How can you make it easy to get a YES?
On your customer how many people are saying YES when you offer a sale in front of them?
You’ve got to make the audience believe what you believe and believe why your offer is better than any other. You also have to make them believe in the impact your offer will have.
If they pay for it what will the impact be for them?
It actually starts with Multiple touch points:
social media, email marketing, copy on your website, content on google, run webinars or events etc…
It is all about putting yourself in front of the right audience. With the right offer, the right communication, the right process (customer journey) And customer centric such as:
- Develop Relationship
- Create Authentic Lead generation funnels
- Nurture those Relationships
- Record Leads
- Follow up
- Follow through
- Build Know Like and Trust through stories, testimonials and social proof, consistently connecting
Believe me, when generating the leads you want and making sales..
IT ALL STARTS HERE…
Strategy – Content - Qualified Leads/Enquiries > Prospects > Customers > Repeat Customers
So how to make your FIRST YES or YES?
Watch the Full video here…
Here are some tips to Make it easy for a YES – CONVICE THEM
- Evoking feelings in your language by using adjectives and descriptive words as you solve their problem.
- Build your list of audience and nurture them into a trusting audience.
- Build their trust through credibility, showing them testimonials, statistics and success stories to make people trust enough to buy.
- Ask questions: Asking questions invokes thought; it’ll get your audience to think. For example: How would your life change if you got out of bed every single day and you were pain free and happy with a jump in your step? This creates desire because they’ve thought about it and the possibilities.
- The left and right brain theory proves that it is important that in your content you’re not just satisfying the right emotional side but to also include statistics for the logical left brain.
- Future pace. example: “Imagine if you felt like this” or “If you did that”. It’s getting people to see what that impact could be but how they would feel as well so the benefit of doing it but also going into the emotional side of it. Get your audience to feel the possible impact by future pacing in your posts.
- Include resistance reducers. We’ve got to make sure that our posts include things that are going to help them make that “hard decision”.
- What are their old beliefs and what are the new beliefs that you want them to have? Use marketing to persuade the audience into changing their beliefs to reduce resistance.
- Find metaphors that you can use in your business that send people on a journey and make them go “oh that’s an easy yes”
How about you are dealing sales on the phone with somebody or even emailing somebody a proposal? Here are 5 important things to consider:
- Establishing rapport, or, awareness, you’ve got to be aware of the person that’s in front of you. Don’t just speak to that person (telling vs selling) To establish rapport and bridge that gap, change your physical physiology (gestures, movements, your body, even the tone in your voice, so if they talk slowly, you talk slowly. If they talk quietly, you talk quieter. You don’t do it in a mannerism that’s going to be offensive, you’re going to do it subtly. Pay attention to some of the keywords that they use. If Jodi keeps saying, she wants to make money, she wants to make money, she wants to make money, it’s time to earn some money. The keyword there is money. You are going to write down the keyword money because that’s the word you’re going to mirror back. So Jodi, would you like me to help you make some money? Yep. And you’re going to use that word because you’re getting a yes from inside.
- Ask questions, okay. The questions are directly, obviously related to the person using their language. And you’re going to ask the questions based on what they’re interested in achieving. So what do you do? What are you interested in? For what purpose? Do you want to do that? So they talk about going deeper? Why do you want to make money?
- Establish a need to establish the value. Propose a solution to the client’s problems, but it has to be their values base, not your values base. You’ve got to make it about the value, not the price.
- Linking the need and the value to your product or your service. And this just comes down to a desirable offer. We all know offers or offers are the same. But you need to make it desirable to the person who you’re talking to. Using sensory acuity, you can look at them or listen to them and you can see or feel whether or not the client is in that happy place, and you’re going to get a yes.
- Closing and asking for the order. And this is where future pacing comes in, which is important. You could say, for example, Imagine yourself in five months, where you’ve done the program, it’s all mapped out, It looks good to you, it feels good to you and you are where you want to be, etc. And if there are objections, obviously you need to handle those objections. But again, using your sensory acuity (smell, touch, see, taste, hear) and the language that they use, use the same language to match and mirror, use rapport and go at it from another angle because you’re always going to get people that may have objections.
There are also common objections that you might be ready to handle. Let me show and how you can handle objections to pricing:
- I don’t have the time
- I don’t have the money
- Your product is too expensive
- Please just email me more information
- We don’t need this at the moment
- Industry-specific challenges/questions
Objections to Pricing.. WIN THEM!
- “I understand. You know what, I actually had two other customers like you recently who were unsure about the price at first. But what they found was… ”
- “Oh really? If you don’t mind me asking, how are you coming to the conclusion that the product is too expensive?”
- “Is the price point a cash flow issue, or a budget issue?”
- “Let’s explore some creative strategies for fitting this into your budget.”
- “Ok, I understand. Is there a part of the product you don’t need?”
Most people fail because they simply don’t ask for the sale.
Say something like, “Hey, it seems like you guys are a great fit. I’ve shown you how we’re going to solve your problems effectively. Are you ready to buy?” BE OKAY WITH NO (Objection) and Immediately follow up their no with the question, “What’s the process we need to go through in order to get you ready to buy?” This shows your prospect that you don’t fear rejection, it exudes confidence, and illustrates that you have a willingness to work with them to get to a place were saying yes makes sense. – GREAT INSIGHT RIGHT???
Exactly how you ask for the sale may differ depending on what type of potential sale you’re dealing with. You also may want to start with more general questions to better quantify your lead earlier in the sales process.
However, if you know you’re close to closing, try out these questions that force your prospect to explain why they’re holding back, so you can lead them to the line of reasoning that gets them to say yes. (TRY THIS 15 CLOSING QUESTIONS TO TURN A “NO” INTO A “YES)
- “What are all the steps we have to take to help make this deal happen?”
- “Are there any obstacles that could prevent this deal from happening?”
- “Based on what we’ve discussed, do you think our solution is a good fit for your needs? Why?”
- “When do you want to make a decision and begin implementing a solution?”
- “If I was able to throw in [incentive], would you consider committing today?”
- “When is the best date and time to schedule our next meeting?”
- “Is there any reason that you wouldn’t do business with us at this point?”
- “If we could find a way to deal with [objection], would you be ready to make this deal happen next week?”
- “Taking everything into consideration, I think one of these two plans would work best for you. Would you like to go with [X] or [Y]?”
- “You mentioned needing a solution by [X date]. If you signed up by [Y date], I can guarantee we have enough time for training and implementation. How does that sound?”
- “Do you feel ready to move forward? I can send over the contract right now.”
- “What do you think a good next step would be to solving your current problems?”
- “Unless you have any more questions or concerns, I think we’re ready to get started.”
- “Based on what you’ve said, it seems like our product is a good fit for you today. What do you think?”
- “On a scale of 1-10, how confident are you that our product will meet your needs?”
BONUS: (useful sales closing phrases)
The key difference between the questions above and the sales phrases to help get you to close are that these don’t require your prospect to answer in such a way that you can lead them to realize they want your product; these phrases are better used when you’re quite sure you’re close to making the sale, and ready to ask for it.
- “Unless you have further concerns, I think we can get started with the arrangements.”
- “Let’s discuss the costs involved.”
- “This call is scheduled to end in [X] minutes. Please, take as long as you like, but if you’re ready, perhaps we should move along to the agreement.”
- “Are you ready to implement [the product] at your company?”
- “If you can commit to buying today, I can also give you [incentive].”
- “It seems like this solution would work for you, but I understand you need a bit more time. Let’s schedule a meeting for next week when you’ve had some more time to think about this.”
- “It’s fine that you can’t commit today. Unfortunately, this particular offer is only available for [period of time], so I would need a signed contract by [date] to maintain this price.”
Convince? Let us help you get your Final, FIRM, “YES”. After all, that’s what I do. Delivering results for your business.
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