Archive for the ‘Closing The Sale’ Category

Some people are surprised to find out that closing is only the fourth step in the sales process. There are two things that are important in closing the sale. Firstly, you need to be really clear on what you are offering. People must fully understand what your products or services are about. Secondly you must make it easy for people to buy from you. Now the reason that the step on closing is so far down the line, is that everything that you have done leading up to point is actually going to help you with your close. What do I mean by this?

What helps you to close the Sale?

You may have heard me talk about getting customers to respond to your offer. It helps to create consistency. I am a big fan of Robert Cialdinis book on Influence. In it he mentions the powerful influence that consistency has on people's buying behaviour. When they respond in a certain way it is natural for them to continue to act according to that initial response.

So getting people to put their hands up to show interest in your offer as a first step is actually going to help you close the sale down the line. Your initial contact and your subsequent follow up's are all parts of an interaction helps you to build a relationship with your clients. Each time you speak to prospects or send them a message you are feeding them more and more information about your product or service. In time they will know exactly what you offer and why it will benefit them.   So when the time comes for you to ask for the sale, it becomes an easy decision for them. They have all the information, they know all about you and there are few objections left to overcome.

Another way you can make things easy for your customers is to be able to accept credit card payments. Set this up so that you have a merchant account linked to your website that can process transactions online. This means that you don't have to be there for sales to take place. They can happen automatically. An essential part of building an information empire is automation, having systems in place that can send out newsletters and responses without you getting involved. Think about it, if you had to remember to send out a message to a different client each day of the week, would you really get around to it, and would you send out the right message? Automating this process not only makes your life easier, it actually improves your conversion rate.

Tools for Closing the Sale

•       Get customers to respond to your offer and express their interest. When they initiate interest it increases the chances of them buying from you.

•       Interact with customers and build a relationship with them. People are far more likely to buy from people whom they like and trust.

•       Automate your sales process. Put systems in place that makes it easier for you to follow up with prospects and close the sale.

•       Set up a merchant account so that you can accept online credit card payments. This makes the purchasing decision much easier.

Many people think that closing the sale is the difficult part of business. But as I have just illustrated when you have strategies and systems in place, closing actually becomes very easy. Make clear offers to your prospects, give them a good understanding of the benefits of buying from you, and make it easy for them to purchase. These simple things can help you close many sales.

Bernadette Doyle offers a free online small business marketing resource where you can learn how to WIN lucrative contracts and turn your small business into a Corporate Client magnet!

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What is your definition of opportunity?

Imagine that it's a typical week for your website – the one that you have planned, designed, to which you have driven traffic, and through which you have made booking and registrations possible. Let's assume that during a given week, 100 visitors cross into the realm of your site; 2 of them make the decision to purchase; however 98 of them leave without investing in your product.

What number captures your attention in the above example? Is it the 2 buyers? Will you wait for another 2 buyers next week? Will you count on luck, or "spray and pray" to deliver a sprinkling of voluntary customers next month, and next year?

Or, do you view the 98 departees as 98 new opportunities for sales?

In truth, your best profit potential lies in the 98 visitors who chose not to buy. If you plan well, after they leave, you will have 98 names and addresses that can lead to potential sales. All you need to do is have a plan for following them up. Just think – if you can get even 2 of those 98 to say "yes," you have converted a larger percentage than you did with your sales page alone.

Here are some points to show why you should be following up:

  • When you follow up with website visitors, you are targeting prospects who have already expressed an interest in your product. They clicked, which means, at the very least, that they are curious. For my regular readers, you know that this means you have gathered an audience of people with "raised hands."
  • Targeted follow-up correspondence answers questions that many of your visitors are not willing to ask (and many people have the same types of questions). Every time you answer a question, you take the opportunity to dispel an objection or a fear.
  • Follow-up breeds interaction, which begs conversation. Think of your follow-up e-mails, postcards, and teleseminars as ice-breakers in a conversation that everyone wants to have, but no one knows how to broach.
  • Marketing research doesn't lie. It tells us that more follow-ups equal more conversions. Stay relevant in the minds of your prospects, and you'll be the first person they turn to when a problem arises.
  • Follow-up is a circular phenomenon. It gives you the information you need to devise better methods of follow-up. When questions are posed, and objections voiced, you are given valuable insight into the minds of prospective clients. With this information, you can plant more seeds and dispel more fears.
  • Follow-up contact is an invaluable vehicle for conveying the idea of urgency. If a conference is set to take place 6 months from now, people will put off registration. But, if you can communicate a special offer through follow-up correspondence, you will light the fire to sign up. Often, discount deadlines and space limitations work well.

To increase conversions and increase your sales, it's absolutely necessary you follow-up with all your prospects – even the prospects that don't buy from you. You cannot follow up too often – you just need to vary your medium to keep your prospect engaged.

Don't hesitate to use the invaluable follow-up for attracting and retaining clients. Leading prospects to your door is never enough – you must give them the incentives to revisit, and to invest.

Bernadette Doyle specializes in helping entrepreneurs attract a steady stream of ideal clients. If you want to get clients calling you instead of you calling them, sign up for her free weekly e-zine at

Many people don't use their business potential to the full. It is relatively easy to focus on your every-day business; the sales and marketing, the product or service; and forget that you can leverage your business to perform far more than simple day-to-day operations.

If you're ready to turn your business into a serious money-making venture, it's time to think about hosting a Big Pay Day live event. Hosting a live event and turning it into a Big Pay Day is a perfect way to boost your revenue, increase your income and turn your business acumen into big dollars!

How do you monetize your event, and how do you create the opportunity to service your clients better and increase your earning capacity? Let me share a few of my secrets with you …

1. Launch a new product or service. You can also use your event to launch a new product or service for your existing business. If you're creating a new product line or have new services to offer your clients, launching them at your event is the perfect time to introduce the products and generate buzz.

2. Launch a high-end coaching program. Your Big Pay Day Event is the perfect time to launch a high-end coaching program. You're hosting an event because you are an expert in your niche. You could be sharing your expertise about your business field, or sharing the keys to your personal success. Use your event to share your expertise, and then launch a high-end coaching program to help attendees achieve their own success. It's a great way to monetize your knowledge.

3. Turn your event into a product. Don't forget that you can turn your event itself into a product. Take video of your event and launch a series of DVDs, or take the written materials from event and turn it into a book. Be creative, and think of ways in which you can share your event in the form of a new product.

4. Build your reputation in the industry. Building your reputation in the industry gives you two benefits: you can boost your existing business, and you gain the leverage you need to launch new products and services. While building your reputation in the industry might not yield direct revenue, it can lead to the acquisition of new clients, as well as creating additional business with existing clients.

Decide How to Monetize YOUR Event
When you're considering hosting an event, think about how you will monetize it. You can use any one of these strategies, or a combination of strategies, to yield revenue far beyond the registration fees you're charging people to attend your event. Start with one of these strategies and build on it, depending on what you have to offer and the resources you can leverage while you're planning the event. Think about your business plan and your business goals. Ensure your strategies are consistent with helping you achieve your goals and your BIG PAY DAY!

Bernadette Doyle specializes in helping entrepreneurs attract a steady stream of ideal clients. If you want to get clients calling you instead of you calling them, sign up for her free weekly e-zine at

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