Closing Over The Phone

[MrBeastsOnToast]

Hi guys,

im getting several free website leads and calling them up, showing them a demo site over the phone etc. Calls go well, clients seem happy and agree to proceed with the site.

I have a form set up where they submit their info and a page on my business site where they can subscribe to my hosting.

The problem is, while they agree on the phone, some dont get around to filling out the form, some dont get around to subscribing to the hosting etc.

Any tips on how to create a reason for urgency when i call, so after they agree they close pretty quickly? Ideally while on the phone.

Something like a time constraint, or a reason why they need to act fast - without sounding too gimicky and pushy.

Cheers

 

[robotluv]

There's a few approaches . . .

1) Exclusivity - Let them know you've carefully picked them (brag about them as a company or person) and say that you have a "spot to fill" or a "very small list" of people you're seeking and that this person was selected. They must let you know if they are going to accept by [x] date or you will move on to the next person.

2) Urgency - Tell them that you will give them [x] discount if they respond in [x] amount of days. If not, the deal expires, they lose out.

Also, a few extra notes mate, send them follow up e-mails every few days, reminding them that the deal will expire and you want them to take advantage of it.

 

[khanhdum]

I would just say, you're almost at capacity on the max amount of projects you're working on, and you're anticipating another couple business to call in soon, but it's first come first serve.

 

[Duffers5000]

Im not sure what the laws are where you are(US?) In the UK I would be allowed to take their bank details over the phone and set up a monthly payment for them. I would offer that to them with no commitment, one month or first 60 days free and they can cancel whenever they like (which in the UK is true) The reality is once they are set up nobodys going to bother cancelling unless the site is appalling.

 

[MrBeastsOnToast]

Great responses so far, got me thinking - thanks guys.

Im in the UK - How do you set up a monthly payment? (As in, what is the facility called? Is it a Direct Debit? I always thought that required paper work? Or is it something else i dont know about.) Using paypal at the moment and obviously cutting them out is much better.

 

[BHopkins]

You could offer to stay on the phone while they make their first payment since sometimes people have trouble.

 

[Furious George]

Are they paying for hosting, or the website?

 

[MrBeastsOnToast]

Are they paying for hosting, or the website?

Hosting

 

[Thorman]

Hosting

So basically you are selling Hosting?

What are your key advantages over your competition?

 

[MrBeastsOnToast]

So basically you are selling Hosting?

What are your key advantages over your competition?

Im not sure how it is relevant, but as i said in the op i give them a free website. So i yes i am "basically selling hosting", but im a marketer - its obviously not sold to them like that.

The business model is not what is in question, it works and i have several clients.

 

[dddd]

Hey "MrBeastsOnToast", have you got my PM? Thanks.

 

[dgaunn4114]

Stay on the phone and guide them through to make sure "everything goes smoothly." You're on their side and you want to make sure they get x deal - right?

 

[WebOracle]

So basically you are selling Hosting?

What are your key advantages over your competition?

Im not sure how it is relevant, but as i said in the op i give them a free website. So i yes i am "basically selling hosting", but im a marketer - its obviously not sold to them like that.

The business model is not what is in question, it works and i have several clients.

The business model would actually be in question here if you are looking to close these deals over the phone then you are going to need to set up some sort of merchant processing with inuit, authorize.net, etc. This way when you are on the phone with them you can get all of their billing information over the phone and ensure the deal gets one call closed.

I am sure you already have a pitch worked out right? Then after you pitch them your hosting and website services just tell them something like...." So the first 30 days are only $1 and then you will be billed $XX a month after that month to month with no contracts.... And the beauty of a month to month service is if you don't like it you can cancel anytime right?" (wait for client to respond) Client says, "Right." You say, "Great! all I need to get you started is the email address you would like me to send your receipt to and some basic billing information." Then proceed from there to gather all of their billing info and your deal is done.

Most times it is not this easy and they will give you objections and you will just need to figure out how to overcome them over time. Honestly some of the people are probably saying they will do it over the phone and then not following through because you did not sell them good enough and some people don't sign up because they are procrastinators and forget. If you want to close these deals over the phone you will need to:

-Set up a merchant processing account
-Write a script
-Assume the sale
-Overcome objections
-Make the transition to the close as smooth as possible
-Overcome objections again if needeed

I have given you a money close that my team and I use with great success. Some phsychological things are being done in that close and I also use neuro linguistic programming in my scripts. There are so many factors that come into play when selling, it is really an art form and your pitch needs to be structured . So I suggest if you want to close over the phone you should starting reading up on sales and how to develope a script.... Until then use the close I gave you above.

Good Luck!

 

[haoNhack44]

If you say you basically close them over the phone, get as much of their formed filled out for them while on the phone. Let them know you will be following up with an email and then do that with a link that gives them the most low friction way to getting their info and the final commitment made. For those that don't follow through on the initial email, wait about a week and follow up again. Those that don't respond to the 2nd email, give them a personal call and really close. Proper follow-ups are so important.