How the ‘Shopping Mentality’ Can Help YOU Close MORE Sales
By Victoria Player
Many of my prospects and clients believe that they need to invest a
small fortune in both time and money in order to get business to come
TO them. Not so!
In the past months I’ve worked very closely with a number of private
coaching clients who wanted to find new and inventive ways to move
prospects from a place of “It would be nice to have that” to “I
definitely need that now!” In this week’s article I show you how:-
Package your offerings
When presenting special offers, I generally recommend having two or
three clearly outlined packages to choose from. When you do something
very magical happens. When you offer a choice of packages versus just
one; your prospects get the opportunity to shop!
Avoid being ‘salesy’
Our greatest fear about selling is coming across as though we’re being
pushy or ‘salesy’. By offering your prospects a choice you avoid that
entirely. Instead you come from a position of support and assistance.
You are consulting with them to help them make a good buying decision
by simply asking, “Which package seems like the best fit for you?”
Sell more by offering value and savings
By offering a choice of packages and programs at varying price points
you kill two birds with one stone. You offer value and savings for your
customer and increase sales without having to sell.
For example, I recently worked with a business coach who offered much
of her coaching on a session-by-session basis. She knew that there was
only so much benefit she could provide within an hour long
consultation. This first session typically highlighted a number of
other challenges within her clients’ businesses, such a poor time
management, staffing issues, poor systems for implementation,
accountability and marketing challenges.
We restructured her offerings to incorporate two additional packages
that addressed the most common problems and met multiple needs. Of
course her clients where delighted because she was able to offer
greater value for money and deliver a considerable saving for booking
in larger blocks. Needless to say, her closing rate rapidly increased.
She was able to systematise her delivery process which: -
1. Makes it appear as though the process is much easier than it really
is
2. Makes it appear as though you’ve done the process many times and
have developed a systematic, proven formula for doing things, which
breeds confidence in the buyer
3. Helps you to explain what you do and how you do it
All of this enabled her to free-up greater amounts of time to market
her business, work with more clients and also leverage her new
systematised process and find creative ways to serve people in small or
large groups so that more than one person at a time was benefiting from
her expertise.
For more ways to get BIG results without feeling ‘salesy’ and to learn
how to get business to come to YOU on a shoestring budget, register now
for my special complimentary one-time preview teleseminar: “Simple Secret to
Attract More Clients and Close More Sales with LESS Effort!" or
stay tuned for next week’s Magnetic Marketing Tips.
WANT TO USE THIS ARTICLE IN YOUR E-NEWSLETTER, BLOG OR WEBSITE? Go ahead.
Please feel free to do so but ensure that you reproduce the article exactly as it appears here and include the following resource box in full:-
ABOUT THE AUTHOR:
Victoria Player works with service-professionals to help them develop their online presence, attract MORE clients and develop a system for generating passive income by using information marketing techniques, social media and the Internet. To gain instant access to your Complimentary Expert Training Class packed full of practical how-to business building advice, visit www.VictoriaPlayer.com