| Converting Sales | Make Money From Home | $200 Per Day Blueprint | Kevin Farrell Marketing Advisor

11.24.08 Working your home based business
and making money on the internet takes some
special effort. Your work from business most likely
requires you communicate with leads on a regular
basis.

Today I am going to talk about converting
sales.

This is for anyone selling a M.L.M, Biz Opp,
or any product or service for that matter.

There are two approaches to "closing" sales...

I'll call them "guided" and "voluntary".

Going for a guided close takes place during
direct, person-to-person conversation.

That might be on the phone, or at the end of a
meeting.

You're there in conversation with your prospect
and it's decision time.

They've gone through a presentation, and now
it's your turn to go for the sale and "close"
the deal...

Many pros have mastered this game.

They have a response for every objection. They
have a list of their prospects desires, their
wish list, and their emotional triggers which
they acquired from the previous "interview"
conversation.

They will personally "guide" them down a path
that leads to a purchase.

If you are skilled at the guided close, that
prospect is going to "buy" today whether they
want to or not.

That is because extremely talented sales people
are the top producers in their company.

Most everyone is taught this "direct" approach.

**But it is NOT the best way to keeping sales
without refund requests.

The voluntary close works best, which is why
I utilize it.

This is where a prospect "sells themselves"
and makes the decision to purchase on their
own.

Now both methods use salesmanship and influence.

The primary difference between the two is that
the prospect is not put on the spot or asked to
make a decision by you directly on a phone call
or in person. Automatic emails followup educates
and encourages your prospect to upgrade *softly*.

There are several reasons why the voluntary
approach is much more powerful than a guided
approach, and it comes down to one primary
piece of psychology:

"A person convinced against their will is of
the same opinion still."

Many times during a guided sale, the person
is buying for the wrong reason.

It usually comes down to giving into the sales
pressure which always leads to buyer's remorse
shortly after.

The salesperson gets the prospects' emotions
flowing and they have no time to think logically
which is the recipe that always leads to a sale
which is why it's the primary tool of choice
for direct response marketers.

This "heart only" approach is extremely effective,
but counter-productive for the Biz Opp or M/L/M
industry because you are not making a one-time
sale...

You are looking for the years of commitment it
will take to build a successful business.

Unfortunately, once those emotions dissipate
and logic sets in, the person may regret the
decision they made and they usually end up
quitting within days or weeks.

The ideal situation is where the prospects
head catches up with their heart in order to
make a "whole" decision which leads to a
"voluntary purchase".

You don't want to convince your prospects to
buy, YOU WANT THEM TO CONVINCE THEMSELVES to
buy, and then voluntarily make the purchase
WHEN THE TIME IS RIGHT FOR THEM.

Once they make their choice, it will be much
more concrete and in order to stay congruent
with that choice, they will work much harder
and stay dedicated longer because "it was
their idea".

Now a voluntary approach doesn't mean that
you're going to just act all "nice and sweet"
and not go for the sale.

You're still going sell the hell out of
them. :-)

But you're going to do it indirectly through
tools and marketing instead of direct personal
pressure.

You want to hit your prospects with a new
marketing piece every few days whether it's
through email, a letter, a website, a postcard...
Whatever.

You still are going to push those same emotional
buttons, and I'm still going to ask for the sale,
but you are not going to do it directly through
personal conversation.

It's this marketing "drip-drip-drip" process
OVER TIME that allows their head to catch up
with their heart and make the fully committed
decision.

Here's a guideline to follow:

You must be completely willing to let a sale go.

1: A lead is generated and a quick introductory
phone call or email could be made just to let
them know that you are a real person. Ask them
a few questions, BUT, it's not to build up "ammo"
like their finding out their "reason why" so
you can bring it back up later when it's
"decision time".

Ask questions because you want to find out if
this is someone I want to personally work with.
Find a reason NOT to work with them or sell
them product because the wrong customers/partners
will cost you MUCH more than you'll ever make
in the long run... like your valuable time!

This qualification process is evident to the
prospect through the verbal and non-verbal cues
that are expressed during the conversation. Things
like energy level, voice level, tonalities, etc...
are what you focus on from them.

Now you're probably wondering what all of those
are, but honestly, if you truly see yourself as
a pro, you'll unconsciously start conveying these
traits automatically.

2: If you like the person, give them the address
to the business overview via email and then instruct
them verbally and in the email to contact you when
they're done.

Because they came though a capture page when they
became a lead, they are already in your marketing
pipeline.

At this point, the ball is completely in your court.

NEVER chase people. You are too busy for that and
chasing money sounds like desperation and that rings
LOUD and CLEAR. Think of your business in a state
of abundance (whether it is or not). There is no
neediness to chase sales.

NEVER schedule follow-up calls on your prospect's
terms. They MUST call you when you feel like
doing so. If you're positioning yourself correctly,
they will be excited and feel privileged that you
contacted them.

(This is something pretty foreign to most who
deal with prospects who never return their phone
calls and voicemail).

3: Once they do contact you, they're going to
have some questions which you will answer in a
very friendly manner.

For the rest of the call, remain silent.

Don't ask them to get started and don't try to
keep the conversation going.

Dead spots in a conversation ARE AWKWARD. You want
to make them feel off-balance and then force them
to fill the dead air.

Your attitude is that you called me to ask me some
questions which I will answer, and that's it.
Anything else that we discuss is up to you.

Because you're unwilling to keep the conversation
going or try to talk them into getting started,
you are in the position of power.

In any relationship, the person who cares the
least holds the power.

So I'm just going to answer their questions and
then sit there. They're testing me and my
leadership frame whether they realize it or
not.

And you know what happens 9 times out of 10
because you didn't take the bait and chased
them...

They fill that awkward silence with statements
like, "So what's next? How do I get started?"

Now in order for this method to work, you must
TRULY see yourself as a leader and live in a
mindset of abundance. If you don't and you're
just pretending to act this way on a phone call,
they will see straight through it.

You cannot pretend in anyway. You must truly
live and believe that mindset.

Get a blueprint for business success and learn
exactly how to make $200 Per Day.

Kevin Farrell
Marketing Advisor and SEO Mentor
http://200blueprint.com/r/kevinfarrell/lcpage1