How to Instantly Increase Your Sales Appointment Closing Ratios!

How would you like a way to dramatically increase your closing percentages? Of course you would. Well, here it is. This is going to be a simple strategy that anyone and everyone can implement in their business. Here goes.

During your sales presentation you need to constantly (yes constantly) provide proof. What do I mean by proof? Well, imagine you are in a court room. You are on trial for murder.

You are facing either the electric chair (crispy!) or 60 years in an 8×8 cell with Bubba and Tiny–and Tiny ‘aint so…tiny. And your defense attorney says to you, “I think we can get you off, we’re going to use some of the witnesses we have to provide evidence that you were not at the party.”

How would you respond? I think I know how. You would respond, “SOME!? WHY NOT ALL OF THEM!” Yet this is exactly what sales people, business owners, and entrepreneurs do all of the time. What do I mean?

You need to realize that the prospect is the judge and jury. You want to give them so much proof that there is no doubt in their mind you are telling the truth. This gives you further credibility in their mind. Now I know you’re going to say the following.

“Matt, I don’t respond to testimonials because I believe they are fake.” Well, how can you setup a system to where your prospects KNOW they are not fake? Perhaps a list of phone numbers for them to call your customers. Your response, “Matt, I do not want to bother my customers.”

My response: Look, if you aren’t able to have your customers occasionally spend 2-3 minutes on the phone or answering an email about how they like your product or service then you have a very bad relationship with your customers. I mean, give me a break.

And let me also add this: Your customers, if you have done a good job in serving them, WANT to do this for you. They WANT to help you if you have a good relationship. And when they provide testimonials to other people it FURTHER solidifies the relationship and makes them even more happy with your service.

So the next step is to implement this. Here are several ways how.

1) Of course have permission from your current customers. They should be happy to do this.

2) Use pictures of your customers. Use case studies, break downs. Get their name, location, how long they have been a customer, and their profession.

Why is all of this important? Because doctors will take more credence in another doctor being your customer. The location is also important because people always think that their solution won’t work “in their town.” The length of time a person has been a customer also explains and shows that you have been around for a while.

If you are in a business to where you have to keep things confidential by law there are legal, ethical, and moral work-a-rounds. Black out the names of the clients or get permission from the clients by having them sign a waiver, but figure out a way.

Lastly, the more media you can incorporate the better. Print, audio, video, etc. Not everyone is an email reader just like not everyone will sit through a video. So have the testimonials in every way shape and form you can imagine in order to catch everyone that you possibly can. If you do this, I guarantee the jury won’t deliberate long and you will be the clear choice.