You're in a conversation with your prospect, you're excited about your business opportunity and you have been very successful with sharing that excitement in a very real way. Your prospect seems genuinely interested in your business opportunity but has yet to make that final decision. He still has to pull out his wallet and make that commitment. So how do you close the sale? Is that person someone you want to close and have as a part of your business team? The success of top producers comes from them sponsoring top producers themselves.
That's why they call it networking, because it's never just one person that produces all the results, it's a team effort. Or at least that's the way it's suppose to work. So how do you make sure you're closing the right people who are going to be top producers and be a valuable part of the team? That's what I'm going to share with you here. There are really only two basic approaches to “closing" a sale. Generally speaking these are “guided" and “voluntary". A guided close involves person to person contact. You have an answer to every objection, a list of your prospects desires and wishes, along with emotional triggers you have acquired from your previous interviews. You personally “guide" the prospect down a path that leads to a purchase.
Your skill makes it so that the person joins you whether they wanted to or not, because your guidance has lead your prospect to make that decision, to join your home based business opportunity. The problem with the “guided" close is that the next morning the prospect awakens with buyers remorse, or worse yet makes a half hearted attempt at making the business work and then fails, spreading the negativity of his experience to all those in his sphere of influence. But there is a better way - where a prospect “sells themselves" and makes a decision to purchase based on their own desires. With this approach the prospect is not put on the spot or asked to make a decision directly. What makes this approach better is based on a bit of psychology - “A person convinced against their will is of the same opinion still. "
In a guided sale the motivation is coming from the wrong place. It is usually coming from pressure and triggers that have left the prospect feeling unstable and insecure, afraid that making the wrong decision will cause some kind of loss. There is no logic behind the decision making process and can be counter-productive creating a one time sale situation instead of a commitment that will last for years, which is what is required to build a successful home based business. Buyers remorse sets in when logic makes it's way to the forefront and the person regrets the decision because the decision was not built on the logical reasons why he should be joining your business. In the voluntary close the prospect convinces themselves and then makes the purchase when the time is right for them.
When they make their own choice by recognizing the true value in joining your business opportunity, they will work harder and stay dedicated because it was their idea. Now the voluntary approach doesn't mean you're not going to sell your prospect. But you're going to do it indirectly, over time, with your marketing tools, instead of personal pressure. When you have a lead that has asked for more information you're going to hit them with a new marketing piece every few days, whether it's through email, a letter, a website, a post card, whatever you can. You still want to push those emotional buttons, and ask for the sale, but you're not going to do it through personal contact. You apply indirect pressure through marketing which allows them to come to a decision on their own and then voluntarily “push the buy button". This drip marketing process over time allows the head to catch up with the heart and make a fully committed decision, one that is truly their own, which is so important to building a successful home based business.
Here is a step by step sponsoring process where you will need to believe you are a leader and can not come from a place of neediness. Bottom line, you have to be willing to let the sale go. . . Let me say that again, you must be completely willing to let a sale go.
1. Once the lead is generated a quick introductory phone call is made. The prospect needs to know you are a real person. Ask a few questions, but you're not building up “ammo" like you would if you were planning a guided close. You are asking questions because you want to find out if this is someone you want in your business. You are trying to determine if he has the qualities to be successful in a home based business. The wrong people will suck you dry of your energy and your assets and cost you much more than they are worth in the long run. Your prospect will learn to respect you through this qualification process and will recognize your leadership qualities. If this prospect comes on board in your business he knows there will be a certain standard expected of him for him to be successful. He will not be depending on you to do it for him. Only to provide him with tools to build his own success. See yourself as a leader and others will see you as a leader.
2. If the person fits the criteria of someone you want to work with then give them the address to the business overview via email. Let them know verbally and in the email to contact you when they are done to answer any questions they may have and to get started. Use the opportunity to ask for the sale. At this point the ball is completely in the prospects court. In the voluntary close you never chase your prospect. You should see your business in a state of abundance and there is no neediness in the midst of abundance. Continue to give the prospect opportunities to contact you through your marketing. Do not make follow up calls. Follow-up when the prospect contacts you. If you have positioned yourself correctly, as the expert, they will be excited and feel privileged to have you contact them.
3. Once the prospect contacts you, they will have questions which you will answer in a friendly manner. This prospect is someone you wouldn't mind working with, but let the prospect do the talking and keep the conversation going. Any awkward spots in the conversation are up to the prospect to fill. It's not your responsibility to make the prospect feel comfortable. If they have called for more information it's because they have begun to see the value of your business opportunity.
Let them talk themselves into it. Answer their questions and just be quiet. In any relationship, the person who cares the least holds the power. It's not necessary to chase the prospect, he will join you or not. Don't be attached to the outcome. And then do you know what happens 9 times out of 10? The prospect fills the awkward silence with statements like, “So what's next? How do I get started?" The prospect had already sold themselves on your business or they wouldn't have contacted you. Leave them alone to finish the process. Remember how I have said how important it is to educate yourself? Don't let your business suffer because you don't know how to get your prospect over the buying threshold. Remember, you can build your home based business opportunity by actively growing yourself.
Best Home Based Business Opportunities Theories by Christy Ruffner (541)678-7005
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