How do you end your first call?

1 call closing isn't wrong unless you are being dishonest or overly aggressive.

To answer your question, I go for the close on the call but will fall back to an appointment.

Hey David,

To gain new clients, I use direct mail... and I mail no closer than 2 states to my self. So, all of my clients come never have meeting face to face.

I am not sales expert, and I can say, when I first started I fumbled just about every call I took, but I quickly learned how to "speak" with business owners. I have never had formal "sales" training (which wouldn't hurt myself), I have sort of just touched hot stoves and kept moving along.

At first, I just blurted out my costs, which was one of the most immediate questions asked, and you can guess that I didn't close not one.

Once I got the hang of doing this, I have closed numerous on the phone, most within the first call, since my direct mail efforts gets the decision maker to call me back.

If it requires more than one call, it is usually something coming from them like: " I like what I hear, I actually have xyz company doing this, I will have to look into my contract with them" , or "I Like what I hear, you have told me more than others, I am not in my office right now, I need to be able to look over my advertising budget" - or "I have an appointment in 10 minutes, can we finish this later?" -

The first one and close I had felt great, but closing in 2 or 3 calls feels just as good.

I am not sure if this is wrong or not: but I do not chase down people. If they keep putting me off, I just let them know how to get in contact with me, I am in contact with their competitors as well (usually am, not so much a scare tactic but the truth) and once I take one nichehere , I will not work with anyone else.

Still learnin' still growin' , it's a lot of fun.

Ryan

David - to answer the actual thread's question, which I did not: "How do you end your first call" is this: (now) Which e-mail would you like me to send the invoice to?

Terry -

My direct mail letters are usually:

• Personalized cover page (header image of their website)
• Screen shot of the first page results (showing they are not there)
• Then a 2 page letter, trying to hit pain points to solicit a call back
• Emphasizing their competitors received same letter (naming them) and I can only work with 1

letters sent Fedex most of the time.


Idea was not mine, but a WSO, and the idea was not the owner of the WSO's so much, as all WSO are not usually original information, but it was someone doing it, and it was working so I mocked them.



Call back rate is good, but that is not what I am looking at when considered successful , I look at the ROI (I could have a 100% call back rate, but if I am not closing, then does the call back rate matter?) -


So far since november I have spent about $600 on direct mailing efforts to date, give or take. My first client covered those expenses back, which I landed in December, (started end of November'ish). I have numerous. Also, the clients started referring me off as well, so i had put a hold on my mailings, since I still work a 9-5, I didn't want to overload my self.



Reading Dan Kennedy's book as mentioned, trying to learn better copyrighting, to make the mailing efforts more effective.


Took on business partners, and we are ramping up our mailing efforts big time, I just want a better sales letter.


Ryan

The phone call ends with either the prospect qualifying Out, or In to whatever further step is appropriate. If that's a sale, then it's a sale. If it's for an appointment, then it's an appointment. If that's another phone conversation, that's what it is.

Short sales cycle items like commodities can be sold in one call. Others, like accounting software, power plants and custom database-driven student record programs (all of which I've sold), require further discussion to find out whether your solution is a fit...whether they have the budget for your offering...what everyone else involved in the buying decision needs.

But basically either the first call ends with a Qualified Out (call back in 3-6 months if it wasn't a personality fit issue; maybe things have changed), or Qualified In, with a next step to move the process along. Same for each additional conversation: either it ends here or continues on with a view to a sale through a consistent selling process.

"Where do you think we should go from here?" from Ari Galper

Hugh

If Im phone closing I consistently have said the same thing for 20 years, because it transitions smoothly...

"Okay______ looks Like I have everything I need here, I will go ahead and get that orientation email out to you and submit this for processing, now as far as Billing goes... We accept visa mastercard or check by phone, which one of those is going to work best for you today"?

(Of course the proper groundwork has been laid to get to this point where it seems like the natural conclusion).

"Okay great, you got that in front of you?"

"Okay great, go ahead and shoot...".

Then it either closes or not.

MRomeo...

I want to see a report on doing 10k closes here. I have had plenty of them on liquidation deals, and the occasional web deal that happens by chance... But how do you systematize going after them, and duplicate so you can do them on a regular basis? We all teach what we know, so teach us.

I want to hear it from someone who has experience at closing 10k web deals routinely, also trains others.

Ps. How do you do 100 of them per year? Seriously, this a legit question not a trap.

Here is what I do. I make the first call, leading them to a online presentation where they have to optin to one of my sites to get the free information. So now I they have agreed to be on my list where I can follow up via email and fuel them with valuable content.

If this not your case. You can let them know of a one time offer for buying or closing the sell today and how they would go about getting the offer is by going to an opt in page (offline to online marketing) Once they are there instruct them on the idea of getting the special limited time offer and have a buy now button.

Another idea about telling them that it is a limited time offer is to ask for the sale by using the F.O.R.M process. Inquire about this as a short interview letting them know you want to build a longterm relationship with each of your clients by doing a short interview.

F.O.R.M is Family, Organization, Relationship and Mission/Message

When you know these characteristics about your client and use it in your closing. You have a higher chance of closing them on the spot. I dont know what business you are in but when I learned this a few years ago it has worked like magic in my business sales calls, even cold calling.

Want more details or to chat or talk skype me let me know you are from the warrior forum I will give you a 15 minute consult at NO Cost.

Godspeed.

Hi David,

Two of the three things I sell require the buyer to see them working. When I call for an appointment, my first call with the decision-maker ends in one of three ways:

1. with them hanging up, because they don't want to hear another closing attempt, or
2. when they give me a time for a demo appointment in person, or
3. when they give me a time to look at the same screen together over the phone.

In cases 2 and 3, I say thank you and I'll see you then. Is that what you mean?

Sometimes, almost once a week but not quite, I'm able to close on the first call to the decision maker. This happens only with decision makers in larger organizations who are used to making meaningful decisions quickly.