Learning to close leads may seem like a difficult yet daunting task but it's like anything else... with a little practice you'll get better at it. If your scared or nervous, your prospects will sense it. You have to be sure of yourself and fully confident in your abilities. I know, I know, it's easier said than done but the reality is, if you don't pick up that phone and start calling and attempting to close leads into your business you'll never get to the level of success you so desire. So how do I close leads? After someone has listened to a presentation or overview and I get them on the phone I always ask standard questions in the following way.... "Hello Bob, this is Eric, so we had a chance to listen to the presentation? (wait for response then say) When you were listening to the presentation did you find yourself paying more attention to the products or the opportunity to make money with it?" (At that moment I'm waiting for a response and qualifying my prospect so I know which direction to gear the rest of our conversation) Once I get a response I give a BRIEF testimonial about why I got involved such as follows:
"Bob I can agree with you there, when I first learned about the (Product/Opportunity) I got excited and here's why, I tried the products for myself and they worked! I lost 4 pounds in 9 days which caused my belief level to go through the roof! And when I learned how I could get paid to truly help people look and feel their very best everyday I couldn't resist" I then follow with, "So as you were listening to the presentation, which one of those packages caught your attention the most?" (wait for a response) Once you know which package they liked you will then attempt to close leads softly at first like follows. "I chose the pro-pack, it's simply the best bang for your buck and will give you the most return on your investment as you begin to share our product with others, not to mention you get a 90 money back guarantee on the first order so 60 days will give you plenty of time to evaluate our products and whether or not they work for you, so how did you want to handle that, with a visa or a mastercard?" (again, wait for a response) Regardless of what they say next unless they pull out their credit card and give it to you you're going to say, "I understand that Bob, and keep in mind it's not mandatory or required that you take advantage of this, it's just that a person of your nature and your desire to create an immediate income/weight loss I can't understand why you wouldn't want to take advantage of this starting tonight!?" What you are doing here is digging deeper. There are only 2 reasons people object when you close leads into your business, price or skepticism. The question posed above will open up your prospects and let you in on the real reason they aren't buying from you right now. From there you can evaluate what their FEAR is and help them overcome their perceived reality. When I close leads I use this scenario every single time and it works. The better your prospect the easier it is to close leads of any type. It all starts with the telephone so be sure you get comfortable with it! One of the things I learned early on was to get a BUDDY in which you could role play and practice with until you're confident in doing yourself. When you are in the final stages of learning to close leads and actually attempting it, keep in mind there are only 2 things that can happen: #1-the order from you, #2 they don't order from you...My attitude and mindset when I have that prospect on the phone that I'm about to close is "They are buying from ME or they will HANG UP before I let them get away because I'm not getting off the phone until I have all their questions answered and grab the credit card number." You mindset is important and you have to have the proper attitude, picking up the phone is scary but it's MUCH better and EASIER than meeting people face to face. That's exactly why I've been able to earn close to $100K in less than 6 months and I PROMISE I'm not different than you are, I just learned how to do it. The only difference between you and I is Knowledge and Application, THAT'S IT! Now get out there and close some leads! PS - I'll be adding onto this subject over the next several weeks so stay tuned..... |
