Have you ever wanted to increase your closing ratios? The first thing that will improve the number of people most people ever close is to actually have enough contacts.
I'm not talking about just more advertising I mean actually picking up the phone and making contact.
Most of us spend time coming up with the next neat idea and we think our way out of work.
If you don't have the contact taking place, first and foremost don't even study what you may be doing wrong.
DO ENOUGH wrong and eventually you will get some right! The second thing you have to understand is why are you looking to connect with people? Really what is your why? It has to be deeper then the money.
It has to be more or it's just a job.
Your why has to be deep! Do you believe in your product or service enough that you know it will make a difference in your client's life in some way? Do you know for a fact that you are marketing a better way to accomplish X? Do you know that you know it will be a benefit to your client and IF you can get your client to see that you will make a sale? That will put you one more step closer to your goal! Third, are you expecting to make solid connections or do you just wait and hope they happen? I'm not saying it's all in the power of your thoughts, I don't believe that.
What I am saying is when you pick up the phone to talk to a perspective client if you are expecting to connect with that client versus hoping to connect your posture and tonality will be completely different.
One says I know what you need and I can help.
The other says I hope you let me help and please don't say no.
Closing is a game of posture and it starts with that first connection.
Fourth, are you responding or reacting to you clients when you connect.
Responding means you are in control of the conversation reacting means your client has control.
Look at it this way who's asking the questions? You should not feel, fearful or intimidated when your client questions you at all.
You smoothly handle the question and objection and confidently start leading the conversation again.
Reacting show's your client they are in control and you are not confident.
It will certainly slow the closing process if the closing even takes place.
Finally, are you confident that what you are actually doing for your clients will even get you to your final goal? You work for a reason, either self employed or employed by someone else.
Will marketing your product or service actually get you out of debt? Will it actually give you the time freedom you are looking for? Will you have the time with your family you want? If what we are doing leads us to where we want to go then we naturally work with a spirit of excellence.
That confidence that comes from that spirit of excellence is attractive in the market place and will help to build stronger connections with our clients.
If you want to increase your closing ratios first you have to have plenty of connections in the first place.
Then do you feel confident in that your product or service will fill whatever need your client has? Are you expecting to connect with your clients are you just making random sales calls? If you expect to connect and you are responding versus reacting your time just got more productive.
Your time will stay productive and your closing ratio's will stay up if you are confident in your career.
Does your career lead you to an outcome you are looking for? If so you just got another step closer to better results.