A lot of people come to us because they know we are national sales coaches and trainers, and we actually put on a 3-day event called Master of Persuasion. For a lot of people, one of the biggest and first questions that people come to us with is, “How can we increase our closing ratios?” They come to us because they hear that we have over a 90% closing ratio when it comes to 1-on-1 or 1-on-2 sales, meaning when we make some type of offer, over 90% of the time we close the deal.
One of the biggest reasons why is this principle that I’m going to share with you. A lot of people come to us and say, “Teach us the closing strategy. Teach us how to transition from the offer into the close. Teach us how to posture ourselves and read body language,” and that’s all good and important, and of course we teach all that stuff at our Master of Persuasion training.
However, the biggest thing when it comes to increasing your closing ratio has to do with you personally. We tend to attract people into our lives that are like ourselves. One of the first questions that I ask my sales coaching clients is, “What is the #1 objection that you get all the time? What is the biggest question you have a hard time overcoming?” Usually for them, it’s the money objection like, “I don’t have the money for it” or “I can’t afford it,” or sometimes it’s the “I’ll think about it,” or “I’ll have to talk to my spouse,” objection, or whatever it is for not signing on the dotted line and actually moving forward with the transaction.
Then, I always ask my client this, this question always causes their eyes to go super-wide, I’ll ask,”How often do you use that objection with people?” They’ll go, “How did you know?” and I remind them, we attract people into our lives that are like us. If we are the type of people that are constantly using the money objection like, “Oh, I don’t have enough money for that,” or, “Oh, I have to think about it,” of course what kind of people are we going to attract into our lives? People that use those same objections.
One of the most basic, yet most powerful pieces of business advice I give to people is, “Become your ideal client.” For example, many people I coach are aspiring mentors. There are a lot of people here in Utah that are wanting to become life coaches and mentors, yet they are struggling with their business. I will ask them, “How much have you personally paid someone to be your mentor or coach?” and they say, “None, that’s expensive!” And I nod my head and reply, “Is there any wonder why you are struggling to get clients to pay you?” It’s because we send off an energetic signal to people.
Again, we attract people into our lives that are like us. I know I sound like a broken record, but you’re going to hear me say this over and over again because it is true. When we aren’t willing to do something ourselves, it is really really difficult to then draw people to us that are willing to do it.
For example, I never even had thought of the concept of becoming a mentor until after we hired a personal mentor. I was just going to be a holistic healthcare practitioner, which I still am and I have several clinics here. I was just going to continue to grow that practice, but after I hired that mentor, that’s when people started saying to me, “wait a second, could you be my mentor?” Almost facetiously we put together some mentoring packages, not even thinking anybody would sign up, and to our surprise, one after another after another people started signing up and paying us top dollar. People were getting amazing, amazing results.
Fast forward a few months, I got a big head, arrogant, and I put together this ginormous mentoring package for more money than I had ever, ever paid a mentor. I couldn’t understand why nobody wanted to pay me that higher ticket level. It wasn’t until I finished with those first couple of mentors and I hired another mentor for $100,000. Now, none of my programs are $100,000, not even close, but I paid that one single mentor $100,000 and literally within 3 weeks of paying that mentor, people started paying me in full that higher-level amount. It’s because I had earned the right to then turn around and ask other people to do the same thing.
If you are currently in network marketing, if you aren’t getting the type of clients that you want, it’s probably because you are focusing on whatever objection comes up.
I was recently talking to someone, and as I was offering her a free gift, she was like, “I can’t accept that, I don’t have the money!” I questioned her (confused face), “You don’t have the money to accept a free gift?” She spewed, “Yes, my business is struggling, and this is happening, and blah blah blah…” I said, “Huh, that’s interesting. You just uncovered the reason why your business is struggling.” If she’s saying everything is too expensive, of course, what type of person is she going to attract? You guessed it, other people that are in scarcity and “I can’t do it” thinking. She is in network marketing, so of course she’s not going to get a whole lot of sign-ups, if any because she is attracting more people into her life that are like where she is right now.
If you want to start increasing your closing ratio, yes learn those closing strategies, for example, come to Master of Persuasion and learn how to close, use and read body language in sales, marketing strategies, and increase your skills in those areas. Tell you what, it’s $2,000 per person, and I’ll give the first 5 people that read this and send an email to Clientservices@gmail.com full-ride scholarships to Master of Persuasion. Be one of the first 5 people and come as my guest.
First and foremost, become your ideal client. Stop using those objections when it comes to other people (hint, you can simply say “No thank you,” or “I choose not to right now.” if the offer is not a fit for you, but when it is right, say “yes.”) That way, you can start attracting people into your life that are your ideal clients. Become your ideal client, so that you can attract your ideal client. Love you!
Watch “How to Dramatically Increase Your Enrollment Ratio and Sales” on YouTube
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