4 Amazing Methods to Prep Your Prospect for the Close

In my last post, we talked about:

  • Why I hate the movie Rocky III.
  • The human need for complete loops
  • When and how to tease your prospect
  • And how to close small asks

For the best clarity on what you’re about to read, check out the full post here.

 

Why you need these methods to close sales and make money

You are an emotional buyer.

It’s ok, so am I. So is everybody.

That emotion may be hunger, joy, anger, worry, or hope.

But as much as emotion drives a sale… logic justifies the sale.

This means when looking to make a sale you need to create emotional reasons that are logically justified for the prospect to take action.

I buy a movie ticket because I’m excited to see what happens to the characters. I justify the purchase that I’ve been working hard and deserve some time to escape.

I buy a new car because it makes me feel successful when I turn heads. I justify the purchase with all the new safety features.

As you prepare your prospect for a purchase:

  • What emotional reasons have you created for them to buy?
  • What logical reasons will help them justify the buy?

How you combine these elements as you ask for the sale… that’s closing. 

That’s what these 4 Amazing Methods will help you do.

 

***Remember: these methods should be used only when in the honest interest of the buyer. The intent is to help them take action that will genuinely help them. Put your buyer first and you should make all the money you need.**

 

1. Reduce Price Perception

One reason many people fail to make a purchase is that the item feels too expensive. You can reduce the price perception through comparison. 

Compare the price to something familiar and acceptable to the buyer. Such as, “less than a cup of coffee a day” or “for a little more than what most people pay for Netflix.”  By creating a comparison to something people like it helps with both the emotional and logical aspects of the close.

 

2. Increase Value Perception

If two people are selling the same product, then purchase is often based solely on price. A race to the bottom is a bad way to do business.

Instead, increase the buyer’s perception of the value you are offering. You do this by providing additional bonuses the buyer receives when purchasing through you. These bonuses should be things you can easily supply and usually a one time expense.

For example, let’s say you are selling a health shake mix. Perhaps you create a quick reference guide on the best time of day to take it and recipes for healthy variations. 

You’ve just increased the value of your offer which makes the product feel less expensive.

 

3. Reduce Risk with a Money Back Guarantee

Many people are afraid to do this because they don’t want people to fraudulently return products. And the truth is that you may get some people who return your product. 

You’ll also sell more products and close more sales if you offer a simple guarantee. The guarantee will also endear you in the minds of those who don’t return your product. Those emotions build loyalty and increase the likelihood of future purchases.

 

4. Increase Urgency 

Okay, pet peeve… False Urgency and False scarcity tick me off. It’s saying the ends justify the means… and I don’t agree with that. Only use scarcity or urgency if it is real and true and honest. 

If you say the price is going up at the end of the week… then increase the price at the end of the week. If supplies are limited, then say so.

Urgency and scarcity help people take action while they are connected to the emotions needed to get over their fears. Use that for good and your business will thrive. Use it dishonestly and word will spread and loyalty will fade.

 

Closing the sale can involve one or more of these techniques. Test and track them to find out which techniques your audience responds to. You may find that your sales page doubles in conversions with a simple closing technique. 

 

Focus Forward

Start with the technique that feels the most natural. Use it in your very next communication. How did it go? Was it less awkward than you thought it would be?

What are other closing techniques you have found useful? 

Share in the comments below or on social media with #forwardwithjoe

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