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Closing on the first visit.. Have you done it?

by kevinenrique
8 replies
Hey guys and gals.
I just started my cold calling and cold visiting journy this week but althougt i'm getting ppl interested i can't get to close on the first visit. Maybe i'm a little unpatient. Anyway, here is how it went:

I started this past Monday calling businesses in my area and got about 2 appointments for Tuesday. The first was a graphic designer with a crappy site. The meeting went great and they want my services. They will give me all the info for the website along a check next week... (I won't celebrate until I get it).*

The other appointment was w a tire shop.. He is interested and wants me to quote a site w a shopping cart. Next thursday we meet to discuss it.*(i dont know about this one, It seems to me that he is one of those that think that desiging a site with shopping cart is as easy as powerpoint)

Then after those meetings I started walking down the street business to business just introducing myself and asking for the owner and if they had a website, and out of 10 business 2 want a website (one of them has two businesses and want a website for each) but they all want to start next week.

So all in all it was a good week for me but it's a bummer that I didn't get any $$$ this week... Today I stayed home creating some new templates to offer.

I'm offering a wordpress theme that I designed, very nice by the way, it has 5 pages and many images. I'm asking $389 but i'm saying that this is a special for this month only.

The other 'special' is a one page site. Its a nice and modern design with a contact box that pops up when clicking a button. I'm giving it for free if they pay in advance the hosting for six months (which is $30/month). If they dont, then the design is $100.
This is a tweak from the Bower method i read from John. But maybe i should split test it with the original Bower method, which is to give the site for free no matter if they want to keep on with the hosting.

To my surprise people are more interested in the $389 one than in the cheap one...

Anyway, i'll stop writting as this is getting to be a very long post.

But bottom line, do you guys have a trick to close on the first visit?

Thanks for the comments
#closing #cold calling #visit
  • Profile picture of the author kenmichaels
    Change your specials to "TODAY ONLY"

    as in, i can give you everything we talked about for 389.00 IF and ONLY if you also give me a check today.

    I will start filling out our agreement, while you go get your check book.


    ---
    You would need to smooth it out some to fit your style, i just wanted to
    give you the "jist"
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    • Profile picture of the author kevinenrique
      Originally Posted by kenmichaels View Post

      Change your specials to "TODAY ONLY"

      as in, i can give you everything we talked about for 389.00 IF and ONLY if you also give me a check today.

      I will start filling out our agreement, while you go get your check book.


      ---
      You would need to smooth it out some to fit your style, i just wanted to
      give you the "jist"
      I'll give that a try on Monday... Thanks for the tip.
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  • Profile picture of the author Jason Kanigan
    I did it this very afternoon.

    I called, I qualified, I closed. They got what they wanted for their very own reasons. Once I uncovered those, it was smooth sailing. That's the "trick". Easier said than done.
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    • Profile picture of the author kevinenrique
      Originally Posted by Jason Kanigan View Post

      I did it this very afternoon.

      I called, I qualified, I closed. They got what they wanted for their very own reasons. Once I uncovered those, it was smooth sailing. That's the "trick". Easier said than done.
      How do you go for the closing without sounding like you are rushing them?
      I'm good at contacting people and having nice conversations and building trust but what I know I'm lacking are closing skills. I don't know, somehow I think I'll sound desperate or pushy.

      BTW do you like living in NC? My wife and I are thinking about moving to the States soon and NC is on the list of states we want to explore.
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      • Profile picture of the author Jason Kanigan
        Originally Posted by kevinenrique View Post

        How do you go for the closing without sounding like you are rushing them?
        I'm good at contacting people and having nice conversations and building trust but what I know I'm lacking are closing skills. I don't know, somehow I think I'll sound desperate or pushy.

        BTW do you like living in NC? My wife and I are thinking about moving to the States soon and NC is on the list of states we want to explore.
        I uncover the real reason(s) they want to change their results, if they exist. If they don't, I qualify them Out. Once I understand those reasons, and the prospect acknowledges them, then 90% of the work is done...and they want to get started. Often they try to rush forward so fast I have to slow them down.

        Listen to this (p/w: arctic1). All these people want to help me...and one tries to help so fast that she's giving me information much more quickly than I want to receive it.

        My wife and I drove here from Vancouver and we went through Montana, Idaho, Utah, and then from Arizona to NC via the I-40. There are a lot of less-nice places to be.
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      • Profile picture of the author sandalwood
        Originally Posted by kevinenrique View Post

        How do you go for the closing without sounding like you are rushing them?
        You ask for the order. If you are attentive during your presentation you will have picked up on their "I want to buy now" signal(s). Believe me, people exude them like pheromones.

        Not to pick nits here but you sound unsure of yourself. That seems to be more of the problem than anything else. You also sound like a guy who can talk to people and knows his product. Now all you have to do is add in one more ingredient: ASK FOR THE DEAL.

        I won't tell you what to say I'll let you blend the question into your style. It'll work better that way. Jason is a master at it but if he and I were talking to the same people he would ask one way, I'd ask another. Both of us would walk out w/a signed check.

        You can do the same thing. Just ASK...

        Just my 2¢...

        Tom
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  • Profile picture of the author tmoby
    Usually when i go in a meeting I assume the sale. Basically I talk for a bit then go over the contract terms. This usually always works, though I've talked to them prior to the meeting (either through email or cold call), never by just a straight walk in.
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  • Profile picture of the author CEOArob
    Book Recommendation:

    The Hypnotic Salesman by Adam Eason
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