People have been signing-up to your monthly newsletters, in addition, they’re also engaging with you on your website and your various social media profiles. But the best part is, you’re getting tons of inquiries about your services.
However, as you talk to your leads about your business in the hopes of closing the sale, you end-up getting rejected all over the place.
It’s quite frustrating isn’t it? Just when you thought you had it in the bag, your warmest of the warm leads are rejecting your offers.
If you’ve been experiencing quite a lot of these rejections lately, allow me to share with you these sales techniques that you can use when talking to your prospects.
*** Note – Don’t just read and learn. Take the time to use them since these techniques are proven and tested to work.
Talk about their frustrations
A common mistake that a lot of coaches make when trying to close new clients is they focus too much on their credentials and how amazing they are.
NOTE: IT’S NOT ABOUT YOU!!!!
While positioning yourself as an expert has its own place when selling your services, doing it too much can do quite the opposite of what you’re trying to accomplish.
Instead of doing that, I urge you to focus on your prospects instead. And you do that by having them open up about their challenges in extensive detail. Have them tell you about how they felt about their challenges, support system, previous “attempts” at success, insecurities, or perhaps what kind of negative feedback others are saying about them.
As they open themselves up to you and talk about their challenges and frustrations, they almost always become emotional (done tactfully on your part, this is very helpful).
Remember. It’s has been proven time and time again that people tend to buy when you appeal to their emotion rather than logic. Use this to your advantage all whilekeeping the number one thing in mind…. You are there to help them add joy and fulfillment to their life.
Share a similar success story that could resemble their goals and ambitions.
The reason why this technique is so powerful is because you’re making your prospect imagine that he or she is the one experiencing the success. Simply because your current client’s profile closely resembles them.
Think about it. If your prospect customer has problems with being bullied in their office because of their size, and you share your current client’s story which is almost exactly similar to theirs, wouldn’t they be able to relate to your current client’s story?
Actually, more than just being able to relate, as you tell them about how your current client became successful with their endeavors, your prospect customer will slowly have hope in their hearts.
Why not, right? If your current client did it, he should be able to do it as well.
At this point, since your prospect client’s hopes are up, you can easily position yourself as the best person to help them since you were the ones who actually helped your existing customer.
Conclusion
You don’t have to stay in the plateau that you’re in right now. If you’re having achallenges converting your prospects to actual paying clients, you can start using the techniques I shared and you will start seeing better results.
You can also get business coaching from Dr. John Spencer Ellis here.