't show up in search engines for what they want if they don't at least do that. I also explain to them that by doing that doesn't mean they are going to show up either, it will just enhance their chances. Once I complete their website redesign it makes it a relatively easy upsell (to perform the actual SEO part)
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        • Profile picture of the author David Miller
          Originally Posted by danielsteven View Post

          I just let them know the importance of having their pages keyword optimized... i tell them they probably won't show up in search engines for what they want if they don't at least do that. I also explain to them that by doing that doesn't mean they are going to show up either, it will just enhance their chances. Once I complete their website redesign it makes it a relatively easy upsell (to perform the actual SEO part)
          Makes sense...and it's a good idea all around if it makes you feel more comfortable about closing the deal. What you are doing actually proves a theory about sales that many people will argue. That is the notion that closing is really about attitude and expectation.
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          The big lesson in life, baby, is never be scared of anyone or anything.
          -- FRANK SINATRA, quoted in The Way You Wear Your Hat
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  • Profile picture of the author superhpgirl
    Originally Posted by danielsteven View Post

    Quick Tip to close more sales.

    I run a pretty successful Web Design/ Internet Marketing business and by no means am I a "salesman". I'm a flat out lousy salesman.

    However when, I meet with prospects who are interested in a new webdesign (have requested a mockup) I found it was hard for me to close them there on the spot.

    At first I thought it was just because it was natural and that there's a process that a client must go through. (getting finances right and so forth)

    Over the past 5 months I realized that couldn't be farther from the truth. Now like I said I'm a lousy salesman so I was thinking of ways to increase conversions.

    What I would normally do is go over the mockup with them and then ask them if they are ready to get this thing going.

    Now instead of charging just a flat fee for sites I have broken it down into 3 segments.

    $599 for 5 page site ($79/per additional page)

    $299 for Keyword optimization (3 keywords of their choice)

    $299 (depending on complexity) for admin panel/backend functionality.

    Now what I have done to basically double my conversions is tell them that if we can agree to terms today (50% down) then I will wipe out the "keyword optimization" fee.

    In reality all I have down is broken down my pricing structure and added a value to the keyword optimization (which is normally included).

    Anyways, this could work with any other "lead in service" as long as you get creative.

    Hope this helps someone.

    Dan
    Perfect tip for me! Thanks a lot. One tip for success, read what the other Warrior members got to say.
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  • Profile picture of the author seoviviti
    Good suggestion. Moving into core business by offering other relevant service in the best price will help customers also and for businessman also. I think the strategy will work for all the business.
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    • Profile picture of the author tomlee80
      Great Tip! I'm due to meet with a restaurant owner this week to show him my demo build of his site and this could be worth using as a closer.
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  • Profile picture of the author sbishop
    The key is to give options, build value, and offer a discount for an instant decission
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  • Profile picture of the author jebarajsamuel
    thanks Dan. thats a good one. adjusting according to customer req.
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  • Profile picture of the author Dexx
    Actually what you did that doubled your sales is a well known, and powerful, psychological trigger known as "Fear of Loss."

    Using that fear of loss you were able to use a sales technique known as Sense of Urgency (i.e. Don't wait as this thing you value may not be provided in the same way)

    Its the reason why most WSOs / IM products have "Only XX Remaining" or "XX spots left until price increase."

    Mainly, you gave them a reason to act NOW and not later.

    *NOTE* Fear of loss will only work if the loss is something the person finds valuable (i.e. monetary saving or scarcity of product availability)

    If you really want a tip to further double (or even better) your sales: read some books on sales persuasion. Take a look through the copywriting forum for some great resources as well.

    Cheers,

    ~Dexx
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  • Profile picture of the author cvcena2
    Nice pricing breakdown... Very useful info indeed...
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  • Profile picture of the author purpleman87
    IAmNameLess is consistently negative. Always.
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    • Profile picture of the author David Miller
      Originally Posted by purpleman87 View Post

      IAmNameLess is consistently negative. Always.
      IAmNameless hardly needs me or anyone to come to his rescue on a comment like this, in fact, as I'm typing this I'm thinking it's' not even worth a response. However, what you see as negative is almost always a spot on critique in request to a review or opinion.

      In addition, virtually every one of his posts where I see some remarks that the faint of heart may think negative, always include some suggestions on how someone can correct their course. Of course, you can always pay a grand or so for a coaching program from someone who has some "way cool" screen shots of his adsense earnings.

      This is Offline Marketing and if you can't accept an unvarnished truth from those who are trying to help, you need to reconsider your ability to work with businesses in the physical world.

      Speaking for myself, if I'm asking someone for help I want blatant honesty. We are (or should be) adults here, not children at a politically correct ball game where everyone goes home with a trophy.
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      The big lesson in life, baby, is never be scared of anyone or anything.
      -- FRANK SINATRA, quoted in The Way You Wear Your Hat
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  • Profile picture of the author RichardDin
    this is something like an upsell
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    TwitTunnel.com domain is for sale. Contact me in PM for questions.
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  • Profile picture of the author shqipo
    I think it's great and I'll be trying it myself. I'm curious about a couple of things: 1. You're offering "Keyword optimization" but then you say you do that anyway (for $600). What exactly do you do for this optimization?
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    • Profile picture of the author danielsteven
      Originally Posted by shqipo View Post

      I think it's great and I'll be trying it myself. I'm curious about a couple of things: 1. You're offering "Keyword optimization" but then you say you do that anyway (for $600). What exactly do you do for this optimization?
      I make sure the page is keyword optimized for the specific keywords they want their site to be relevant for.

      For examples sake lets say I'm working with a Chicago Dentist and he wants to show up for keywords like "Chicago Dentist" "Dentist in Chicago" " Chicagoland Dentist".... I would make sure the H1 tags are correct, the image tags are relevant, the proper amount of those keywords are disbursed within the site, etc....

      Is that what you were looking for?
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      • Profile picture of the author shqipo
        Originally Posted by danielsteven View Post

        I make sure the page is keyword optimized for the specific keywords they want their site to be relevant for.

        For examples sake lets say I'm working with a Chicago Dentist and he wants to show up for keywords like "Chicago Dentist" "Dentist in Chicago" " Chicagoland Dentist".... I would make sure the H1 tags are correct, the image tags are relevant, the proper amount of those keywords are disbursed within the site, etc....

        Is that what you were looking for?
        Ah OK - yes, that's what I was looking for. Thanks!
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  • Profile picture of the author atrbiz
    I offer my clients a few packages but I always try to find out the full requirements, find out the clients budget, and then offer them a quote based on the requirements/budget.

    My largest sale in 2011 was for $19k for a Custom Website.

    We'll this particular clients project was not a standard wordpress site - it was a large project of course but I was able to close the sale at a higher price because after doing digging and asking questions, I found out his budget was "open".

    Project was completed successfully and the client was happy with the end results

    Best of luck,
    Ahmad
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    • Profile picture of the author danielsteven
      Originally Posted by atrbiz View Post

      I offer my clients a few packages but I always try to find out the full requirements, find out the clients budget, and then offer them a quote based on the requirements/budget.

      My largest sale in 2011 was for $19k for a Custom Website.

      We'll this particular clients project was not a standard wordpress site - it was a large project of course but I was able to close the sale at a higher price because after doing digging and asking questions, I found out his budget was "open".

      Project was completed successfully and the client was happy with the end results

      Best of luck,
      Ahmad
      Thats awesome man, I think I remember reading about that.

      the client came from craigslist right?
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      • Profile picture of the author atrbiz
        Originally Posted by danielsteven View Post

        Thats awesome man, I think I remember reading about that.

        the client came from craigslist right?
        Yup, I met the client off of Craigslist.

        - Ahmad
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  • Profile picture of the author mikelukjaniec
    It's the one time 'irresisible offer' sales approach that dramatically increases conversions!...'You are being offered this very special deal now, never to be repeated...!
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    • Profile picture of the author midasman09
      Banned
      "The key is to give options, build value, and offer a discount for an instant decission"

      You betcha! When selling websites (or any of the many Advertising programs I've sold over the years)....I show (re:websites) an Initial "design" fee and a "Monthly" fee and.....without "blinking an eye"....I offer, "However...if you give me your OK right NOW....I will drop the Monthly Fee for the 1st 3 months!"

      Whammo....Bammo! End of story! I usually require 1/2 on Acceptance and Balance on Finish and.....they either give me a check or....if they want to "think about it"....I thank them for their time and LEAVE....NEVER to "darken their door again"!

      Sorry....my stuff is less that $1,000 and if a biz owner has to "think" about what I'm proposing....I learned LONG Ago that....his "Stall" is telling me, "I did NOT convince him he should do business with ME!"

      And....if I call back.....the usual response is, "Oh! We've "thought about" your program (BS!) decided NOT to go ahead...at this time!

      So....give your BEST presentation....give them a REASON for "going ahead" NOW....and if they don't go....thank them for their tiime....leave (nicely) and NEVER RETURN!

      Don Alm...."Closer"
      As a side note; I have CLOSED the following people using the above technique;

      W.Clement Stone (founder of Success Magazine)
      Charles Percy (US Senator from Illinois)
      Charles Walgreen III
      Founder of Murine Eye Drops (forgot his name)
      Jerry Wexler (Builder of Outer Drive East Condos in Chgo)
      Founder of Quaker Oats (forgot his name)
      Founder of "The GAP" clothing stores (for his home in Aspen. forgot his name)
      General Charles Hafner
      Lawrence Welk (for his development in Snowmass, CO)
      Michael Douglas (for his develpoment in Old Snowmass, CO)
      George Swift (owner of Swift Foods)
      John T. Pirie (Carson Pirie Scott dept stores)
      William Wood Prince (Industrialist)
      Jack Nicholson (for his home in Aspen, CO)
      Jill St. John (for her home in Aspen, CO)
      John Denver (for his home in Aspen, CO)
      Founder of Motorola (for his home in Barrington, IL. forgot his name)
      Leonard Florsheim (Florsheim Shoes)

      And....hundreds of other "Movers and Shakers" I can't remember at the moment
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      • Profile picture of the author somacorellc
        Originally Posted by midasman09 View Post

        "The key is to give options, build value, and offer a discount for an instant decission"
        Great stuff here from you as well as others. My problem is getting "in the moment" and forgetting all this stuff. It's like the one thing you've been needing for months but always forget at the store.

        Then at 3am you sit up in bed and scream DISHSOAP, DAMMIT!

        This is my life.
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  • Profile picture of the author jayspann
    Great work! It's all about finding out what works for you.

    Keep the momentum going and start practicing up-selling.

    "I was just talking to client XYZ yesterday and he has been doing awesome since I put this "cat video plugin" on his site.

    Seeing as you are both in the "cat video" vertical you might benefit as well.

    Tell you what... I know this will work great for you too, so I'm just going to put it on your site for free this month and by the time the next month rolls around you will have no problem affording the $97 a month investment."

    Something along those lines.

    Jay
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  • Profile picture of the author JDub07
    That is the key to selling. You have got to have a time deadline to force the issue.
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  • Profile picture of the author jct226
    Excellent tip. I've used the same principle when selling my house painting jobs. I give them the good better and best and will throw in a discount for someone who will decide right then.
    Jeff
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  • Profile picture of the author printchesco
    Well, that doesn't look like really lousy salesmanship now, does it? Thank you for sharing this as it would really be a great idea for other people to try out. I do think that the talk shouldn't be too focused on the monetary aspect, so what else do you talk about aside from this?
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  • Profile picture of the author FelicAng
    Thanks for the great tips guys...
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  • Profile picture of the author Baadier Sydow
    That's a really smart way of closing things off and all you did was ask for it. I suppose another way would be to offer "free hosting" for a year.
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  • Profile picture of the author makingiants
    I believe that it was Zig Ziglar who said that
    you need to give out $9 worth of free stuff
    to get $1 worth of pay.

    your throwing in the keyword optimization as a "free"
    feature is a stroke of mini-genius!
    Vince aka makingiants
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  • Profile picture of the author misterme
    That's very much like the "invisible close" Lisa Sasevich preaches. You get this and that for $X and if you're okay with going with this tonight you'll also get this big thing more.

    But it can backfire because people can see it as you putting on pressure.
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    • Profile picture of the author 512 Designs
      I like this idea as well. It's not new and I've seen it done in various industries.

      Sometimes I'll include a 5 page mobile site if I have a client on the fence for a more expensive service.
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  • Profile picture of the author misterme
    I think it has to do with what generation you're selling to. If it worked on Lawrence Welk and W. Clement Stone, with all due respect, that's a different era when people didn't resist and abhor strong sales pressure like they do today. Anyone here dealing with 20 and 30 somethings? Any ounce of pressure or hype and they're gone, you know.
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  • Profile picture of the author TrumpiaTim
    Great advice! You always want to make the client feel as though they're getting the better end of the deal.
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  • Profile picture of the author saeryang
    Originally Posted by danielsteven View Post

    Quick Tip to close more sales.

    I run a pretty successful Web Design/ Internet Marketing business and by no means am I a "salesman". I'm a flat out lousy salesman.

    However when, I meet with prospects who are interested in a new webdesign (have requested a mockup) I found it was hard for me to close them there on the spot.

    At first I thought it was just because it was natural and that there's a process that a client must go through. (getting finances right and so forth)

    Over the past 5 months I realized that couldn't be farther from the truth. Now like I said I'm a lousy salesman so I was thinking of ways to increase conversions.

    What I would normally do is go over the mockup with them and then ask them if they are ready to get this thing going.

    Now instead of charging just a flat fee for sites I have broken it down into 3 segments.

    $599 for 5 page site ($79/per additional page)

    $299 for Keyword optimization (3 keywords of their choice)

    $299 (depending on complexity) for admin panel/backend functionality.

    Now what I have done to basically double my conversions is tell them that if we can agree to terms today (50% down) then I will wipe out the "keyword optimization" fee.

    In reality all I have down is broken down my pricing structure and added a value to the keyword optimization (which is normally included).

    Anyways, this could work with any other "lead in service" as long as you get creative.

    Hope this helps someone.

    Dan
    Thank you for the tips. Customers these days are really hard to convince to buy your product or service.
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