What Google Page Experience Means for the Future of B2C SEO

Source: https://postfunnel.com/what-google-page-experience-means-for-the-future-of-b2c-seo/

Earlier this year, Google announced that it would be unrolling yet another update to its search engine algorithm at some point in 2021.

(Quick Note: Google has announced that they will delay the rollout due to the coronavirus pandemic and will also provide six months’ notice to the public beforehand.)

Dubbed Google Page Experience, the update focuses on promoting web pages that optimize for factors that “make the web more delightful for users across all web browsers and surfaces.”

In this article, we’ll take a closer look at just what they mean by this, and what it means for your team moving forward.

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What is the Google Page Experience Update?

According to Google, the Page Experience update revolves around the idea that page experience is “a set of signals that measure how users perceive the experience of interacting with a web page beyond its pure information value”.

Okay, that sounds like a lot – but don’t panic.

And don’t let all the talk around the latest trends in marketing – from artificial intelligence and machine learning to immersive experiences – make the term “Google Page Experience” any more intimidating than it needs to be.

In truth, the Google Page Experience update is all about ensuring your site visitors can do exactly what they came to do once they land on a page within your site.

That’s it.

It’s not about developing some never-before-seen, state-of-the-art experience for your online audience.

(Although, if you can make it happen, you absolutely should!)

Rather, the Google Page Experience (GPE) algorithm will simply aim to promote websites that meet specific standards in terms of usability.

On that note, Google has explicitly stated that valuable content still takes precedence over usability:

“In cases where there are multiple pages that have similar content, page experience becomes much more important for visibility in Search.”

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That said, adhering to GPE’s standards can allow your website to stand out from your competitors’, given that your content is of relatively equal quality.

(To be clear, adhering to GPE standards alone won’t be enough to hit the top of Google’s search results. But not adhering to them will definitely impact your content’s visibility.)

And, of course, improving your GPE score will inherently lead to a better on-site experience for your customers. More than simply looking good “on paper”, the changes you make will actually serve to improve your acquisition, engagement, and retention efforts over time.

With that in mind, let’s take a look at what the Google Page Experience means for your SEO and page design efforts moving forward.

Core Web Vitals and Interstitials: Optimizing Usability and Digestibility

Great content presented poorly just isn’t effective – there’s no denying that.

If your content takes too long to load, or if your site is difficult to use, your visitors are just going to turn tail and run.

Which is why Google’s Page Experience update aims to promote web pages that deliver content and information quickly, efficiently, and in a user-friendly manner.

The algorithm does this by assessing web pages based on three pieces of data.

First, it looks at the page’s Largest Contentful Paint. According to Google, this metric “reports the render time of the largest image or text block visible within the viewport”. The quicker this asset loads, the sooner the visitor can actually begin engaging with your web page.

Google then assesses the page’s First Input Delay, which measures the length of time it takes for a web page to respond after a given user input. Needless to say, quicker is better, here; a slow-to-load site will almost always lead to a poor experience for your customers.

Finally, Cumulative Layout Shift measures the visual stability of a web page as it loads and as the user interacts with it.

Now, in most cases, making improvements in these areas will require you to tap into your IT team’s talents.

In other cases, though, your marketing and design teams can lend a hand in improving these metrics.

 

For example, becoming ultra-selective about your use of images and other multimedia files will ensure you’re not unnecessarily adding to your LCP time. Similarly, you may need to come up with more efficient ways of delivering information if your current methods cause too much layout shift.

Or you may need to decide whether or not the content or info being presented is worth including at all. If the ensuing layout shift is too disruptive – and doesn’t offer much value – it may be worth scrapping it altogether.

In addition to these Core Web Vitals, the GPE update also assesses a page’s use of interstitials – that is, popups, overlays, and the like.

As Google explains, examples of proper use of interstitials include:

  • Overlays to deliver vital information (such as GDPR info)
  • Overlays to receive vital information (such as the user’s date of birth)
  • Slide-ins (that don’t cover the screen) delivering quick-hitting, “nice-to-know” info (e.g., coupon codes)

Conversely, interstitials that are more intrusive than they are valuable will detract from the page’s usability score – and will negatively affect its search engine ranking.

The takeaway here is to continue becoming more deliberate and economical with the content you present on your website. Quality continues to trump quantity and adding content for the sake of doing so can actually cause your search engine rankings to plummet.

Keep your online experience tight and focused, and your audience will always be able to get what they came for.

Mobile-Friendliness Becomes Non-Negotiable

If it’s not already clear that mobile-friendliness is essential for your website, the GPE update aims to make it official.

Google’s algorithm assesses the page’s usability and digestibility as displayed on mobile devices. Basically, it takes everything we discussed in the previous section and applies it to the page’s mobile experience.

Now, generally speaking, much of your site probably already is mobile-friendly. By today’s standards, responsiveness is a key requirement of any site-building tool worth its salt.

Still, if you have any doubts, you’ll want to head over to Google’s Mobile-Friendly Test for clarification.

Not only will you get a clear “Yes” or “No” answer to your mobile-friendly query, but you’ll also be given a more in-depth report on specific page elements that may be causing issues in this regard.

Again, this isn’t anything new; mobile-friendliness has been a key search engine ranking factor for years.

But, coupled with the above Core Web Vitals, we get a clear reminder of what being “mobile-first” really means.

Remember how we discussed being more frugal with your use of content? It’s even more important on mobile, where you have less physical space and technological capacity to work with.

Rather than paring away at your already-made desktop content, it’s more efficient to start with your mobile design and build out. That way, you’ll adhere to the “minimum necessary” rule as a matter of course – and will continue making only meaningful additions to your pages as time goes on.

Page Security Comes Front and Center

Google’s Page Experience update is also doubling down on the importance of digital security – both for your company and for your customers.

For starters, GPE looks to ensure your site has an SSL certificate, allowing for encryption of private data. Problems in this area – or lack of SSL certificate altogether – can damage not only your search engine rankings, but also your sales and overall brand reputation.

 

Similarly, GPE also analyzes pages for malware and other hacked files or content – and will include this data in its overall page experience assessment.

 

Again, all this is more for your IT staff to worry about, but it’s still something your marketing team should be aware of. A lapse in technical security, unfortunately, can render your content and web design efforts moot.

 

That said, GPE’s page security assessment does involve your creative teams, too. If your content is deemed to be dishonest, subversive, or deceptive in any way, your page experience score will suffer.

 

(Unfortunately, this goes for any third-party content [e.g., ads] that appear on your site, too.)

 

While Google Search Console’s Security Issues Reports can help you identify where certain issues may lie (and how to fix them), the ideal scenario is not having to deal with them in the first place.

 

This brings us back to erring on the side of caution when publishing content and information: The more intentional you are as you build out your site, the easier it will be to adhere to security protocol across the board.

Google Page Experience: Bringing Marketing and IT Together

As we discussed last year during PostFunnel’s Summit 2019, marketing and IT teams don’t always work all that well together.

Sometimes, they don’t even work together at all.

While search engine optimization still slants heavily toward the marketing side of things, your marketing team can’t be fully empowered without backup from your IT staff.

And, your IT team needs to be kept apprised of your marketing team’s creative vision for your website, as well. That way, your creative teams know what’s possible in terms of creating and delivering valuable, user-friendly experiences to your online audience.

So, in spite of the fact that your marketing and IT teams don’t typically work together, the GPE update should be a wake-up call that it needs to start happening sooner than later.

More than just helping your site meet Google’s new standards, desiloing your marketing and IT teams can lead your company to push both creative and technical limits as you further develop your website.

In thinking outside the box while operating within your current capacity, you’ll be able to maximize your creative potential – while always looking for the next innovative way to wow your audience.

The post What Google Page Experience Means for the Future of B2C SEO appeared first on Post Funnel.

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13 Tips to Ask for the Sale & That’ll Guarantee You a YES

Source: https://www.autogrow.co/how-to-ask-for-the-sale/

Do you remember that special someone who you wanted to make a move on?

Whether you wanted to text them, call them, or even date them—you simply wanted to act on it.

But the problem was you were too afraid of rejection. I mean, who isn’t, right?

So you didn’t really know how to make the move.

You didn’t know how to pop that question you wanted a “yes” to.

But one thing you were confident about: if you didn’t act, you would never know how they felt.

Well, the exact same thing happens when you close sales. If you don’t ask for the sale, you will never make the sale (duh!) 🙄.

So even when you’ve built rapport, your prospect knows how great your product or service is, and has shown some serious interest, you still have to pop the question before you can close the sale.

Otherwise, you may lose that lead forever.

That’s why I wrote this article: to teach you how to ask for the sale—because if you don’t, someone else will(!).

Today, I’m going to tell you:

  • The 13 proven tips for asking for the sale without being pushy or annoying.
  • The best tactics we’ve followed here at AutoGrow that’ll guarantee you a YES.
  • And all the steps to take before you actually pop the question.

Ready to ask for your well-deserved sale? All you need to do is start doing this…

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

Tip #1 to Ask for the Sale: Qualify Your Leads & Weed Out the Ones That Will Likely Say No

Part of asking for the sale is to actually qualify your prospects first.

You see, a lot of the hard work behind asking for a sale comes from filtering out bad leads.

This process is nothing but weeding out leads that could likely aren’t going to be a fit for your products or service.

And then, the ones that are a good fit for whatever it is you’re selling are the ones you want to engage with and eventually ask for the sale.

You see, 57% of B2B companies say converting qualified leads into paying customers is a top priority according to MarketingSherpa.

Source

But when you qualify leads before getting on the call with them, asking for the sale virtually will be a lot easier.

And you already know that the best strategies for qualifying leads are:

  1. “Asking qualifying questions and asking the right qualifying questions
  2. Creating an engaging demo video
  3. Building an FAQ section into your sales page
  4. Surveying the leads that got away
  5. Setting a clear price point
  6. Being blunt about the basics
  7. Calling out the industries that are a good fit—and the ones that ain’t

By following these strategies, you’ll be able to qualify leads and filter out the bad ones before you even get on the phone.

And if your prospect doesn’t fit your ideal customer profile, then NEXT.

You shouldn’t waste your time getting on the phone or sending out further email outreach campaigns to people who won’t ever end up buying.

Ad since your time is precious…

Tip #2 to Ask for the Sale: Don’t Waste Your Time & Talk to the Decision-Maker or Whomever Has the Final Word

To actually get ready to effectively ask for the sale, you need to speak with the right person: the decision-maker.

So once you’ve qualified your leads and know you’ve already connected with the right prospects, it’s time to talk to the actual decision-maker.

Don’t waste your time talking to someone who doesn’t have the authority to close the deal.

Because most people who are in charge of closing sales are “trained” to say no or derail your proposal.

They’re trained to just listen to your pitch and then get back to their boss for a final say.

What’s problematic about this is that many times, these people aren’t going to “sell” your solution to those higher ups like they should.

And if you can actually get in front of that decision maker, you’re going to be much more likely to get their buy-in.

So instead, try closing the sale with the C-suite executive in charge…

…You know, the person who signs the checks and would say yes to your sales pitch without having to consult the decision with anyone else.

So make sure you’re not dealing with an entry-level person or assistant.

Ask to meet with the decision-maker to review your proposal before you even begin your virtual call or video call.

Tip #3 to Ask for the Sale: Don’t Be Afraid of Rejection & Be Confident—a “No” Is a Possibility

We’re naturally hard-wired to fear rejection. It’s only human.

But when you work in sales, you must overcome this fear. Because you’ll get rejected, laughed at, and/or ignored some times.

But I totally get it. It’s tough.

Especially in sales when someone laughs at your products—the ones you proudly created from scratch and expected everyone to love.

It’s hard to deal with rejection, yes, but not impossible.

And the first thing to do here is to be confident.

Confident about yourself and your product or service.

(You can even follow one of our proven-to-convert mind-hacks—boosting your self-image.)

If you built it from scratch, then you probably know perfectly how to sell your info product.

After all, no one will sell it better than you!

And if someone rejects it, that doesn’t mean they dislike you as a person.

If you hear a “no”, that means the buyer doesn’t need or want your product or service BUT don’t let that discourage you.

Instead, take it as a lesson.

How can you sell better? Were they even the right type of customer for your service? What kind of feedback did they give to help make your business stronger?

And don’t take rejection personally.

Even if a potential customer says “no”, that just means it’s time to move on to the next prospect.

And now that you’re confident and prepared for rejection, let’s be prepared for something else…

Tip #4 to Ask for the Sale: Be Prepared for Handling Any Sales Objections (Don’t Put That Sad Puppy Dog Face If You’re Rejected)

Ok so, you don’t only need to be mentally prepared for rejection.

You must also be prepared for any sales objection in general that your potential buyers might have.

But what does this mean?

This means that as perfect as your product or service is, your customers are still going to have objections to buying whatever it is you’re selling.

This happens no matter how refined your product is and how beneficial it may be.

People are still going to come up with reasons or excuses (valid or not valid) not to purchase your products or service.

In fact, Bit.ai found that a whopping 96% of your visitors simply aren’t ready to buy when they land on your website.

Source

And this happens specifically with high-ticket products and services.

Because people are going to be even more wary of investing large amounts of money in products they’re still unsure about.

That’s why I recommend being prepared to address and handle sales objections by following these sales strategies to close 481%+ more high-ticket sales.

For instance, these are the most common sales objections you could be forced to handle:

  1. “Your product/service is too expensive”
  2. “Now is not the right time for me to buy”
  3. “I need to check with other stakeholders”
  4. “I don’t think this will work for us”
  5. “We are going to go with x competitor instead”

And these are the best tactics to use to handle those objections:

  1. Take a breath before addressing objections
  2. Practice active listening
  3. Avoid monologuing and keep the flow going
  4. Respond to leads quickly
  5. Be persistent with your contacting
  6. Ask plenty of questions
  7. But don’t ask too many questions

Ok, now that you’re prepared to handle any sales objections, let’s talk about social proof.

Tip #5 to Ask for the Sale: Share Your Social Proof for Prospects’ Peace of Mind

Social proof is a salesperson’s most effective tactic for addressing sales objections and for setting the foundation before asking for the sale.

Social proof is any type of content that shows other people like your prospects have bought your products or services and that what you say about them is true.

That’s why we have social proof all over our website including our checkout pages.

For example, in this case study analyzed in our Proven Sales Conversion Pack, an eCommerce company added a testimonials widget directly below their add-to-cart button.

And the result was a 58% increase in sales (before is on the left, after on the right).

And here’s a company that used super-simple vanity stats in the form of social media followers to dramatically grow their leads and sales…

In this case, by simply adding a count for the number of Twitter followers (yes, Twitter followers) to the navigation bar of their site, the company’s conversion rate increased by 72%.

You see, none of your potential buyers want to feel “tricked” or waste their money or time on something they’re not 100% sure about.

And that’s where social proof comes in to “lubricate” a customer’s decision making.

Customers who want what you’re selling but are skeptical or afraid, naturally want some proof.

They want proof that you can provide the benefit you’re promising.

For instance, case studies, testimonials, vanity stats, and more will give your prospects some peace of mind.

However, pay extra special attention to case studies of buyers that were facing the same problem as your current prospect.

Using case studies can increase sales by 185%.

And this will help show that, yes, this product is in fact perfect for them.

We actually included an on-page (summarized) case study we used with the launch of our 6-Figure Sales Funnel Training on this info product’s landing page.

And although I didn’t AB test it, I knew this particular case study would have a positive impact and work well on our landing page.

I knew this because many of our customers of the training were marketing consultants / agencies, or even software agencies.

And it’s exactly why we have such a diverse range of industries in our clients.

See?

Tip #6 to Ask for the Sale: Listen to Your Potential Buyers’ Needs—Their Feedback Can Help You Improve Your Product or Service

The only way you can successfully get your prospects to buy is by figuring out who they are and what they want.

Now, the question is, how exactly do you do that when it comes to refining your sales pitch?

Well, one way is by actually taking a step back and listening to how you present it.

And this is actually one of the proven sales tips we at AutoGrow always follow.

For instance, Sales Hacker found that the bottom 20% of salespeople spent over 65% of conversations pitching their products.

But the top closers spent just over 40% pitching—the rest was spent listening to the customer.

Source

So this data shows that listeners are actually more successful in handling objections in sales and closing.

And on top of listening to your prospects, make sure you ask questions too.

In fact, Sales Hacker found that as sales reps asked more questions, their success rate actually rose too.

Source

But all that being said, you don’t want to ask too many questions either.

Sales Hacker actually found that after 11-14 targeted questions per call, the success rate of the sale will actually drop.

Source

And that’s because customers want to be treated like people, not just sales numbers.

And what your prospects have to say about your products or services can help you improve whatever it is you’re selling.

Because although they haven’t tried your products yet, user feedback can grow your sales by 71% (it’s happened to us).

Alright. It’s time now to know when exactly to ask for the sale.

Tip #7 to Ask for the Sale: Know When to Make the Move

Part of asking for the sale is knowing when to do it.

Not every single moment spent on your sales call will be a good moment for it.

Why?

Because the idea of a sales call is not just to close the sale but to evaluate if your product or service can and will solve a pressing problem for your prospects.

Thinking that every moment is the right time to ask for the sale is like thinking that you can close the sale with everyone.

So to find that perfect moment, suck up all the information you can from the prospect during the call.

The information you find may or may not seem directly relevant to your upcoming discussion, but it will give you the green light of when to ask for the sale.

So pay attention to the positive signs that your prospect gives you.

Tip #8 to Ask for the Sale: Don’t Wait for the Prospect to Make a Move

If you cannot, will not, or do not ask for the sale, guess what?

Someone else will!

So don’t wait for a miracle to happen. You gotta go for it.

Don’t wait for the prospect to actually tell you “Hey, it’s not necessary for me to listen to your sales pitch, I want to buy your products right now.”

Ideally, that would be the perfect scenario but it rarely happens 🙄.

So don’t wait for the potential customer to make a move. You do it first!

And when you do make the move and finally decide on asking for YOUR sale, avoid using negative words or phrases like “Unfortunately, no …” or “I’m sorry” that could scare off prospects.

Instead use these powerful words…

Tip #9 to Ask for the Sale: Use the Words That Sell

Let’s talk about some words that will boost your close rates and gain the trust of your prospects.

“Because”

Using this word is a great tip for closing sales.

In 2012, psychologist Ellen Langer conducted a study where an experimenter made a request to strangers using 1 of 3 different lines.

The second 2 lines included the word “because,” explaining why the request was made.

The first line without “because” only had a success rate of 60%. The second and third, both using the word “because,” had success rates of 93% and 94%.

Langer concluded that the simple addition of the word “because” was the key to getting strangers to comply with the request.

“Save” & “Free”

While “discount” may lower the value of a product in the prospects’ eyes, hearing about an opportunity to save money will reel them in.

Any opportunity to save money while solving a problem is something both new prospects and pre-existing clients want to hear about.

“Now”

Using the word “now” when talking about your product or service creates urgency.

“Now” belongs to a group of words and phrases that are called “Action Words”—terms that are particularly good at driving action in your buyers.

CoSchedule actually put together a list of their own action words which are ripe for writing clickable CTAs. Check them out below.

Source

Action words like “now” give a little push to your prospect to move forward.

By helping your prospect understand that you can solve their problem now, you’ll help them make a decision sooner rather than later.

And the longer they wait, the lower and lower your chances are of closing the deal.

Tip #10 to Ask for the Sale: Pitch Your Solution, Not Your Product or Service

Don’t go into long, drawn-out explanations of how your product or service solves any pain points or problems to your prospects.

Do it (explain how your product or service solves any problems) but be concise.

You see, the success you have in your sales isn’t as much about what you’re selling. It’s more about you and how you sell.

In fact, a recent study by Science Direct confirmed that sellers are more persuasive when they believe in what they’re selling.

And if your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

So you must focus your sales pitch on how your product or service solves a problem for your customers. Not the product per se.

When asking for the sale you must do this because prospects want to learn more about your company.

They want to hear why you’re superior to your competitors.

They want your product or service to be the solution they’ve been looking for.

And you’ll establish rapport and loyalty by educating your clients about the value of your products or service and how they simply help them solve a problem.

For instance, always remind your clients of the value your service adds to them.

Always highlight the benefits of signing up or partnering with your business.

After all, even a perfect pitch for a perfect product or service can be ruined by poor handling of your buyer’s interests.

Tip #11 to Ask for the Sale: Assume the Sale

Always assume the sale.

Even if prospects are hesitant to sign up for your service or buy your product, never assume they’ll say no.

Instead, intentionally assume that the prospect has already said yes to the sale.

If you change your underlying thoughts about a possible negative response, you’re bound to get better results.

This technique works really well because it comes off as being professional and confident (as long as you don’t beg for the sale).

All you need to do is not misunderstand your prospect’s attitude, behavior, or words.

In other words, just because their face expression seems to say “I’m not buying from you” that doesn’t really mean they won’t.

So the only assumption you should make is that they will say yes.

For this, you can ask them at the end of the call: “Do you know which package you’d like to sign up for today?”

See how professional and annoying-less it sounds?

Tip #12 to Ask for the Sale: Give an Incentive & Add Urgency(!)

The fear of missing out(FOMO) on something is almost 2X as powerful as the feeling of gaining something.

People are more willing to take a risk or act on an opportunity to avoid a loss.

And as a marketer, business owner, or salesperson, you can use that natural tendency to your advantage.

One of the 313 conversion rate case studies analyzed showed how a company grew their revenue by nearly 25% just by implementing scarcity messaging.

Here are 2 of their CTA boxes before the change…

And here they are after

By putting a hard date on the offer expiration, they saw a whopping 24.5% revenue growth.

So if you want to get more people to act on the product or service you’re pitching, give an incentive or add urgency to the prospect.

Tip #13 to Ask for the Sale: Congratulate Your Prospects Throughout the Process—Especially After Saying YES(!)

The same way you congratulate or thank prospects as they move down your funnel, you should do the same when you get on your virtual call with them.

Reassuring them and reinforcing the idea that they just took an important first step down your funnel is vital in nurturing the relationship with customers.

So go ahead and remind your customers and/or clients that they’ve just made a great choice by even considering listening to your pitch.

Conclusion

Download the “13 Tips to Ask for the Sale & That’ll Guarantee You a YES” so you won’t forget to take action on it later. Click here to download it now.

The idea of a sales call is not just to close the sale.

You’re looking to evaluate if your product or service can and will solve a recurring problem for your prospects.

That’s why asking for the sale is not just actually asking for the sale. It requires a series of steps or preparation in order to pop the question.

To review, here are the main points you learned with this article:

  • If you cannot, will not, or do not ask for the sale, someone else will!
  • A lot of the hard work behind asking for a sale comes from filtering out bad leads.
  • Don’t waste your time talking to someone who doesn’t have the authority to close the deal.
  • Know how to handle your prospects’ sales objections.
  • Even a perfect pitch for a perfect product or service can be ruined by poor handling of a buyer’s objections.
  • By listening to what your prospects have to say you can actually improve your products or services.
  • If your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

And now that you know that asking for the sale is about:

  • Understanding your target customer
  • Diagnosing their problem
  • Understanding if that problem matches well with your solution
  • And doing what is within your power to show the prospective customer “Hey, this could really help you, and here’s how”

…Tell me something, was this article helpful to you? Do you have any suggestions or tips to add for how to ask for the sale?

Let me know in the comments below.

Keep AutoGrowin’, stay focused.

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13 Tips to Ask for the Sale & That’ll Guarantee You a YES

Source: https://www.autogrow.co/how-to-ask-for-the-sale/

Do you remember that special someone who you wanted to make a move on?

Whether you wanted to text them, call them, or even date them—you simply wanted to act on it.

But the problem was you were too afraid of rejection. I mean, who isn’t, right?

So you didn’t really know how to make the move.

You didn’t know how to pop that question you wanted a “yes” to.

But one thing you were confident about: if you didn’t act, you would never know how they felt.

Well, the exact same thing happens when you close sales. If you don’t ask for the sale, you will never make the sale (duh!) 🙄.

So even when you’ve built rapport, your prospect knows how great your product or service is, and has shown some serious interest, you still have to pop the question before you can close the sale.

Otherwise, you may lose that lead forever.

That’s why I wrote this article: to teach you how to ask for the sale—because if you don’t, someone else will(!).

Today, I’m going to tell you:

  • The 13 proven tips for asking for the sale without being pushy or annoying.
  • The best tactics we’ve followed here at AutoGrow that’ll guarantee you a YES.
  • And all the steps to take before you actually pop the question.

Ready to ask for your well-deserved sale? All you need to do is start doing this…

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

Tip #1 to Ask for the Sale: Qualify Your Leads & Weed Out the Ones That Will Likely Say No

Part of asking for the sale is to actually qualify your prospects first.

You see, a lot of the hard work behind asking for a sale comes from filtering out bad leads.

This process is nothing but weeding out leads that could likely aren’t going to be a fit for your products or service.

And then, the ones that are a good fit for whatever it is you’re selling are the ones you want to engage with and eventually ask for the sale.

You see, 57% of B2B companies say converting qualified leads into paying customers is a top priority according to MarketingSherpa.

Source

But when you qualify leads before getting on the call with them, asking for the sale virtually will be a lot easier.

And you already know that the best strategies for qualifying leads are:

  1. “Asking qualifying questions and asking the right qualifying questions
  2. Creating an engaging demo video
  3. Building an FAQ section into your sales page
  4. Surveying the leads that got away
  5. Setting a clear price point
  6. Being blunt about the basics
  7. Calling out the industries that are a good fit—and the ones that ain’t

By following these strategies, you’ll be able to qualify leads and filter out the bad ones before you even get on the phone.

And if your prospect doesn’t fit your ideal customer profile, then NEXT.

You shouldn’t waste your time getting on the phone or sending out further email outreach campaigns to people who won’t ever end up buying.

Ad since your time is precious…

Tip #2 to Ask for the Sale: Don’t Waste Your Time & Talk to the Decision-Maker or Whomever Has the Final Word

To actually get ready to effectively ask for the sale, you need to speak with the right person: the decision-maker.

So once you’ve qualified your leads and know you’ve already connected with the right prospects, it’s time to talk to the actual decision-maker.

Don’t waste your time talking to someone who doesn’t have the authority to close the deal.

Because most people who are in charge of closing sales are “trained” to say no or derail your proposal.

They’re trained to just listen to your pitch and then get back to their boss for a final say.

What’s problematic about this is that many times, these people aren’t going to “sell” your solution to those higher ups like they should.

And if you can actually get in front of that decision maker, you’re going to be much more likely to get their buy-in.

So instead, try closing the sale with the C-suite executive in charge…

…You know, the person who signs the checks and would say yes to your sales pitch without having to consult the decision with anyone else.

So make sure you’re not dealing with an entry-level person or assistant.

Ask to meet with the decision-maker to review your proposal before you even begin your virtual call or video call.

Tip #3 to Ask for the Sale: Don’t Be Afraid of Rejection & Be Confident—a “No” Is a Possibility

We’re naturally hard-wired to fear rejection. It’s only human.

But when you work in sales, you must overcome this fear. Because you’ll get rejected, laughed at, and/or ignored some times.

But I totally get it. It’s tough.

Especially in sales when someone laughs at your products—the ones you proudly created from scratch and expected everyone to love.

It’s hard to deal with rejection, yes, but not impossible.

And the first thing to do here is to be confident.

Confident about yourself and your product or service.

(You can even follow one of our proven-to-convert mind-hacks—boosting your self-image.)

If you built it from scratch, then you probably know perfectly how to sell your info product.

After all, no one will sell it better than you!

And if someone rejects it, that doesn’t mean they dislike you as a person.

If you hear a “no”, that means the buyer doesn’t need or want your product or service BUT don’t let that discourage you.

Instead, take it as a lesson.

How can you sell better? Were they even the right type of customer for your service? What kind of feedback did they give to help make your business stronger?

And don’t take rejection personally.

Even if a potential customer says “no”, that just means it’s time to move on to the next prospect.

And now that you’re confident and prepared for rejection, let’s be prepared for something else…

Tip #4 to Ask for the Sale: Be Prepared for Handling Any Sales Objections (Don’t Put That Sad Puppy Dog Face If You’re Rejected)

Ok so, you don’t only need to be mentally prepared for rejection.

You must also be prepared for any sales objection in general that your potential buyers might have.

But what does this mean?

This means that as perfect as your product or service is, your customers are still going to have objections to buying whatever it is you’re selling.

This happens no matter how refined your product is and how beneficial it may be.

People are still going to come up with reasons or excuses (valid or not valid) not to purchase your products or service.

In fact, Bit.ai found that a whopping 96% of your visitors simply aren’t ready to buy when they land on your website.

Source

And this happens specifically with high-ticket products and services.

Because people are going to be even more wary of investing large amounts of money in products they’re still unsure about.

That’s why I recommend being prepared to address and handle sales objections by following these sales strategies to close 481%+ more high-ticket sales.

For instance, these are the most common sales objections you could be forced to handle:

  1. “Your product/service is too expensive”
  2. “Now is not the right time for me to buy”
  3. “I need to check with other stakeholders”
  4. “I don’t think this will work for us”
  5. “We are going to go with x competitor instead”

And these are the best tactics to use to handle those objections:

  1. Take a breath before addressing objections
  2. Practice active listening
  3. Avoid monologuing and keep the flow going
  4. Respond to leads quickly
  5. Be persistent with your contacting
  6. Ask plenty of questions
  7. But don’t ask too many questions

Ok, now that you’re prepared to handle any sales objections, let’s talk about social proof.

Tip #5 to Ask for the Sale: Share Your Social Proof for Prospects’ Peace of Mind

Social proof is a salesperson’s most effective tactic for addressing sales objections and for setting the foundation before asking for the sale.

Social proof is any type of content that shows other people like your prospects have bought your products or services and that what you say about them is true.

That’s why we have social proof all over our website including our checkout pages.

For example, in this case study analyzed in our Proven Sales Conversion Pack, an eCommerce company added a testimonials widget directly below their add-to-cart button.

And the result was a 58% increase in sales (before is on the left, after on the right).

And here’s a company that used super-simple vanity stats in the form of social media followers to dramatically grow their leads and sales…

In this case, by simply adding a count for the number of Twitter followers (yes, Twitter followers) to the navigation bar of their site, the company’s conversion rate increased by 72%.

You see, none of your potential buyers want to feel “tricked” or waste their money or time on something they’re not 100% sure about.

And that’s where social proof comes in to “lubricate” a customer’s decision making.

Customers who want what you’re selling but are skeptical or afraid, naturally want some proof.

They want proof that you can provide the benefit you’re promising.

For instance, case studies, testimonials, vanity stats, and more will give your prospects some peace of mind.

However, pay extra special attention to case studies of buyers that were facing the same problem as your current prospect.

Using case studies can increase sales by 185%.

And this will help show that, yes, this product is in fact perfect for them.

We actually included an on-page (summarized) case study we used with the launch of our 6-Figure Sales Funnel Training on this info product’s landing page.

And although I didn’t AB test it, I knew this particular case study would have a positive impact and work well on our landing page.

I knew this because many of our customers of the training were marketing consultants / agencies, or even software agencies.

And it’s exactly why we have such a diverse range of industries in our clients.

See?

Tip #6 to Ask for the Sale: Listen to Your Potential Buyers’ Needs—Their Feedback Can Help You Improve Your Product or Service

The only way you can successfully get your prospects to buy is by figuring out who they are and what they want.

Now, the question is, how exactly do you do that when it comes to refining your sales pitch?

Well, one way is by actually taking a step back and listening to how you present it.

And this is actually one of the proven sales tips we at AutoGrow always follow.

For instance, Sales Hacker found that the bottom 20% of salespeople spent over 65% of conversations pitching their products.

But the top closers spent just over 40% pitching—the rest was spent listening to the customer.

Source

So this data shows that listeners are actually more successful in handling objections in sales and closing.

And on top of listening to your prospects, make sure you ask questions too.

In fact, Sales Hacker found that as sales reps asked more questions, their success rate actually rose too.

Source

But all that being said, you don’t want to ask too many questions either.

Sales Hacker actually found that after 11-14 targeted questions per call, the success rate of the sale will actually drop.

Source

And that’s because customers want to be treated like people, not just sales numbers.

And what your prospects have to say about your products or services can help you improve whatever it is you’re selling.

Because although they haven’t tried your products yet, user feedback can grow your sales by 71% (it’s happened to us).

Alright. It’s time now to know when exactly to ask for the sale.

Tip #7 to Ask for the Sale: Know When to Make the Move

Part of asking for the sale is knowing when to do it.

Not every single moment spent on your sales call will be a good moment for it.

Why?

Because the idea of a sales call is not just to close the sale but to evaluate if your product or service can and will solve a pressing problem for your prospects.

Thinking that every moment is the right time to ask for the sale is like thinking that you can close the sale with everyone.

So to find that perfect moment, suck up all the information you can from the prospect during the call.

The information you find may or may not seem directly relevant to your upcoming discussion, but it will give you the green light of when to ask for the sale.

So pay attention to the positive signs that your prospect gives you.

Tip #8 to Ask for the Sale: Don’t Wait for the Prospect to Make a Move

If you cannot, will not, or do not ask for the sale, guess what?

Someone else will!

So don’t wait for a miracle to happen. You gotta go for it.

Don’t wait for the prospect to actually tell you “Hey, it’s not necessary for me to listen to your sales pitch, I want to buy your products right now.”

Ideally, that would be the perfect scenario but it rarely happens 🙄.

So don’t wait for the potential customer to make a move. You do it first!

And when you do make the move and finally decide on asking for YOUR sale, avoid using negative words or phrases like “Unfortunately, no …” or “I’m sorry” that could scare off prospects.

Instead use these powerful words…

Tip #9 to Ask for the Sale: Use the Words That Sell

Let’s talk about some words that will boost your close rates and gain the trust of your prospects.

“Because”

Using this word is a great tip for closing sales.

In 2012, psychologist Ellen Langer conducted a study where an experimenter made a request to strangers using 1 of 3 different lines.

The second 2 lines included the word “because,” explaining why the request was made.

The first line without “because” only had a success rate of 60%. The second and third, both using the word “because,” had success rates of 93% and 94%.

Langer concluded that the simple addition of the word “because” was the key to getting strangers to comply with the request.

“Save” & “Free”

While “discount” may lower the value of a product in the prospects’ eyes, hearing about an opportunity to save money will reel them in.

Any opportunity to save money while solving a problem is something both new prospects and pre-existing clients want to hear about.

“Now”

Using the word “now” when talking about your product or service creates urgency.

“Now” belongs to a group of words and phrases that are called “Action Words”—terms that are particularly good at driving action in your buyers.

CoSchedule actually put together a list of their own action words which are ripe for writing clickable CTAs. Check them out below.

Source

Action words like “now” give a little push to your prospect to move forward.

By helping your prospect understand that you can solve their problem now, you’ll help them make a decision sooner rather than later.

And the longer they wait, the lower and lower your chances are of closing the deal.

Tip #10 to Ask for the Sale: Pitch Your Solution, Not Your Product or Service

Don’t go into long, drawn-out explanations of how your product or service solves any pain points or problems to your prospects.

Do it (explain how your product or service solves any problems) but be concise.

You see, the success you have in your sales isn’t as much about what you’re selling. It’s more about you and how you sell.

In fact, a recent study by Science Direct confirmed that sellers are more persuasive when they believe in what they’re selling.

And if your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

So you must focus your sales pitch on how your product or service solves a problem for your customers. Not the product per se.

When asking for the sale you must do this because prospects want to learn more about your company.

They want to hear why you’re superior to your competitors.

They want your product or service to be the solution they’ve been looking for.

And you’ll establish rapport and loyalty by educating your clients about the value of your products or service and how they simply help them solve a problem.

For instance, always remind your clients of the value your service adds to them.

Always highlight the benefits of signing up or partnering with your business.

After all, even a perfect pitch for a perfect product or service can be ruined by poor handling of your buyer’s interests.

Tip #11 to Ask for the Sale: Assume the Sale

Always assume the sale.

Even if prospects are hesitant to sign up for your service or buy your product, never assume they’ll say no.

Instead, intentionally assume that the prospect has already said yes to the sale.

If you change your underlying thoughts about a possible negative response, you’re bound to get better results.

This technique works really well because it comes off as being professional and confident (as long as you don’t beg for the sale).

All you need to do is not misunderstand your prospect’s attitude, behavior, or words.

In other words, just because their face expression seems to say “I’m not buying from you” that doesn’t really mean they won’t.

So the only assumption you should make is that they will say yes.

For this, you can ask them at the end of the call: “Do you know which package you’d like to sign up for today?”

See how professional and annoying-less it sounds?

Tip #12 to Ask for the Sale: Give an Incentive & Add Urgency(!)

The fear of missing out(FOMO) on something is almost 2X as powerful as the feeling of gaining something.

People are more willing to take a risk or act on an opportunity to avoid a loss.

And as a marketer, business owner, or salesperson, you can use that natural tendency to your advantage.

One of the 313 conversion rate case studies analyzed showed how a company grew their revenue by nearly 25% just by implementing scarcity messaging.

Here are 2 of their CTA boxes before the change…

And here they are after

By putting a hard date on the offer expiration, they saw a whopping 24.5% revenue growth.

So if you want to get more people to act on the product or service you’re pitching, give an incentive or add urgency to the prospect.

Tip #13 to Ask for the Sale: Congratulate Your Prospects Throughout the Process—Especially After Saying YES(!)

The same way you congratulate or thank prospects as they move down your funnel, you should do the same when you get on your virtual call with them.

Reassuring them and reinforcing the idea that they just took an important first step down your funnel is vital in nurturing the relationship with customers.

So go ahead and remind your customers and/or clients that they’ve just made a great choice by even considering listening to your pitch.

Conclusion

Download the “13 Tips to Ask for the Sale & That’ll Guarantee You a YES” so you won’t forget to take action on it later. Click here to download it now.

The idea of a sales call is not just to close the sale.

You’re looking to evaluate if your product or service can and will solve a recurring problem for your prospects.

That’s why asking for the sale is not just actually asking for the sale. It requires a series of steps or preparation in order to pop the question.

To review, here are the main points you learned with this article:

  • If you cannot, will not, or do not ask for the sale, someone else will!
  • A lot of the hard work behind asking for a sale comes from filtering out bad leads.
  • Don’t waste your time talking to someone who doesn’t have the authority to close the deal.
  • Know how to handle your prospects’ sales objections.
  • Even a perfect pitch for a perfect product or service can be ruined by poor handling of a buyer’s objections.
  • By listening to what your prospects have to say you can actually improve your products or services.
  • If your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

And now that you know that asking for the sale is about:

  • Understanding your target customer
  • Diagnosing their problem
  • Understanding if that problem matches well with your solution
  • And doing what is within your power to show the prospective customer “Hey, this could really help you, and here’s how”

…Tell me something, was this article helpful to you? Do you have any suggestions or tips to add for how to ask for the sale?

Let me know in the comments below.

Keep AutoGrowin’, stay focused.

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NEWS // New Representation: Tea & Water Pictures

Source: http://focus52.blogspot.com/2018/06/news-new-representation-tea-water.html

I’m pleased to announce that I am now represented by Tea & Water Pictures in New York, London and Beijing. They are an exciting agency that have a some great production experience and a team with really diverse but complimentary backgrounds, so I’m excited to see what we can achieve together over the next few years!

They’ve also done a little interview with me which, if you’re interested, you can read here 

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The Luxe Version of Amazon

Source: https://postfunnel.com/the-luxe-version-of-amazon/

Amazon just unveiled its new Luxury Stores. Though currently limited to offerings from Oscar de la Renta, it is to grow into the destination for exclusive items from designer fashion and beauty brands.

Become the best CRMer you can:
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To mark the launch of the luxury line from Oscar de La Renta, Amazon collaborated with the designers to produce a video, “celebrating the imaginative intersection of fashion and technology.”

“Exclusive Access” is one of its selling points for this demographic. It is available “by invitation only to eligible Prime members and available through the Amazon mobile app.” As you may recall from The Man in the Range Rover Suit, exclusivity lies at the heart of luxury marketing.

While that is perennial value for those whose purchases for outfits start at four figures, there is a new impetus for the convenience of ordering such items through an app rather than at a store.

Possibly the move was sparked by the general avoidance of shopping in bricks-and-mortar stores under lockdown conditions. A Pursuitist article on the news suggested that possibility and the safety combined with assurance of the authenticity of the products deliver “peace of mind” to the shopper.

A better way to define your VIPs

The article quoted Alex Bolen, CEO of Oscar de la Renta:

“As a global leader in retail, Amazon has a relentless focus on improving the customer experience through constant innovation, utilizing technology and customer feedback.

We admire Amazon’s customer-centric focus and look forward to telling our brand’s story in compelling and engaging ways to even more customers through the Luxury Stores experience.”

While any shopper may use Amazon for its convenience, it has to go up a notch to win the luxury shopper.

The post The Luxe Version of Amazon appeared first on Post Funnel.

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13 Tips to Ask for the Sale & That’ll Guarantee You a YES

Source: https://www.autogrow.co/how-to-ask-for-the-sale/

Do you remember that special someone who you wanted to make a move on?

Whether you wanted to text them, call them, or even date them—you simply wanted to act on it.

But the problem was you were too afraid of rejection. I mean, who isn’t, right?

So you didn’t really know how to make the move.

You didn’t know how to pop that question you wanted a “yes” to.

But one thing you were confident about: if you didn’t act, you would never know how they felt.

Well, the exact same thing happens when you close sales. If you don’t ask for the sale, you will never make the sale (duh!) 🙄.

So even when you’ve built rapport, your prospect knows how great your product or service is, and has shown some serious interest, you still have to pop the question before you can close the sale.

Otherwise, you may lose that lead forever.

That’s why I wrote this article: to teach you how to ask for the sale—because if you don’t, someone else will(!).

Today, I’m going to tell you:

  • The 13 proven tips for asking for the sale without being pushy or annoying.
  • The best tactics we’ve followed here at AutoGrow that’ll guarantee you a YES.
  • And all the steps to take before you actually pop the question.

Ready to ask for your well-deserved sale? All you need to do is start doing this…

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

Tip #1 to Ask for the Sale: Qualify Your Leads & Weed Out the Ones That Will Likely Say No

Part of asking for the sale is to actually qualify your prospects first.

You see, a lot of the hard work behind asking for a sale comes from filtering out bad leads.

This process is nothing but weeding out leads that could likely aren’t going to be a fit for your products or service.

And then, the ones that are a good fit for whatever it is you’re selling are the ones you want to engage with and eventually ask for the sale.

You see, 57% of B2B companies say converting qualified leads into paying customers is a top priority according to MarketingSherpa.

Source

But when you qualify leads before getting on the call with them, asking for the sale virtually will be a lot easier.

And you already know that the best strategies for qualifying leads are:

  1. “Asking qualifying questions and asking the right qualifying questions
  2. Creating an engaging demo video
  3. Building an FAQ section into your sales page
  4. Surveying the leads that got away
  5. Setting a clear price point
  6. Being blunt about the basics
  7. Calling out the industries that are a good fit—and the ones that ain’t

By following these strategies, you’ll be able to qualify leads and filter out the bad ones before you even get on the phone.

And if your prospect doesn’t fit your ideal customer profile, then NEXT.

You shouldn’t waste your time getting on the phone or sending out further email outreach campaigns to people who won’t ever end up buying.

Ad since your time is precious…

Tip #2 to Ask for the Sale: Don’t Waste Your Time & Talk to the Decision-Maker or Whomever Has the Final Word

To actually get ready to effectively ask for the sale, you need to speak with the right person: the decision-maker.

So once you’ve qualified your leads and know you’ve already connected with the right prospects, it’s time to talk to the actual decision-maker.

Don’t waste your time talking to someone who doesn’t have the authority to close the deal.

Because most people who are in charge of closing sales are “trained” to say no or derail your proposal.

They’re trained to just listen to your pitch and then get back to their boss for a final say.

What’s problematic about this is that many times, these people aren’t going to “sell” your solution to those higher ups like they should.

And if you can actually get in front of that decision maker, you’re going to be much more likely to get their buy-in.

So instead, try closing the sale with the C-suite executive in charge…

…You know, the person who signs the checks and would say yes to your sales pitch without having to consult the decision with anyone else.

So make sure you’re not dealing with an entry-level person or assistant.

Ask to meet with the decision-maker to review your proposal before you even begin your virtual call or video call.

Tip #3 to Ask for the Sale: Don’t Be Afraid of Rejection & Be Confident—a “No” Is a Possibility

We’re naturally hard-wired to fear rejection. It’s only human.

But when you work in sales, you must overcome this fear. Because you’ll get rejected, laughed at, and/or ignored some times.

But I totally get it. It’s tough.

Especially in sales when someone laughs at your products—the ones you proudly created from scratch and expected everyone to love.

It’s hard to deal with rejection, yes, but not impossible.

And the first thing to do here is to be confident.

Confident about yourself and your product or service.

(You can even follow one of our proven-to-convert mind-hacks—boosting your self-image.)

If you built it from scratch, then you probably know perfectly how to sell your info product.

After all, no one will sell it better than you!

And if someone rejects it, that doesn’t mean they dislike you as a person.

If you hear a “no”, that means the buyer doesn’t need or want your product or service BUT don’t let that discourage you.

Instead, take it as a lesson.

How can you sell better? Were they even the right type of customer for your service? What kind of feedback did they give to help make your business stronger?

And don’t take rejection personally.

Even if a potential customer says “no”, that just means it’s time to move on to the next prospect.

And now that you’re confident and prepared for rejection, let’s be prepared for something else…

Tip #4 to Ask for the Sale: Be Prepared for Handling Any Sales Objections (Don’t Put That Sad Puppy Dog Face If You’re Rejected)

Ok so, you don’t only need to be mentally prepared for rejection.

You must also be prepared for any sales objection in general that your potential buyers might have.

But what does this mean?

This means that as perfect as your product or service is, your customers are still going to have objections to buying whatever it is you’re selling.

This happens no matter how refined your product is and how beneficial it may be.

People are still going to come up with reasons or excuses (valid or not valid) not to purchase your products or service.

In fact, Bit.ai found that a whopping 96% of your visitors simply aren’t ready to buy when they land on your website.

Source

And this happens specifically with high-ticket products and services.

Because people are going to be even more wary of investing large amounts of money in products they’re still unsure about.

That’s why I recommend being prepared to address and handle sales objections by following these sales strategies to close 481%+ more high-ticket sales.

For instance, these are the most common sales objections you could be forced to handle:

  1. “Your product/service is too expensive”
  2. “Now is not the right time for me to buy”
  3. “I need to check with other stakeholders”
  4. “I don’t think this will work for us”
  5. “We are going to go with x competitor instead”

And these are the best tactics to use to handle those objections:

  1. Take a breath before addressing objections
  2. Practice active listening
  3. Avoid monologuing and keep the flow going
  4. Respond to leads quickly
  5. Be persistent with your contacting
  6. Ask plenty of questions
  7. But don’t ask too many questions

Ok, now that you’re prepared to handle any sales objections, let’s talk about social proof.

Tip #5 to Ask for the Sale: Share Your Social Proof for Prospects’ Peace of Mind

Social proof is a salesperson’s most effective tactic for addressing sales objections and for setting the foundation before asking for the sale.

Social proof is any type of content that shows other people like your prospects have bought your products or services and that what you say about them is true.

That’s why we have social proof all over our website including our checkout pages.

For example, in this case study analyzed in our Proven Sales Conversion Pack, an eCommerce company added a testimonials widget directly below their add-to-cart button.

And the result was a 58% increase in sales (before is on the left, after on the right).

And here’s a company that used super-simple vanity stats in the form of social media followers to dramatically grow their leads and sales…

In this case, by simply adding a count for the number of Twitter followers (yes, Twitter followers) to the navigation bar of their site, the company’s conversion rate increased by 72%.

You see, none of your potential buyers want to feel “tricked” or waste their money or time on something they’re not 100% sure about.

And that’s where social proof comes in to “lubricate” a customer’s decision making.

Customers who want what you’re selling but are skeptical or afraid, naturally want some proof.

They want proof that you can provide the benefit you’re promising.

For instance, case studies, testimonials, vanity stats, and more will give your prospects some peace of mind.

However, pay extra special attention to case studies of buyers that were facing the same problem as your current prospect.

Using case studies can increase sales by 185%.

And this will help show that, yes, this product is in fact perfect for them.

We actually included an on-page (summarized) case study we used with the launch of our 6-Figure Sales Funnel Training on this info product’s landing page.

And although I didn’t AB test it, I knew this particular case study would have a positive impact and work well on our landing page.

I knew this because many of our customers of the training were marketing consultants / agencies, or even software agencies.

And it’s exactly why we have such a diverse range of industries in our clients.

See?

Tip #6 to Ask for the Sale: Listen to Your Potential Buyers’ Needs—Their Feedback Can Help You Improve Your Product or Service

The only way you can successfully get your prospects to buy is by figuring out who they are and what they want.

Now, the question is, how exactly do you do that when it comes to refining your sales pitch?

Well, one way is by actually taking a step back and listening to how you present it.

And this is actually one of the proven sales tips we at AutoGrow always follow.

For instance, Sales Hacker found that the bottom 20% of salespeople spent over 65% of conversations pitching their products.

But the top closers spent just over 40% pitching—the rest was spent listening to the customer.

Source

So this data shows that listeners are actually more successful in handling objections in sales and closing.

And on top of listening to your prospects, make sure you ask questions too.

In fact, Sales Hacker found that as sales reps asked more questions, their success rate actually rose too.

Source

But all that being said, you don’t want to ask too many questions either.

Sales Hacker actually found that after 11-14 targeted questions per call, the success rate of the sale will actually drop.

Source

And that’s because customers want to be treated like people, not just sales numbers.

And what your prospects have to say about your products or services can help you improve whatever it is you’re selling.

Because although they haven’t tried your products yet, user feedback can grow your sales by 71% (it’s happened to us).

Alright. It’s time now to know when exactly to ask for the sale.

Tip #7 to Ask for the Sale: Know When to Make the Move

Part of asking for the sale is knowing when to do it.

Not every single moment spent on your sales call will be a good moment for it.

Why?

Because the idea of a sales call is not just to close the sale but to evaluate if your product or service can and will solve a pressing problem for your prospects.

Thinking that every moment is the right time to ask for the sale is like thinking that you can close the sale with everyone.

So to find that perfect moment, suck up all the information you can from the prospect during the call.

The information you find may or may not seem directly relevant to your upcoming discussion, but it will give you the green light of when to ask for the sale.

So pay attention to the positive signs that your prospect gives you.

Tip #8 to Ask for the Sale: Don’t Wait for the Prospect to Make a Move

If you cannot, will not, or do not ask for the sale, guess what?

Someone else will!

So don’t wait for a miracle to happen. You gotta go for it.

Don’t wait for the prospect to actually tell you “Hey, it’s not necessary for me to listen to your sales pitch, I want to buy your products right now.”

Ideally, that would be the perfect scenario but it rarely happens 🙄.

So don’t wait for the potential customer to make a move. You do it first!

And when you do make the move and finally decide on asking for YOUR sale, avoid using negative words or phrases like “Unfortunately, no …” or “I’m sorry” that could scare off prospects.

Instead use these powerful words…

Tip #9 to Ask for the Sale: Use the Words That Sell

Let’s talk about some words that will boost your close rates and gain the trust of your prospects.

“Because”

Using this word is a great tip for closing sales.

In 2012, psychologist Ellen Langer conducted a study where an experimenter made a request to strangers using 1 of 3 different lines.

The second 2 lines included the word “because,” explaining why the request was made.

The first line without “because” only had a success rate of 60%. The second and third, both using the word “because,” had success rates of 93% and 94%.

Langer concluded that the simple addition of the word “because” was the key to getting strangers to comply with the request.

“Save” & “Free”

While “discount” may lower the value of a product in the prospects’ eyes, hearing about an opportunity to save money will reel them in.

Any opportunity to save money while solving a problem is something both new prospects and pre-existing clients want to hear about.

“Now”

Using the word “now” when talking about your product or service creates urgency.

“Now” belongs to a group of words and phrases that are called “Action Words”—terms that are particularly good at driving action in your buyers.

CoSchedule actually put together a list of their own action words which are ripe for writing clickable CTAs. Check them out below.

Source

Action words like “now” give a little push to your prospect to move forward.

By helping your prospect understand that you can solve their problem now, you’ll help them make a decision sooner rather than later.

And the longer they wait, the lower and lower your chances are of closing the deal.

Tip #10 to Ask for the Sale: Pitch Your Solution, Not Your Product or Service

Don’t go into long, drawn-out explanations of how your product or service solves any pain points or problems to your prospects.

Do it (explain how your product or service solves any problems) but be concise.

You see, the success you have in your sales isn’t as much about what you’re selling. It’s more about you and how you sell.

In fact, a recent study by Science Direct confirmed that sellers are more persuasive when they believe in what they’re selling.

And if your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

So you must focus your sales pitch on how your product or service solves a problem for your customers. Not the product per se.

When asking for the sale you must do this because prospects want to learn more about your company.

They want to hear why you’re superior to your competitors.

They want your product or service to be the solution they’ve been looking for.

And you’ll establish rapport and loyalty by educating your clients about the value of your products or service and how they simply help them solve a problem.

For instance, always remind your clients of the value your service adds to them.

Always highlight the benefits of signing up or partnering with your business.

After all, even a perfect pitch for a perfect product or service can be ruined by poor handling of your buyer’s interests.

Tip #11 to Ask for the Sale: Assume the Sale

Always assume the sale.

Even if prospects are hesitant to sign up for your service or buy your product, never assume they’ll say no.

Instead, intentionally assume that the prospect has already said yes to the sale.

If you change your underlying thoughts about a possible negative response, you’re bound to get better results.

This technique works really well because it comes off as being professional and confident (as long as you don’t beg for the sale).

All you need to do is not misunderstand your prospect’s attitude, behavior, or words.

In other words, just because their face expression seems to say “I’m not buying from you” that doesn’t really mean they won’t.

So the only assumption you should make is that they will say yes.

For this, you can ask them at the end of the call: “Do you know which package you’d like to sign up for today?”

See how professional and annoying-less it sounds?

Tip #12 to Ask for the Sale: Give an Incentive & Add Urgency(!)

The fear of missing out(FOMO) on something is almost 2X as powerful as the feeling of gaining something.

People are more willing to take a risk or act on an opportunity to avoid a loss.

And as a marketer, business owner, or salesperson, you can use that natural tendency to your advantage.

One of the 313 conversion rate case studies analyzed showed how a company grew their revenue by nearly 25% just by implementing scarcity messaging.

Here are 2 of their CTA boxes before the change…

And here they are after

By putting a hard date on the offer expiration, they saw a whopping 24.5% revenue growth.

So if you want to get more people to act on the product or service you’re pitching, give an incentive or add urgency to the prospect.

Tip #13 to Ask for the Sale: Congratulate Your Prospects Throughout the Process—Especially After Saying YES(!)

The same way you congratulate or thank prospects as they move down your funnel, you should do the same when you get on your virtual call with them.

Reassuring them and reinforcing the idea that they just took an important first step down your funnel is vital in nurturing the relationship with customers.

So go ahead and remind your customers and/or clients that they’ve just made a great choice by even considering listening to your pitch.

Conclusion

Download the “13 Tips to Ask for the Sale & That’ll Guarantee You a YES” so you won’t forget to take action on it later. Click here to download it now.

The idea of a sales call is not just to close the sale.

You’re looking to evaluate if your product or service can and will solve a recurring problem for your prospects.

That’s why asking for the sale is not just actually asking for the sale. It requires a series of steps or preparation in order to pop the question.

To review, here are the main points you learned with this article:

  • If you cannot, will not, or do not ask for the sale, someone else will!
  • A lot of the hard work behind asking for a sale comes from filtering out bad leads.
  • Don’t waste your time talking to someone who doesn’t have the authority to close the deal.
  • Know how to handle your prospects’ sales objections.
  • Even a perfect pitch for a perfect product or service can be ruined by poor handling of a buyer’s objections.
  • By listening to what your prospects have to say you can actually improve your products or services.
  • If your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

And now that you know that asking for the sale is about:

  • Understanding your target customer
  • Diagnosing their problem
  • Understanding if that problem matches well with your solution
  • And doing what is within your power to show the prospective customer “Hey, this could really help you, and here’s how”

…Tell me something, was this article helpful to you? Do you have any suggestions or tips to add for how to ask for the sale?

Let me know in the comments below.

Keep AutoGrowin’, stay focused.

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