Closing on the phone or in person?

4 replies
I'm reading up on cold calling and trying to figure out how I'll do it (writing my script, etc.) and I was wondering if closing in person will convert better than pushing for a close on the phone.

My initial idea was to contact them and setup an appointment where I can audit their website. Then I'll just push for the sale right there and then after I educate them why they need my redesign.

But then as I read the forums, I'm hearing guys who close on the phone. So I'm not sure if closing on the phone will be better for a $700+ service.

Thanks.
#closing #person #phone
  • Profile picture of the author abelamorales
    Personally, you can close on deals over the phone. If your plan is to work with businesses that are over 30 minutes away from you, it will be better to close deals over the phone -- it wouldn't be viable to go door to door.

    The big question is, how do I close over the phone? Sales is the million dollar skill. You need to be able to give good phone. Look over some threads by Jason Kanigan, he's awesome at phone training.
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  • Profile picture of the author Jason Kanigan
    Try both. Set an appointment for one, try to close the next on the phone. You can always "fall back" to the appointment position.

    See which one you're better at. Some people excel in person, others don't have to leave their office.
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  • Profile picture of the author Claude Whitacre
    The price of your service isn't really the determining factor.

    Is there a reason you need to meet in person?

    Most of my sales are in person, but it's because I video the business, and I have to be there to do that.

    $700 isn't a lot to close over the phone. Most small businesses buy advertising contracts for that much every month.

    If all your prospects are going to be within a 20 minute drive, then maybe you'll get more sales by actually being there....but my gut feeling (for your offer) is that it's faster to just close over the phone.
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    • Profile picture of the author wusuborn
      Originally Posted by Claude Whitacre View Post

      The price of your service isn't really the determining factor.

      Is there a reason you need to meet in person?

      Most of my sales are in person, but it's because I video the business, and I have to be there to do that.

      $700 isn't a lot to close over the phone. Most small businesses buy advertising contracts for that much every month.

      If all your prospects are going to be within a 20 minute drive, then maybe you'll get more sales by actually being there....but my gut feeling (for your offer) is that it's faster to just close over the phone.
      I'm going to pick out sites with a horrible lead generation funnel, so I just wanted to show the prospect the changes I can make that will increase their revenue/response rate within weeks. Then I plan on upselling SEO/SMM later.

      I live in nyc and everything is a couple of minutes away from me, so the drive isn't a big problem.

      Originally Posted by Jason Kanigan View Post

      Try both. Set an appointment for one, try to close the next on the phone. You can always "fall back" to the appointment position.

      See which one you're better at. Some people excel in person, others don't have to leave their office.
      I'll definitely try that out. Thanks.
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