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5 Must-Dos Before You Close the Sale

5 steps that MUST happen before you decide to close the sale.

Do you sweat bullets while thinking about closing each sale with your ideal client?  Closing the sale does not have to be so daunting. There are certain steps that you can take to ease the pain before you seal the deal.  Effectively mastering the close of a sale is vital if you want to succeed as an entrepreneur.

If you are an introvert like me, then you know that it can be difficult to even think about closing any sale.  I cannot begin to tell you how many times I would actually back out of a sale because of the anxiety I was feeling.   In addition, I did not want to appear desperate and sales-y.  The client should feel that they are not losing control.  They should feel confident in making a sound decision while in the buying process.  I recommend the SOFT CLOSE.  It keeps the client form being on the defense during the close.  After all, you are trying to give them a solution to their problem.

Developing a check list for yourself ensures that your marketing strategies were effective and you are covering all the bases for your ideal client to self-qualify themselves for your services.

These are just a few items on my “Before the Close” checklist:

Target – For the most part, 75% of your marketing should have been done before the closing of the sale.  If you marketed to your ideal client, then they have identified your services as the better solution to their problem.

Check: Has your ideal client identified you as the PROBLEM SOLVER?

The Trust Factor – People buy from those they know and trust.  Before the close you should have built a pretty strong relationship with your ideal client through Stay in Touch Marketing Techniques: newsletters, blogging, emails, workshops, free offers and so forth.

Check: Does your ideal client trust and like you enough to buy from you?

Features equal ‘The Close’ – Benefits and results are what you use to market your service or product; the features of your product or service is what you use to close the sale.  Always focus on the value of the features; the results that they will get; and how your services or product compares to your competition.  Write a list of everything that you will do for your client in detail and why you are so unbelievably unique.  Then create a paragraph out of what you wrote so that it flows easily when speaking.  Do not give your client a set of bullet points during the close!! This is the CLOSE.  They need and deserve more while they are making a buying decision.

Check: How many features do you have on your list?

No Surprises – Make sure your ideal client knows that you plan to charge for your service.  I have been so guilty of this in the beginning of entrepreneurship.  I would get so excited about signing on a new client, that I never discussed price because I was afraid of losing the client.  And then after preparing the Agreement with the price I intended to charge, the client was shocked.  They assumed that I was doing Pro Bono work for them.  Why? I never once mentioned that I was charging for my services.

Check: Is your client clear that you charge for your services?

First Impressions Count – Put on your heels ladies!  if you are anxious or nervous about the close, never let it show.  Breathe, put on those heels, wear your favorite lipstick, your best skirt, look confident and feel confident.  Your prospects will know you mean business AND that you intend to close the sale TODAY.

Check: What do you wear that makes you feel confident?

 

I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel. –Maya Angelou

Warmly,

Share some checklists that you use in your life or business that makes your life easier to manage in the comments section below.

 

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