Professional Website Design

In business it’s critical to know how to move your deal to a close, yet at the same time, not to sound like a used car salesman. I actually once got “what’s it going to take for me to get you in this car today?” Awful, just awful. I’ve always thought that identifying with the prospective customer and understanding what is most important to them, empathizing with them, will help tremendously–but you have to be genuine.

Your reaction to a certain statement or objection by your prospective customer often becomes the single linchpin to closing the deal. Over the years I’ve cobbled together many quotes and quips that you can inject into these moments, yet not sound like Mr. Used Yugo. Here are a few:

At Webvantix we often hear “can we get a quote for a site?” As our business had matured, we have found that throwing out a number is just a waste of everyone’s time, instead we must become ‘trusted consultants’ who instead of being reduced to a number (which another firm can always best), we work with the prospective customer to understand what it is they don’t like and what they would like to see.  (this process is detailed in How to Win a Pitch by Joey Asher)

What is it about your current situation that concerns you?

What are the consequences if this continues uninterrupted?

Ultimately, what do you foresee?

We all have forwarded information to a prospective customer only to hear “I have not had time to look at it.”  This is a great opportunity for you to stand out, the response:

Let’s carve out 15 minutes and review it together on a brief conference call, I can quickly illustrate to you how this will generate more traffic to your site and greatly improve your metrics, does later this week work for you, or is early next week better?

Often businesses, as well as people, are afraid to step up and ask for the order.  It’s a scary thing–sometimes it’s just more comfortable to have the opportunity in your pipeline, vs. just coming out and asking for it and losing.  But opportunities in your pipeline don’t pay the mortgage.  Besides, let them know you’re interested in the business!  Here are a couple of great ways to ask–try them!

Why don’t we give it a try?

We have the necessary paperwork for you to authorize, are you ready to get started?

Also, if this is a great piece of business that you are genuinely interested in, there is nothing wrong with say just that:

We are very excited about this opportunity and want very much to work with you, are you ready to begin?

I’m in the process of finishing Joey Asher’s How to Win a Pitch, which has other quotes and processes that I think are great.  I will be reviewing his book very soon, it’s a winner.

Let me know your thoughts, and if you would like to see more…one of my favorites to work on is the reaction to “I want to think about it.”

Preston Ehrler

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