The Invisible Close Sales Nugget: How to Make a ‘Today Only’ Offer Without Pressuring Your Prospects
The Invisible Close Sales Nugget: How to Make a ‘Today Only’ Offer Without Pressuring Your Prospects
The Invisible Close Sales Nugget How to Make a Today Only Offer Without Pressuring Your Prospects - To learn more about this author, visit Lisa Sasevich's Website.
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He was looking for ways to increase sales conversion at his live introductory events. For many years he had been inviting small groups of women to come in for an educational presentation about the wonders of lasers. At the end he would offer special packages to thank them for attending and to encourage them to become a client.
One thing I noticed right away was that the Special Offers were not limited to ‘Tonight Only'. He was giving women a full week to take advantage of the offers. Because of this, he was giving away a lot at his free event, wasn't selling very much that night, and was causing his staff to spend a lot of time following up.
I proposed that we make the Special Offers available ‘Tonight Only'.
As happens quite often, I met some resistance. He didn't want his potential clients to feel pressured. So we came up with a two step approach that satisfied everyone and caused the sales breakthrough we were looking for.
The ‘Two Step' Irrresistible Offer
Let me start by saying, I LOVE THIS!
We designed a few Irresistible Offers that were very compelling and gave tons of additional value at a great price and we made those offers available for a whole week after the event.
Then, we added An Additional Delight for those who were ready to get started right away. They could "Buy Tonight" and receive an additional $750 of specified laser services.
Why did this approach work so well?
* It acknowledged the attendees by presenting them with Special Offers.
* Those who needed to sleep on it could have a week to do so and still get some great deals.
* And those who were ready now got a huge additional benefit.
Even more important:
1. It allowed the owner to relax and say to women exactly what was true for him: "There is no pressure here. We want you to do exactly what's right for you. If you want to think about it, just get back to us within a week and you can take advantage of some fabulous packages. If you're ready tonight, we're happy to get you started and offer you the Additional Delight."
2. The prospects then put the pressure on themselves to decide if having a week to think about it was worth more to them than the $750 of additional bonuses they get if they buy that evening.
It was glorious to see the owner able to relax and focus on taking care of people as a laser expert, rather than needing to be a salesman. As a result, we got our event conversion average up to 57%.
The women left thrilled with their packages in hand, the owner prospered financially and emotionally, and I was fulfilled in seeing The Invisible Close do its magic once again!
The Invisible Close Sales Nugget How to Make a Today Only Offer Without Pressuring Your Prospects - To learn more about this author, visit Lisa Sasevich's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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