Closing sales doesn’t have to be difficult when you understand what’s truly important.
First, let me state the obvious: Closing sales is easy when you are able to clearly express the value of you, your program, products and services. You are the solution and the answer. But, that also means you have to know the problem.
- One ideal client – demographics, psychographics and other specifics
- One core problem – not symptoms or circumstances, but the root cause of the problem
- One comprehensive solution – your solution that speaks to the one ideal client AND the core problem
I’ve heard other colleagues refer to this as a customer avatar. That term works as long as you understand you’re not looking to attract the masses. Your goal is to attract a sea of ideal clients who are attracted to you and your services, alone.
Three ways to showcase your value and move you to closing sales, easily and effortlessly:
- Financial value refers to return on investment (ROI). You want your ideal client to know closing sales results in an increase in money beyond the investment spent to hire you.
- Business value refers to efficiency or effectiveness.
You want your ideal client to experience improvements in their systems or enhanced productivity as a result of hiring you.
- Lifetime value refers to the priceless impact you make in your ideal client’s life.
You want your ideal client to remember how you transformed her life, long after the two of you work together.
Like I always tell my clients, “When you are able to convey your value so your ideal clients’ recognize you as the solution to their problem, closing sales will happen, easily and effortlessly.”
Showcasing value is one aspect of closing sales. In my next post, I’ll talk about intention as a critical element for closing more sales.
What else would you like to know about closing sales?