Closing On The Phone - My Top Tips

Closing On The Phone – My Top Tips

Closing on the phone.

It can be intimidating.

That’s why I’m dividing this blog into two parts.

Part 1 – Why Your Offer Is So Important!

Sometimes there’s desperation when it comes down to closing on the phone.

You just know it’s not going to end well.

It’s like walking into a bar in your early twenties and seeing someone who has caught your eye.

You want to start chatting to them.

You pluck up the courage to go over…

… but you start stumbling over your words.

You just know before you even end the conversation that you haven’t got a chance.

You lack confidence.

There’s desperation in your voice.

You don’t feel comfortable.

The exact same goes with closing on the phone.

Why people have trouble closing on the phone…

If you’re trying to sell an idea that isn’t attractive, you’re going to have very little chance.

You will have to force the idea down someone’s throat and try to get them interested.

It just isn’t going to work, let’s be honest.

It actually doesn’t really matter about…

Your tone of voice
The time you call
The amazing script you follow.

What really matters is the offer.

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Closing on the phone – How to ace it…

Sometimes it can even be your offer dressed up in a different way.

When I tried to sell retainer contracts, realistically, it was one in every twenty sales calls I closed.

Then I moved to performance based marketing.

There was nothing for me to lose on the phone call.

I had so many people interested in my offer already as there was little risk for the client.

As soon as that happened, I was able to detach myself from the outcome.

Closing was made a lot easier as the desperation left me.

When you relax and put less pressure on the outcome of the call, you’ll perform better.

Try to empty your mind of all of the negative thoughts about “What if I don’t close this sale?”

Then things will start changing for the better.

Part 2 – Know When To Hold Your Hands Up!

Sometimes, even when you have an amazing offer, you’ll still get clients saying that they don’t understand it.

At the moment we have an offer for our clients where we don’t ask for any adspend upfront, no long-term commitments, we don’t ask for a cost per lead upfront, or any money at all.

We generate leads from their existing database.

It’s the greatest offer in the world.

It’s free money to the clients.

There’s no reason at all why they should say no to it.

But guess what?

Some still say no to it.

They don’t understand.

We’ve had kickbacks like “why would we give you our client’s database? They contact me when they’re good and ready, I don’t want to annoy them”.

Comments like that are aggravating to say the least.

My tip is, don’t try and sell to these people.

We make it so clear how good the offer is by explaining the process to them.

But if they still say no, then all you can do is hold up your hands and detach yourself from the situation.

We usually ask them if we can contact them in a couple of months when we can provide results in a case study.

They usually say yes to this.

Sometimes no matter how good the offer is, some people aren’t convinced.

So don’t waste your precious time trying to convince them.

End the call politely and move on to the next.

Detach yourself from the outcome of the call.

What To Do Now...

So, if you’re struggling with what you’re trying to sell, I have a case study – a Gameplan is what I’m calling it.

It’s how a student of mine used my Gameplan to move from struggling to sell the hard retainer contracts to being able to onboard as many clients as he could.

How did he do this?

Just by changing his offer.

He was able to know that there were 10 other people after the call that wanted what he was offering – Performance Based Pay Per Lead Marketing.

Things changed so quickly for him.

He’s nearly at 100k a month now – all because he changed his offer.

Closing isn’t an issue for him now.

This Gameplan is free and it’ll change the way you sell.

Sick of being a “Master Of None” and a slave to your ‘whale’ clients?

I would fire a pain-in-the-butt $2,000 a month retainer client for Pay Per Lead PARTNERS that make $3,000 profit a DAY every day of the week.

In fact, I fired them ALL!

Would you?

Then get our “Retainer Prison” escape plan.

It’s free.

Video transcript

Hey there, it's Dan Wardrope from Flexxable. 
 
Today, I wanna talk to you about closing on the phone.

A few tips that I've learned over the years that have transformed the way that we run our business and the way that we close clients, and think it might be useful for those that are struggling.

If they've got everything on the line, they need to close this sale, no matter what, okay, it's desperation.

But before I share all of this, I wanna invite you to please subscribe to our channel, because I wanna really share the word about performance-based marketing.

Also there's gonna be some really great content, coming over the next year that I'd like to share with you guys, so... guys and girls.

So, closing on the phone, all right, without getting too philosophical.

If you imagine yourself going into a bar when you're single, when you're in your twenties, you, maybe even a little bit earlier at university, and you see someone, a beautiful person of the opposite sex on the other side of the room.

Okay, and you wanna head over there and start chatting to them.

You finally pluck up the courage to go over and you, kind of, stumble over your words and you're bumbling, and you just know, before you even, kind of, finished the conversation that you got not a chance in hell of getting a kiss off this girl or a guy because you just don't have the confidence, there's desperation in your voice, and you don't feel comfortable in your own skin.

The same goes, for if you are trying to close a client, all right?

Because if you're trying to sell something that isn't that sexy and he's really, you know, you've got to force it down the person's throat for them to be able to understand the value of what you're offering, then it's a similar situation.

You just gonna have no chance of getting that kiss on the cheek, okay?

Or that phone number.

You're never gonna be able to get that to work, okay?

The key is, is it doesn't matter about your tone of voice or the way that... the time that your call, or whether you've got a really amazing script that you follow, you know, that's irrelevant, it's the offer that matters.

Sometimes, it can even be what you're offering, dressed up a different way, all right.

I know this because I used to be able to sell lead generation and I'd land clients and I'd try and get them to sign up to a six month contract.

I'd ask for a minimum ad spend and, you know, a fee per month to be able to get these people results.

Yeah, I had some success, it was, kind of, like a, probably a one in 20 close.

But the problem was that, you know, I wasn't very good at that. I was nervous, I was shy. 
I wasn't really good at closing and clients could, kind of, feel the desperation, okay?

What happened after a while is, I started, I pivoted and I started selling a performance-based model, okay?

As soon as I was able to sell on a performance basis, there was nothing for me to lose, okay? Because I had 10 other conversations and clients that wanted to want it to buy, you know, what we're offering, which is, you know, very little risk to the client.

As soon as that happened, and as soon as I was able to detach myself from the outcome of having to close, and that desperation left me, things started just popping like that, it was sale, sale, sale.

Okay, it's almost like, you know, as soon as my mind went to the next phone... like, "Oh, my goodness, this guy, I'm not sure whether I wanna work with him. He sounds like, could be a bit of a pain in the backside, but I'm gonna have a phone call with him, anyway."

It was like, boom, boom. They just, and the next call happened.

Because I had less to lose, because I didn't care, I detached myself from the outcome of that call, things changed for me forever, all right.

So, if you are really struggling, it's, kind of, like swinging a golf club, as well, okay? I'm a big golfer, I love golf.

Not very good at it, but what I find myself doing is, when I'm really trying hard to smash it 300 yards down the fairway, I'm trying to hit it hard, I'm holding the golf club tight, I'm tense.

My body's tense and I swing and it usually sprays off to the right-hand side, out of bounds, all right? But if you relax, you don't really care too much.

I mean, obviously you care about the outcome, but you just swing naturally and empty your mind of as many thoughts as you can, then that's when good things start happening.

It's an effortless swing and it cuts down the fairway, right down the middle and goes for way further than if you're trying to hit it as hard as you can.

Same goes for sales, right? So, if you can detach yourself and empty your mind of all of those, you know, thoughts, then things start happening.

That desperation leaves and things start changing for the better.

All right, so if you're struggling and you're trying to sell stuff that's hard to sell, then I have a case study, a GAMEPLAN I call it, where I take one of, you know.

Basically I model the GAMEPLAN on what happened to my student, who moved from selling stuff the hard way, and really struggling to close, to be able to onboard as many clients as he could, by changing the way that he sold, changing the offer.

There was, you know, when he started getting this dialed in, he was able to know that there was 10 other people lined up after this call, that wanted to take what he was offering, which has performance-based, pay per lead marketing.

Things changed with him, like that. He went from, I think he was almost at a hundred K a month, now.

His life has changed forever, just because he changed his offer.

The desperation left him.

He didn't have to attend to attend the BNI meetings anymore, didn't have to do all of this stuff.

Things changed for him.

If you wanna find out more, there'll be a link below, where you can watch that game plan.

It's free, it's gonna change the way that you sell, okay?

I hope you enjoy it, I'll see you in the next video. Take care.