Part of bringing on new customers is about closing the deals with them. There are many ways around this and often offering an introductory discount is the most popular. But this strategy often lowers profits and doesn’t guarantee long term clientele as once the discount has gone, so might the customer.
Therefore you have to think of other routes which you can take to ensure you are able to close the sale. Here are five high performing methods you could implement today.
1. The Balance Sheet Technique
Whether a business client or individual, a buying decision is an emotional decision based on a list of the pros and cons of the purchase. The balance sheet technique is about influencing the list by offering arguments on both sides.
A good sales person will always have pros which outnumber and outweigh the cons and it is always important to ensure you end the spiel on a positive. You should also ask your potential customer of their thoughts before you make the list. That way you can tailor your pros to combat their negatives.
2. Negative Assumptions
‘Negative assumptions’ is about having the potential client confirm their interest or intent to buy the product by giving a negative response to a question. Asking the client: “Is there anything which is stopping you from buying this product today?” or “Are there any concerns you have about the service?” are great examples of this approach.
This way you are making the customer reject their barriers to purchasing.
Though there is a problem that if they do come back with a negative reason you need to be prepared with a response.
3. Time Sensitive Issue
Nothing works better at closing a deal than giving the impression that what is on offer will only be available for a limited time. This works really well with products but can also be used with services. You can always tell potential customers you are only signing up a certain number of clients to your products, or that with demand as it is, prices may increase in the near future.
The fear of losing out because they have not completed the deal on time might backfire should your reasons for the limited time never occur. For example, if you say prices may increase and they never do, consumers may feel cheated and leave your service.
4. Provide Life Changing Advice
If you want to go for the long term consider signing up your potential customers for your emailing list. Then send them articles and useful tips which can help solve their problems. This is the best method to establish your business as an authority in the industry. The more knowledgeable and the more influence you have in their lives the higher the chance your audience is going to come and buy from you.
This is a rather long route approach and it could cost you in the short term. But email marketing is the third best sales performer after organic and direct searches.
5. The Workflow Option
If you have a potential customer who has a c
ertain deadline but they are not favourable to the deal you can use a workflow system to close the deal. This is when you get them to confirm the date at which they would like the work to be completed and then demonstrate how your product / service can help them achieve this.
You need to make clear that your timeframe only works because you have started the process at that moment (also using the time sensitive approach) and you should ask what will happen if they don’t meet those deadlines.
Closing a sale needn’t mean that you are offering lower cost prices. There are many options for closing a sale, many of which will not cost you anything. But whatever the outcome you must always consider the impression you leave on the customer. After all they might not buy today, but they could do in the future.
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