When you hear about “closing the deal,” you often think that’s what happens at the end of the transaction. You know, once the courting is done and the contracts are out and ready to be signed. But closing the deal happens way before anyone signs on the dotted line. In fact, most have decided they want to work with you or hire you for a speaking engagement long before they make initial contact to talk about your services. They have been intrigued by what they’ve read about you online, or perhaps they have been following you via your newsletters or blog and are ready to take action and learn more about you, from you personally. That’s why it is so very important to always present your best at all times, in all situations. Whether you’re closing the deal to secure a new client, book a speaking gig, or getting your book accepted by a publisher or accepted in major bookstores or outlets, you need to master the steps leading up to the sale. We will show some great tips for mastering the steps leading up to closing the sale:
Confidence: This is more important than you would think. You are the expert, and you should exhibit confidence from start to finish of the deal-making process. Many depend on you to complete their work or represent them well when speaking for them, and they need to feel reassured at all times that you can do that brilliantly. So let them know by being confident and self-assured. It goes a long way in showing them you are the right person for the job. It helps to be confident when answering the phone, working online, and even in your emails when responding to requests for additional information.
Good impressions are critical: You know the obvious ways to look good online and in all your social media efforts, and we discuss many of them here. But consider other ways you can create a good and lasting impression that will capture someone’s attention. One excellent way is to reach out and help others in your various social media groups. Whenever possible, answer questions that come up in the groups. Show your expertise by helping others solve their problems. It doesn’t take long, but can have a great impact on the way others see you. Another way to make a good impression is to reach out to the organizer after hearing a great speaker on a teleclass or teleseminar to thank them. You can even share tips during the event, referencing the speaker on your social media outlets. It’s a great way to build new relationships.
Consistency: Again, most are following you long before they contact you, and one of the main things they will be reviewing is your consistency. Are you consistent with your message? For example, do you promise a weekly ezine and then send it out every few weeks. Do you promise to update your blog twice a week and then do it sporadically? Skipping an ezine issue or two every now and then won’t necessarily be a deal-breaker; however, when it’s evident that you often don’t follow-through on your promises, many lose confidence that you will be able to take care of them and worry you will show the same lack of consistency with their work.
Uniqueness: One of the reasons many may choose to work with you is not only because are you the expert, but you offer something others don’t, and are the best at what you do. For example, our company offers Infusionsoft services and we definitely know what we are doing! This can be a complicated system and when done incorrectly, can produce not only a negative image, but tons of headaches. However, when done right it is beyond amazing. That’s why many choose to work with us … because we know the ins and outs of the system and work with our clients to make sure they are using it to its full potential. So be unique and offer the most in the things in the things in which you excel.
Speak the language: You also need to speak the language of your target market. One mistake is to try reaching a broader and more general audience with your marketing message. When you do this, your message becomes vague and weak. Your real target audience can’t see themselves in what you do and say, and they will often just move on. Take a minute now and review the past month. Re-read your blog posts, social media updates and your overall marketing message, and take an honest look from the perspective of your target audience and ideal client. Do the messages draw you in or simply confuse you? If you take this one step, you can clearly see ways to improve. Sometimes we just get so busy in the day-to-day running of our businesses that we simply don’t realize it.
Can you see how becoming more and more adept at these steps leading up to the sale will ensure you get more prospects to connect, commit and sign on the dotted line? People love to work with those they know, like and trust, and when you can show them right from the beginning how much you care and how skilled you are, it helps tremendously. Be that business owner others can’t wait to work with, and success is sure to follow.
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