Let me ask you a question, how do you create a sense of urgency when trying to make a sale?
Let me give you my two-fold answer,
Number one being the necessary pre-requisite issue before making urgency a priority.
1. I encourage every sales professional, especially the newer ones, to focus on having a good follow-up system firmly in place before focusing on generating urgency with prospects. I already use Clientvine CRM and recommend it to you as well. . As we have discussed in the past consistency in follow-up and keeping good records of each visit is vital to closing sales. Most top sales professionals tell me a large percentage of their sales come from fourth, fifth, or even sixth visits to merchants.
Frequently newer sales professionals stop after two or three visits, so they’re not going to have very good results or close many deals. Some of us learn the hard way.
2. Now after you’ve ensured you have good follow-up, create some deadline dates and/or special programs to help generate urgency in closing the deal. Learn to use language of urgency in specific dates and action steps rather than simply trying to make a hard close.
Here is one example: Speedway Printing Hammond LA , “Hi Kathy. I know we spoke last week, but I just wanted to follow up with you to let you know I did speak to management and can you locked in for our Dual Pricing program for only $99, as long as you sign up with me this week, month etc. This is an incredibly good price for unlimited processing and I’ve never seen them go that low before. We really want to earn your business.
I’m looking at having your sign-up done some time in the next couple of weeks to get this price locked in for you. What questions do you have for me before we get you started?”
You want to let the prospect know there are some deadline dates in order to take advantage of the savings you are offering.
Rather than randomly talking about merchant services, mention dates: “I hope you got a chance to look over the cost analysis I left. I wanted to make sure you know those savings are good all the way until the end of next week. You have all that time to make a decision. Are there any questions for me?” Such statements help set a boundary of the time frame for getting the deal done.
Work on making your own creative programs. One of the most effective things I’ve done in the past was making a flyer which was Sign Up Today with a $100 bill background. As I walked into a business and handed the merchant a flyer I said, “I have a special program going this week, month only, if you sign up today. Once your account activates and your terminal is set up, I’m going to give you a check or gift card for $100! (form linked below)
Not only will I save you money over the long haul, but I’ll give you an extra $100 up front.” Then I took that $100 out of the commission I got up front. That’s a great way to generate some urgency and excitement for the merchants.
What are some creative ways you create a sense of urgency with your merchants? Let me know.
Here’s the link for the Sign Up Today form doc below
Happy Selling,
David
Payment Lynx Daily 