When it comes to closing techniques, the more options you have, the better.
As Offline Sharks, we generally tend to concentrate a lot of our energy on staying up to date with the latest trends in marketing developments with SEO, web design, and other services.
Which is awesome, if you're looking to be the best at what you do! But being the best at what you do will only get you so far.
You also need to know how to close prospects!
Understanding how to cement a deal with a new client is important. Some closes work better with certain types of people, some are more effective when combined with others. The important thing though, is to be familiar with them so you can use them when the time is right. The more familiar you are with certain closing techniques, the less canned you will appear when you actually use them on a potential client.
When and Why to Close
Closing a deal is a crucial moment for any entrepreneur. The way you attempt to land a new client can either make a break your next gig. But before we go into detail about some of the most important closing techniques, here are 4 rules of thumb that I always follow when closing clients:
1. Close when your client wants to buy, not when you want to sell – No matter how much more explaining you want to do or what stage of the closing process you think you are in, if your customer seems ready to buy, you should be ready to close. No ifs, ands, or buts.
2. The best time to close is after successfully handling an objection – Feeling more confident after handling an objection from a client should help you be be more spontaneous and seal the deal immediately.
3. Transfer a sense of urgency to your client into buying now – Nothing can close a sale faster than creating a sense of urgency. An upcoming price increase or anything that may trigger your potential client's interest can determine them to sign with you (as long as your services deliver value to the client, of course).
4. Expect to close each sale a minimum of three times – Always be prepared to take your cues from your customer but know that most clients are actually afraid to make decisions. So, expect to seal a deal at least 3 times before you literally shake on it and sign a contract.
Sales closing techniques that can help you close your next deal
There are dozens of closing techniques out there, but the following 5 are probably among the most effective:
1. The Assumptive Close
The Assumptive Close is one of my favorites and probably the most powerful of all closing techniques.
With this close, you assume that your client will buy your product or book your service. Since the prospect didn't specifically say no, you don't give them the chance. As long as your product or service seems to suit the client's needs, you could simply use a language that assumes the close is a done deal.
2. The Urgency Close
An approach that screams “it's now or never” can sometimes help. Since clients are often reluctant to make a decision, you can create a sense of urgency and prompt an immediate purchase.
3. The Take Away Close
If you take something away from away someone, will they not want it even more? Just think about taking a candy away from a baby (figuratively speaking, of course).
This approach is helpful for dealing with clients who aren't willing to pay the price you're asking for. Instead of selling yourself short just to land a client, you can agree to a discounted offer, but let them know you'll remove a service from your offer. This way, instead of the client thinking they'll save money, they'll be thinking about what they would be missing.
4. The Summary Close
If you continuously repeat the benefits of your services to your client, you'll help them visualize the true value they'll get from your deal.
Don't think of it as manipulating your prospect, but help them see how your services will help them get their offline business off the ground or how you can help them grow with your innovative marketing techniques.
5. The Sharp Angle Close
The sharp close is all about taking your prospects by surprise.
Everyone wants to have the upper hand during a negotiation. And most clients will do anything to get a discounted deal or be offered a freebie. Well, if your potential client asks for something extra or a price reduction, just say yes! But only if they sign the deal the same day.
Assuming their request is reasonable, you could easily agree, catch them by surprise and significantly increase your chances to close the deal immediately.
Knowing how to close a deal with a new client is definitely one of the most important techniques an entrepreneur can master. You WILL deal with a lot of rejection throughout your career and as you can see, there's no “one size fits all” when it comes to closing. However, believe me when I tell you that you already have everything you need to make a deal happen. Just be yourself, be confident and go get'em!