Tweet

How to Close Sales Now and Stop Playing the Follow-up Game

Guest post by: Lisa Sasevich

Article Overview: So how do you get all these people who say they want to work with you to commit? It's actually very easy. You just have to use limiters. Structure them in right up front. A limiter is an incentive to buy now. It's your "Today-only" discount or your "Fast-Action" scholarship or a bonus they get only if they invest by a certain time. Limiters are the secret sauce in your Irresistible Offer. The news gets even better!

How to Close Sales Now and Stop Playing the Follow-up Game

Many of you are playing the follow-up game.

You have people who say, "Oh, I really want to coach with you," but they haven't made the investment yet. Or somebody's been looking at doing a VIP day with you, but they haven't gotten back to you. Or you're having a live training and 20 people have said they want to be in it, but no one's ponied up yet.

We've all been there, right?

So how do you get all these people who say they want to work with you to commit?

It's actually very easy. You just have to use limiters. Structure them in right up front.

A limiter is an incentive to buy now. It's your "Today-only" discount or your "Fast-Action" scholarship or a bonus they get only if they invest by a certain time.

Limiters are the secret sauce in your Irresistible Offer.

The news gets even better! If you have open offers out there, you can go back to those same people, reengage them and, in a very relaxed way, present a new limiter.

You can close a lot of open business with just this one lucrative tip.

How It Works

For instance, a roofer who had all these roofing bids out that he couldn't seem to close. So, I sent him back to those people to present a new limiter.

He said, "Hey, we gave you a bid about a week ago. Just wanted to let you know that we are in the area and our crews are running very efficiently right now."

He continued, "Because we're ahead of schedule, if you decide by Friday that you'd like to get started, we're going to upgrade you to an A-grade roof for the same price I quoted you for the B-grade roof you were considering. That's a $1,500 value plus it comes with a 10-year warranty so you will have no risk of additional costs!"

Just by adding that limiter, the roofer was able to close 4 out of 10 of the open offers that were hanging around.

If you're trying to fill your event, you can go back and say, "Hey, I know you said you wanted to come to the seminar. The tickets are going fast and it really helps me to get everybody on board. As an incentive for you to secure your seat today, our speaker who is teaching on social media, is doing a special closed-door session the first night on how to double your Facebook following in a week. He helped me do that and his strategy is not-to-miss!"

Many speakers and experts you know will donate that kind of stuff because they want to get additional exposure to people who have displayed that they are action takers who invest in themselves.

What If They Go Away?

Now, you might be afraid that if you use a limiter and the prospects don't act in time, they're going to go away. You know what? That's fine, because you never really had them anyway.

No amount of incentives or limiters will inspire someone to buy who is simply not interested. The limiters serve to help people who are on the fence to act now. If they never even made it to the fence, the limiter will likely have no effect.

But in either case, you get closure. You stop playing the follow-up game. And you get to focus on what matters, which is being of service to the people you're here to help!

Related Articles
  Blackjack or Roulette?
  Your Sales Force - Who is Playing on Your Team?
  Win More Sales By Better Qualifying Your Potential Customers Also Known As Prospects
  As Usual Im Nobodys Market
  The Game, and How You Play It!
  Focusing on Your Game Plan
  What Ohio State Football Can Teach You About Your Business
  Playing to Win and Not to Not Lose
  Play The Money Game To Win!
  How to Unlock the Treasure Chest and Increase Your Income in 5 Easy Steps
  How to Hit the Grand Slam Increase Sales Win More Clients and Reduce Costs
  What Game are You Really Playing?
  Compensating Our Sales Folks
  In search of better
  Popular iOS & Android Games
  Are You In The Game
  Upgrading Performance Closes More Sales: Lessons learned from 14 year old hockey players
  Free Advertising Among The People You Know
  Addiction to Video Games
  Playing the Big R Game

Article Tags: close sales, getting sales, sales, selling



Related Forum Posts
Willing to Fail Your Way to Success - Entrepreneurs in my opinion, must be willing to fail. (This is that risk-taking factor quoted in the other post). If you aren't willing to fail then you don't take risks and if you don't take risks you do I like to call (I am qouting an awesome book called Play to Win!) 'Playing Not to Lose' instead of 'Playing to Win'. When you Play to Win you must risks. Risks are how you build a business and innovate.
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
The Game Inventor's Guidebook - by Brian Tinsman, 2002 I checked this out of my local library today and its pretty interesting... didn't address what I wanted to know, which was how to actually design an online gaming system (indeed this doesn't cover online games at all), but for board games etc. it's pretty good. Here's the TOC: 1. How they diid it: Trivial Pursuit Magic, the Gathering Dungeons & Dragons Pokemon Trading Card Game Interview with an inventor Interview with a publisher 2. How the industry works 1. What's in it for you 2. How new games happen 3. Anatomy of a publisher 4. Markets for games 3. Games and companies you should know 1. Mass market games you should know 2. Mass market companies you should know 3. Hobby games you should know 4. Hobby companies you should know 5. American specialty games and companies you should know 6. European specialty games and companies you should know 4. Self publishing 1. What am I getting into 2. Before you print 3. After you print 5. Selling a game step by step 1. How to invent a game 2. Game design 3. Game development 4. Targeting publishers 5. Before you submit 6. Eight submission strategies 7. Contacting publishers 8. Protecting your property 9. What to do if they don't say yes 10. What to do if they do say yes! 11. The game industry's dirty little secret 6. Resources and examples Publishers and mnufacturers Distributors Brokers Game conventions and trade shows Industry publications Sample query letter Sample record of disclosure Sample licensing agreement Sample option agreement
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Decide your market first - Stop for a second and decide exactly who it is that you want to sell your product to. Once you've done this you'll have a far better idea of where to find them and what it is that they're interested in Cheers


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Tips to Take Control of Credit Card Debt

Local Marketing: 3 Simple Low-Cost Strategies

The State of the Sustainable Furniture Industry

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.