Wednesday, June 5, 2013

3 Ways to Get a Bunch More Sales: Part Two

Here's the second in a series of postings to help you grow your business faster.

To recap, we're talking about 3 ways to get a bunch more sale:

  1. attract more prospects,
  2. convert more of them to clients, and
  3. sell more to them
Today, I'll help you with part two: How to convert more prospects into paying clients.

If you want to convert more prospects, 3 of the easiest and most effective methods are:

1. Change the game by changing the words
Look around. Most of your competitors' websites and advertisements probably offer Free Consultations, Free Information, and Price Quotes. You may be tempted to fall in line and do the same. Don't.

Because, if you want be noticed by more people, you have to stand out. That means you have to be different in some way. Let all your competitors look like apples. You can be the only coconut in town.

One of the easiest ways to do it is to use different words to describe what you do.

Example: Instead of a Free Consultation, offer a Free Gap Analysis, a No-Cost Strategy Session, etc.

Instead of Free Information, offer a Free Client Cloning Kit, a Free Savings Guide, etc.

Instead of Price Quotes, send prospects Project Briefs, New Revenue Outlines, etc.

Best part: You don't have to change what you do to change the game and be different. Just change the words.

2. Be useful
Few prospects will buy from you on the the first contact. They usually want to learn more about you, your industry, and their options before buying. That means you have to follow up with them.

You can be a pest, like most of your competitors, who email or call to say, "I'm just following up ... just checking in ... just seeing if you had any questions." Bleh.

Instead, do this: Be useful to prospects.

I first learned this idea in 2009, in Dan Sullivan's Strategic Coach program.

According to Sullivan, if you can bring confidence and clarity to people in your network, by researching their needs and then offering something useful -- product news, information about their customers, access to your contacts, expertise, etc. -- people will make time to talk to you. Because they will see you as an oasis in today's desert of awful economic news.

As a result, people will take your calls, read your emails, meet you for coffee ... and be more likely to do business with you.

3. Follow a sales script
By script, I mean proven responses to tough objections, like: "I can't afford it," or "I want to think about it."

At this point, you may be rolling your eyes. "I don't want to sound like a telemarketer," you think. Or, "I have to be flexible with every caller," or "Scripts don't work anymore."

Baloney. You're already using scripts -- right now.

Anytime a prospect asks you, "How much does it cost?" or "What's your guarantee?" and you reply with an answer you've used before, that's a sales script.

Why keep winging it? Why not plan and practice your words? There's no valid reason NOT to use a proven sales script, whether it's on the phone with a prospect or in person.

The good news is, if you’ve ever made a sale and can write down what you said, you have the basis for a million-dollar book of scripts. It all starts when you "can and clone" that first collection of winning words.

If you're worried about sounding stiff, here's a simple solution: practice your scripts, just like an actor.

And I'll even give you the words to use as a basis for your first sales script: How were you hoping I could help you?

Ask that question at the start of every sales call and watch your sales increase. Because it prompts prospects to cut to the chase and tell you what  attracted them to your business in the first place. This is a great place to start any sales conversation -- and convert more prospects.

Stay tuned for part 3 of this 3-part series tomorrow, when I’ll show you how to sell more to the clients you already have.

Meanwhile, if you want to more clients like your best clients, my free Client Cloning Kit can help. Grab your free copy now, while they last

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