I feel our service can help you. We’ve discussed where you’re right now and where you want to be. You’ve told me why you’re in this position and I’ve explained how we can help you get there. Our program can help you and I’m confident we can get you where you want to be. Do you want to invest in our program?
Well, yeah…… BUT I feel… (STOP!!!)
You already know what I’m talking about.
I just had an interesting call to say the least. It’s a great lesson for you because it’s likely something you’ve dealt with over and over again.
Have you ever spent a lot of time, money and effort to get a new client only to be told “no?”
Yup, you bet. Happens all the time.
While I no longer have a ton of my own time and effort in the close (because of my marketing systems), I still have money in the deal. The sales/closing process is vital to the growth of your business.
That wasn’t always the case though, I’ve been told “no” plenty of times before. I can relate. I don’t get told no as often as before, but it doesn’t make it any more enjoyable.
- That sounds great, can I call you back next week to discuss our next moves?
- I’m busy at the moment.
- I understand what you’re offering, but I don’t think I need it.
- I’m talking to another agency at the moment.
- I just think it cost too much money.
Truth of the matter, we all have heard this before.
It sucks. Nobody wants to be told no, but it will happen. It will happen a lot, but less once you know what to do.
It doesn’t matter how many objections they can come up with, it will usually boil down to 2 things.
(A) They don’t believe you or (B) they don’t believe they can do it.
Which both lead to one thing, “Belief.”
What is belief? It’s a mindset judgement.
How Can You Get Your No To Yes??????
Change the mindset.
Wow, that’s a lot. Or is it?
This is why you hear me commonly discuss you need a front end system and back end system.
This is what I teach our clients to build.
Can A System Really Change The Mindset Of Your Prospects?
Well, your back end system can. (When done properly)
The back end system is where the bulk of your money is made. There’s a reason for that, it’s because most people will tell you no.
When you have a high ticket service or product ($3K or more), it’s difficult to sell at that price point without a phone call. While we do have some prospects go through our entire front end and back end systems, most new leads will not.
This is where the back end starts to change the mindset by building knowledge, positioning, influence and trust.
When a prospect becomes a lead, they hit our back end systems. This is where we knock down their false beliefs and re-configure their mindset.
A No Doesn’t Mean No
What are you currently doing with all the leads that have told you no?
Most people will never contact them again. Big mistake.
It will nearly always come down to belief. They don’t believe in you or they don’t believe in themselves.
Now, you may really get someone that isn’t a good fit or doesn’t have a way to pay for your service. It will happen, but the majority of them will be due to their mindset.
How Can You Improve Your Closing Numbers?
Make sure you’re sending them high valued content. This could be social proof, case studies, testimonials or signature training materials.
Understand that “no” doesn’t mean “no.” Your market is likely full of B.S. and your prospects have likely had prior bad experiences. There’s a reason they feel like this.
Rely on your back end system to build your trust and likability. Deliver some value to them via email, signature training videos, ect.
You have to build their mindset. Encourage their dreams and goals. Encourage them to invest in themselves. I know you’ve seen these big launches do 6-7 figures somewhere, how do you think they create a buying frenzy? They shape the mindset of their prospects!
How To Convert Leads Into Buyers?
There’s a few different ways you can shape the mindset and turn prospects into buyers.
1. The Cost Of Doing Nothing
Show them the cost of doing nothing. If they stay put, that big pain is going to still be there.
Show them the value of what happens when they don’t act. If you don’t get started now, you’re still going to be in debt. If you do nothing, your still going to be overweight. If you don’t take this investment, you’re going to lose a million dollars.
You’ll find more people are focused on the cost of you rather than their big problem.
2. The Power Of Build Rapport And Trust
You’ll never get the benefit of the doubt with prospects at first. They will view you as everyone else until you change their mindset.
How can you build rapport and trust? The best way, share your experiences but be authentic.
Tell them about your mistakes and fails, it makes you human and they may be able to relate. Explain how your situation was the same or worse. Share how you achieved success and how you can help them do the same.
Prospects must believe that you can help them. Period.
3. Grab Your Shades, The Future Is Bright
Give them the opportunity and direction to see their futures with you.
Help them make the right goals and help them visualize what you’re going to help them achieve.
I remember when I thought visualization exercises was pointless but I was wrong. When I began visualizing the life I wanted, I started taking the steps I needed to take to get to that picture. You should be doing the same, picturing the type of life you want.
These are the 3 core elements your back end system should be focusing on.
If you don’t have these systems and processes in place, you’re missing out on revenue.
Want to talk more about how we can help you implement these strategies into your business? Schedule a time to talk.
Until next time….