Why do you want to stop selling and start closing and Paid Social Media Marketing ?
You see, most people, they don’t know how to communicate.
Fewer people know how to sell and almost no one knows how to close.
There’s a very big difference between selling and closing.
You see in any sales conversation, in any sales environment, in any sales meeting, you do not get paid by selling.
How many of you know people who just sell sell sell sell and they don’t get paid? Or they turn off their prospects.
You only get paid when you close a sale.
I want you to think about the difference between a salesperson versus a closer.
You see a sales person, they would push.
They would use aggressive tactics.
When you think of a traditional sales person, what comes to mind? Comment below.
It’s snake oil, it’s scammy, it’s slimy, it’s pushy.
Versus a closer.
How do you know when you are a good closer? After you’ve done a sale, after you’ve closed a prospect, when your prospect says, “Thank you.
” “Thank you for helping me make this decision.
” “Thank you for helping me move forward.
” That’s when you know you are a good closer.
There’s a big difference, sales person and a closer.
You see today I want to teach you something very very critical.
Why you should stop selling and start closing client deals, and what is the most powerful way that I know of to close, and it’s not what you think.
Today I’m going to teach you what I call “Value in advance” Write it down.
The formula is called “Value in advance.
” Now, you can see on my social media I have millions and millions of followers, and every single time when I make an offer, when I sell, when I try to close a sale, instead of waiting for the phone call or waiting for the meeting, face to face to do all your closing clients, that is very difficult, because you only have a very short period of time to persuade, convince a prospect to say yes.
Instead I believe what you need to do, you need to do a lot of work, before you even open up your mouth.
A lot of work needs to be done before you even say a single word.
In one of my previous videos, I talk about this.
The best way to sell a box of chocolate is what? Is to give people a taste.
One piece of chocolate, if they like that they’ll want to buy the whole box.
It’s exactly the same in closing.
I don’t want to count on closing, that closing part, that conversion part, that face to face, on the phone part, to do all the heavy lifting.
I want to start closing way in advance, and the best way to do that is “Value in advance.
” How can I provide value to someone in advance?
For someone who is consuming my materials, watching my video, consuming my content.
When I release something, when I make an offer, the trust is already there.
That it’s easy for them to say “Yes.
” Let me give you a perfect example.
Let’s say you are a martial artist, and you are teaching someone how to be a black belt, and of course you’re not going to be a black belt over night.
There are a series of steps you need to go through in order to attain your black belt.
Lets say the very first step is you need to learn how to do a proper stance.
Okay, that the first step, and then you need to have some basic flexibility with Paid Social Media Marketing.
How to do stretching, stretching exercise, and then basic punching technique, and then basic kicking technique.
Lets say and then you learn some jumping kicking technique.
Then later on you also have power and speed, endurance.
Lets say it takes you seven steps to get from point A to point B, you with me? The best way I could convince someone to say, hey I’m the guy that can teach you how to be a powerful human weapon, how to be that confident black belt.
Clients Say, “Let Me Think About It.” And You Say, “..."
Instead of telling you how good I am, I know it takes you seven steps to get to your goal.
All I need to do is provide value in advance.
Let me teach you through my content how to do a proper stance.
Let me get you to that first step.
I’m not going to get you to the end goal, but I’m going to get you to the first step.
I might even teach you some basic stretching exercise that you can do from the comfort of your own home.
To help you become more flexible, to get you to almost step two.
Now what happens is this.
That if I am the person that gets you from point A and then point B.
Not to the end goal yet, but you’re already getting value from the free information, the free value I’m providing, and what the prospect is thinking is this, “Wow, If I’m getting so much value from the free stuff, if the free stuff is this good, I wonder what the pay-stuff is going to be like” and that’s exactly how the “Value in advance” formula works.
You don’t wait till when the money takes place, the transaction takes place to start closing.
You started closing from the beginning.
When you’re delivering value to the marketplace.
You provide so much value in advance when you make an offer your prospect is like this is a no brainer.
How To Close High-End Clients With My High Ticket Sales Funnel
Of course I want to buy.
I’m already getting so much value.
You’ve helped me solve the first two step problem.
I know I have five more steps to go.
Of course you are the man, you’re the woman, you’re the company I want to go with.
Instead of trying to convince them, you don’t know me, you don’t like me, you don’t trust me, give me some money.
No! Give them some value upfront.
Help them solve some problems upfront.
When you do that through social media, through video, through education, through content, that’s a smart way to do it.
You can do this on a massive scale.
You’re impacting so many peoples lives, and you’re adding so much value to people’s lives.
When you make an offer, it’s easy.
When you do make an offer, then it is just a moment when you realize all the hard work you’ve done in he beginning.
You’re not selling selling selling, trying to use some gimmicks or techniques or whatever tricks trying to close people, and there’s a time and place for that, but you don’t need that.
I bet I have so many students, if you’re watching this comment below.
You’ve gotten so much value from my free content, and then by the time I make an offer you’re like Dan is the guy, of courseI want to learn from him.
I want him to be my mentor.
Why? Because, I’ve done so much.
I combine and I strive to combine my branding, my education, my marketing and closing all as one thing.
Instead of isolated components,I treat them as one.
I strive to get to a point where it’s automatic closing.
Where the closing is natural.
Where it’s not forceful.
That people are happy to be closed.
That’s exactly why you need to stop selling and start closing Paid Social Media Marketing.
I’ll teach you one more thing before we go, and that is this, every single time you offer something, every single time you make an offer, you want to strive to deliver 10x more value.
Meaning this, this is what I truly believe, it is my mode in business.
If you sell something for $100, what can you do to strive to deliver 10x more value? That’s $1000 worth of value, when you charge $100.
When you can do that it’s easy.
It’s easy to close.
because people can see the value.
It’s a no brainer that they want to buy.
They are happy to buy from you, because they can see how much value you are delivering.
I want you to think about this.
How can you implement “Value in advance” in your business? How can you deliver 10x more value?
What can you do?
I want to leave you with one thought, and that is this, closing is not something that you do for somebody.
Closing is something that you do for somebody.
How to Build, Grow, and Scale Your Own Paid Social Media Marketing:
- So, are you ready toplace an order today? - [Man On Telephone] Uh, Idon't know, I'll think about it.
- Well, I mean, it'sa very very good deal.
- [Man On Telephone] Stillnot quite sold on it.
- Is it okay, do youneed more information? Maybe I can email yousome more information, would that help? - [Man On Telephone] Yeah, if you could email me that'd be helpful.
- Yeah, so I can email you information and can I call you back maybelet's say two weeks from now to follow up and see ifyou may be ready by then? - [Man On Telephone] Yeah, Imean that sounds good to me.
- Yeah, okay, and the email address we have on file, that's okay right? - [Man On Telephone]Yeah, that should work.
- Okay then, I'll callyou back in like two weeks and I'll send you the email today.
- [Man On Telephone] Okay, thank you.
- No, thank you, thank you so much.
How many times in your life when you're on a closing call in a meeting, and your prospects say toyou, I want to think about it, or send me some more information? What happens? You never hear from them again.
It is a fucking lie.
Prospects lie all the time.
When they say they want to think about it that's not actually what they're saying.
What they're actually sayingis one of these three things.
First one is, I don't have the money.
But they don't want to admitit, so what do they tell you? They lie to you.
They say, well let me think about it or let me get back to you.
They never get back to you.
They never call you back.
When you're on the phone with a prospect one of these two things happen.
Either you're closingthem, why they should buy or they're closing you, whythey shouldn't buy right now.
Makes sense? So, the second thing, whatthey're actually saying is, well, I don't see the value.
When they say they want to think about it, what they're actually saying is, yeah you have presented your offer but I don't see the value of this.
And that's why they delay the sale.
There's a reason why they are on the phone with you in the first place.
Number three, when they say,I want to think about it, what they actually mean is,I don't see the urgency, why I should buy right now,why should I buy right now? As a closer you have not shown them, you have not presented the value.
You have not articulated the value.
You have not instilled that urgency, why they need to buy right now.
And that's why they don't buy.
And you let them getaway with that excuse, that, let me think about it.
So, when clients, they say,well let me think about it, what should you reply? How do we handle their objection? If you handle the objectionthe way that I just handled it, you're gonna lose the sale.
I have already lost their sale.
There are two ways you can handle this, comment below and pay attention.
The first way is, what I call preframing.
Before you go into any sales meeting, before you get on any sales call, you can say something like this, well Mr.
Prospect, thepurpose of this meeting today, or the purpose of this phonecall today is to determine, to see if it's a good fit foryou and I to work together.
By the end of our conversation, there are three thingsthat you could say to me.
First thing you could say is, a yes, and you and I think it's a good fit.
And we're going to move forward and we're going to do business.
And that fine, that's it, that's good.
The second thing that youcould say to me, it is a no.
And I want you to know it'sperfectly okay to say no to me.
The third thing that you could say but that I don't want you tois, I want to think about it.
Because I've been doing this a long time and usually when people saythey want to think about it, what they really mean is a no.
I would just prefer, justtell me a straight no.
No hard feelings whatsoever.
So, before we get started,before we proceed, can we make a simple agreement? You're only going to tellme one of these two things, either a yes or a no, is that fair? What have I just done there? I've preframed the entire conversation.
Now at the end it's very, very, very difficult for them to say no.
And I've take the pressure away and give them the permission,it's okay to say no to me.
If we're not going to do business, if it's not a good fit,it's perfectly fine.
So, that's preframing.
Another thing that you can do is, when this comes up atthe end, when people say, yeah that sounds good, let me get back to you, let me think about it.
Don't be afraid to be direct, because prospects lie and they always use smokes and mirrors.
You want to get to the core.
You want to get to the truth.
You don't want to let them get away with their smoke andmirror, get their truth.
As a high ticket closer, as a good closer, you get to the bottom line.
So, here's what you do when they say, I want to think about it.
You say, you know what Mr.
Prospect, when people say that to me,that they want to think about it what they mean is actually a no.
You just don't want to hurt my feelings.
Isn't this the case here? And people will be like, what? You are so fucking direct, you're like, you're basically indirectlysaying, I don't buy this.
Let's get to the bottom line of this.
Then you ask them the next question, so isn't this the case here? You just don't want tohurt my feelings, isn't it? Before I get off the phone, Mr.
Prospect, why did you call me in the first place? You circle back, you circle back, finding out about theirneeds, about their pain point And then you go back tothe money question again.
It's the money isn't is? It's always the fucking money.
Of course it's the money, if money's no object they would've bought right now.
It's always the money.
So you ask them the question,it's the money isn't it? And they'll be like, yeah it's the money.
It's not within my budget, Idon't have that kind of money, whatever it is.
Then you as a closer, now you offer an alternative, a solution.
Well, let's just pretend Icould finance this for you or let's just pretendwe could offer multiple, multiple payments, we can break this up.
that wouldn't make a difference, would it? Oh yeah, that would,that would help a lot.
Well, let's talk about it then.
You see you get to the core of the problem and that's how you handle,let me think about it.
It's about your conviction,about your certainty.
Remember you cannot helpthem if you don't sell them.
If you truly believe in what you offer, you truly believe in thevalue of your products and services, what do you need to do? You need to have thebelief that you are morally obligated to close them, to sell them, because deep down youknow when they walk away from this conversation you'llnever hear from them again.
Their lives won't be changed.
The business won't be changed.
They will stay stuck in the same way.
So, as a closer, it is your job, your duty, your mission to close them.
You can't help them, ifyou don't close them.
Food for thought.
Pricing Digital Marketing Services for Your Agency in 2019 [COMPLETE GUIDE]
- So what is the onesecret to close more sales on the telephone? Sure I'll give you a secret.
This is speaking from experience.
You have to understand I'vebeen closing on a telephone for over a decade now.
Closing tens of millions ofdollars on the telephone.
And I probably trained moreclosers, like in the world, than most people.
Right now we have studentsfrom over a hundred countries.
So let me give you a very simple secret.
If you're closing onthe telephone right now, if you're getting anysocial media inquiries, or people contact you, orthey email you, they want to find out more information,here's what you want them to do.
It's very simple.
You want to get themto call you instead of you calling them.
When you call them, youare the salesperson.
But when they call you,you are the expert.
Now it's a very simplesecret, but very powerful.
Let me break it down for you.
When you call somebody,how do you know they are ready for the call? Chances are they are not.
What are you doing? You are interrupting their day, right? You are.
It's like you're walkingdown the mall, and someone.
you have those booth, "Hey! You want to try this?" You're trying to get somemilk and someone tries to stop you, tries to sell yousome facial cream or some shit.
You're interrupting their day.
They may be in a meeting,they may be on a call, they may be doing their business.
Right there, you are starting out with the wrong foot.
Not the right timing.
But, when they schedule a timewith you, when they call you, chances are, if they show up for the call, you have their full attention.
Right there, you've won halfthe battle, 50% of the game.
And here's the thing, whenyou call them, your tonality, imagine what most people, salespeople do.
They call, "Hey, Mr.
Prospect, how are you today?" You've lost a sale.
You have lost a sale inthe first two seconds.
Why? Let me ask you this.
Let's say you get a call right now.
On your phone.
You pick up the phoneand someone tells you, "Hey, John, hey, Dan,how are you doing today?" What's your reaction? What triggers your emotion? It's like, fuck.
"No, I'm busy, I don't have time.
" "What is this, who is this?" Right there, you've putyourself in a position where it's much more difficult toearn back the respect and trust.
It's bad positioning.
Versus, think about the other way.
Someone calls you, and you say, "Oh hi, this is Dan Lok.
" "What can I do for you?" Now, it's not me selling you something, it's you want something from me.
You've got a problem.
You need my product or service to solve the problem for you.
To provide you with a solution.
It's a very simple psychological.
You're turning the table, but it's a psychological tactic that you could use.
So, how can you implement this? Very simple.
Every time you get anemail inquiry, instead of, "Hey, I'm interested inmore about your service.
Back and forth,back and forth with email.
Bullshit! Or, same with proposal.
Okay, you spend fuckingthree days doing a proposal.
And you send it to them, and never hear back from them again.
Isn't it true? Right, comment below.
Anything that you get, social media.
"Hey, Dan, I wanna do this.
" I get hundreds, hundreds of social media, like inquiries, privatemessages, DM, emails, every damn day! What does my team do? Scheduling.
I don't care whatschedule software you use.
May be it's Calender,may be it's ScheduleOnce, doesn't really matter.
You just, "Hey, you knowwhat, book a time with me.
" That's it.
"Give me a call, book a time.
" I like that.
"Give me a call.
" Give them a number.
Have them call you.
That's all you need to do.
If you give them a scheduling,and they don't book the call, what does that tell you? They're not serious.
Tire kickers, looky-loos.
Good! You don't have to wastetime going back and forth! Very simple.
Done! If they do schedule thetime, and they do call you, guess what, chances are,they're in buyer intent.
They're much more serious,they're much more committed.
Now, you have the power on the phone, and you can do the kindof teaching that I do, the kind of closing that I do.
High ticket closing.
Prospect, what were you hopingto get from me today?" Try that out.
It's very, very, powerful.
Comment below, and let meknow how that works for you.
Of course, I know it worksfucking like wonderful, but I wanna know, howwell it works for you.
So go ahead, give it a try.