You’re spend time posting on social media, you’re getting likes and comments.
You start building rapport with someone and getting engagement.
You book them in for an appointment to look at having them become a client.
You have dozens of conversations, you then spend another 30 minutes to an hour with them for free, you then ask them your closing question and they say NO!
How does that make you feel?
It can be disheartening and frustrating at times.
It can lead to doubt causing us to question ourselves or ability even lead to imposter syndrome.
If you would like to drastically increase your conversion rates, here are some suggestions after closing high ticket programs for the last 6 years.
FIRST:
I ALWAYS offer them VALUE in exchange for a phone number and email.
This could be an eBook, video series, masterclass, webinar, challenge.
I want to show people I can help them, and I care by….. surprise, surprise actually helping them BEFORE I even think about an appointment.
We give in public and ask in private. I never contact someone I do not know.
This is easy if they are downloading a free offer, attending a webinar, challenge or other event BUT with messenger marketing we do this BEFORE the appointment.
SECOND:
We have them fill out some kind of form. There are a few ways to do this.
You can have them do an exercise to create compliance, and begin treating your prospect like an actual client, which you should anyway.
OR you can create an actual pre-qualification form, I use wufoo or calendly but there are others.
This form would have the questions that must be a yes, a nonnegotiable that fit your dream avatar.
THIRD:
WE ALWAYS USE A POINT/2 MEETING CLOSE.
Again, you have a few options here. If you are just starting and its just you, you can send them some free value, THEN have them complete a form before or after 1st call THEN do a second call with them.
We are taught traditionally in sales that we ALWAYS sell first point of contact BUT the way I see it, is that people buy from people they know, like and trust.
When a prospect comes into a call, they will invariably be in a certain amount of fear.
Fear that you’re going to rip them off, fear that you’re going to use pushy tactics to get them to buy.
Instead of trying to convince them that you have the solution to their problem, move them to a neutral position by simply asking them about THEM…. about what they want, ask them how long they’ve wanted it and what would happen if they don’t get it (whatever ‘it’ is)
Then the only outcome of that call is to get them booked on a 2nd call, whilst you show them where they can find your info/video/exercise and to complete the FORM
IMAGINE getting on a call with someone who has been through your content, filled out a form, and a discovery call what your conversion rate will be?
Rather than trying to force a sale, think about how you can SERVE
This is just a mindset shift and they will pick up on that energy.
Then yes…. You want to create a sense of urgency but it’s not true that they have to buy then and there.
No-one wants buyers remorse it’s not good for them and it’s not good for them.
You’re looking for the win win, if they are a good fit for you and you know that you’re a good fit for them.
There doesn’t need to be any convincing or handling objections.
Now….. putting all of this together is so much easier with a proven script.
Now before you say, you like to go with the flow, I agree.
But…. I know, I really know my script so then yes… I can go off piste at times but always bring it back and it still flows.
This is just a very small part of our 6 figures and beyond academy.
If you would like to jump on a discovery call and get a feel as to if this process or strategy would work for YOU and YOUR potential clients.
To see if this way of growing your business resonates with you.
Send me a DM