I love the Rocky movies… you know, Rocky Balboa bloodied and bruised after a fierce battle crying out “Adrian!!”
Yes, they are predictable and some are better than others.
But there is one I will not watch.
It is incomplete. I don’t care what movie critics and artistic “geniuses” say. They never finished Rocky III… and I hate it. I won’t watch it.
For those that don’t know… the final shot freezes on Rocky and his opponent both throwing mega-punches with either one having the potential to land and be a knockout blow.
But that’s it!!
Who’s punch lands? Do they both crash to the floor? Who wins… WHO WINS???
It’s human nature to want to…
The human mind needs complete loops. They are like equations the mind must solve in order to relax and move forward.
That’s why incomplete loops are called “teasers.”
Teasers give you enough information to create a desire to close the loop. It could be wanting to watch the movie for the trailer you just saw. Or it could be a prospect anticipating your next email to learn the next step.
So when is teasing good and when is it costing you sales?
Your customers NEED you to ask for the sale… or they’ll just leave angry.
Teasing can be good when building anticipation for your answer to the prospect’s problem.
For example, a good pattern to follow in an email is: problem 1 > solution 1 > problem 2… solution 2 will be in the next email!
Teasing is bad when you fail to provide a way to get the solution.
This is why you MUST ask for the sale. That sale could be anything from “click this link,” to “buy my product.” It is some kind of action that you are conditioning your prospect to want to take.
It is how you are providing the solution for them to complete the loop.
Imagine if all you do is ask questions and pose problems. In your arrogant wisdom you assume they will discover that your product is the key and make the purchase.
But it’s ok if you’re doing it because you don’t want to be a pushy salesman, right? Wrong!
If you have something that can truly solve a problem for the prospect and you DON’T ask for the sale… you’re setting them up for frustration and failure.
Without crystal clear clarity on how to solve the problem (aka – close the loop), they will leave angry… and it will be your fault.
How to ask and how to close
You now know you MUST ask for the sale. But how do you do it? Is there a difference between how you close a small ask versus a high ticket item?
Everything in your email or sales page to this point has been to help your prospect get out of their own way.
I know I’m too often my own worst enemy… and I know I’m not alone!
On a small ask, the transition can be as simple as telling them what to do next:
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Bigger asks (especially those involving money) require more finesse.
In my next post, I’ll share 4 Amazing Methods to Prep Your Prospect for the Close. These methods lead to closing more deals… and earning you more money!
How to Focus Forward
Why don’t you ask for the sale?
- Is it fear based? Do you want people to like you? Are you worried about rejection? Do you not think it’s important?
What can you do to make sure you ask for the sale and close every client every time?
Share in the comments below!