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February 14, 2011 at 07:00 PM
Despite the fact that the economic downturn seems to be slowly turning around, some are still slow to say yes on proposed projects. As salespeople, we all know that we want–no, need–to close new business. With that in mind, there are ways to help lessen your prospect’s fear of closure.
1. Baby steps: Sometimes we ask our prospects to bite off more than they are comfortable with. We ask for full commitment before they are ready. The solution to this is to “stage” your project, and instead of asking the prospect to say yes to a large and sometimes financially burdensome endeavor, start with just a small piece. Let them see you in action and get comfortable with what you can deliver. When they see your competencies, then you can close them on the larger program.
2. Money-back guarantee: OK, so I don’t mean all of their money back, but why not make them feel less exposed and offer them some sort of satisfaction clause? It doesn’t have to be money back; it could be additional hours or work put against their project. Whatever it is, it will make them feel more comfortable about saying yes.
3. The giveaway: Yes, take the high road and give something for nothing. Can you provide a few extra hours of your time to ensure your prospect will succeed with what are proposing? Can you offer an add-on or item that might cost you little yet has a high perceived value? Think creatively.
