You’ve done your homework. Your presentation was outstanding, but the prospective client is not in a buying mood. So what should you do? Try these techniques:
Tips for Closing the Sale
1. Know when the timing is right. If your prospect seems distracted when you’re making your pitch, stop in your tracks. Say, “It seems that your mind is on something else. Am I right?” If the prospect admits that his or her mind is drifting, graciously tell him or her that you’ll call back or visit again later.2. Don’t miss a beat. Make sure you call back or drop in for another visit. Start from the beginning. Pitch him or her all over again. Your presentation will sound fresh since the prospect wasn’t listening the first time around.3. Give it another try. Contact people who have rejected your offer, and tell them that you’re still interested in doing business with them. Be sure to tell them something new about how your product or service is doing in the marketplace.4. Keep the door wide open. If your customer isn’t in a buying mood, he or she will resent any hard-selling efforts to change his or her mind.5. Don’t try to slug it out with your prospect. Say, “Well, thank you for your courtesy.” This keeps the door open for your next communication.6. Walk in your prospect’s shoes. Remember that today’s buyers are strapped for time. They’re being pulled in a hundred different directions, just like you. If you behave professionally despite their curtness and apparent rejection, you’ll outlast their negative moods and your competition.
Additional Marketing Training
Module 4 of our Professional Bookkeeper program, entitled “Building a Successful Accounting Service” describes other marketing methods to make your Accounting or Bookkeeping service grow!To see an overview of marketing concepts that the Professional Bookkeeper course will teach you Click HERE.
