Closing, prospects, community advertising and marketing.

Hello, I’m Ray Higdon and at present we’re going to speak about closing extra prospects in community advertising and marketing. First, I’m going to share with you what each community marketer must cease doing when attempting to shut. Subsequent I’m going to share with you the three components to being a profitable nearer. Lastly I’m going to share with you the closing secrets and techniques that helped me shut tons of and tons of of reps.

Within our Rank Makers group over the past three years, we now have helped community entrepreneurs identical to you herald over 300,000 new prospects, 71,000 new reps and obtain 14,000 rank advances. Earlier than I used to be ever a coach or a coach, I used to be the primary revenue earner of a community advertising and marketing firm, so I perceive what it’s prefer to be within the discipline. I used to be there, I’ve been there, performed that and I need to aid you get to the highest of your organization in each method that I do know that may assist. So let’s dive in. 

What’s it that community entrepreneurs must cease doing in terms of closing?

That’s cease attempting to shut everyone. Cease pondering that you just shouldn’t take no for a solution, typically it’s best to. You shouldn’t assume that each individual round you or each individual you ever run into whether or not it’s at a networking assembly, on social media or your family and friends. Don’t assume that they actually need what it’s that you need to supply and that they’re mind lifeless if they don’t be part of. It’s that type of angle that offers community advertising and marketing a foul identify. Offers you a foul identify, offers your organization a foul identify and it truly will repel individuals which may have been open to studying extra.

If I’m saying don’t attempt to shut everybody, properly what do you have to be doing? You need to be seeing who’s open, that’s it. There are lots of certified those that I talked to that I really imagine would have crushed it in community advertising and marketing that informed me no and that was okay. I didn’t attempt to persuade them. I didn’t bug them. I didn’t beg them or chase them. I didn’t inform them that they have been an fool if they didn’t do it. I requested, “are you open to studying extra and if not, no huge deal.” We remained buddies and sometimes I’d observe up with them and typically they’d specific curiosity in some unspecified time in the future in time however it was by no means stress. It was by no means pushiness or me attempting to hype it and inform them how straightforward it was or how you’ll by no means should promote something. I by no means did these issues, I simply stated, “hey that is what I’m doing. In the event you’re open to studying extra, nice. If not, no huge deal.” Nobody was offended by that. Nobody ever stated, “we’re not buddies.” Nobody reacted that method as a result of I used to be not attempting to shut everybody, I used to be simply seeing who was open.

What are the three components to closing?

Technically there are 4 components, pipeline, posture, place, perspective. However we’re going to deal with the primary three at present.

Pipeline, what’s pipeline? It’s quite simple, it’s your numbers. How many individuals you might be reaching out to, how many individuals you might be following up with, what number of appointments are you setting, if you happen to’re in a enterprise that sends samples, what number of samples are you sending, how many individuals are you getting on movies et cetera. Your pipeline is your numbers. That is true of something that’s efficiency based mostly. In case you are a realtor then you might have a listing of individuals that you’re prospecting to attempt to both get their itemizing, do an open home or present a list. You could have a pipeline. In case you are in mortgages, once I was in mortgages I had a pipeline. I had the Hernandez household, it’s in underwriting and we bought two loans going for them. I knew what was in course of.

Most community entrepreneurs don’t try this, they don’t deal with it like a enterprise, they deal with it like a passion. They hope that they attain out to somebody they usually be part of immediately and that’s not normally the case. In truth about 98% of gross sales occur on the follow-up, not within the preliminary attain out. What’s your pipeline? When you have the need to turn out to be a prime earner in your organization however you’re reaching out to fewer than 10 individuals every week, you in all probability aren’t going to get there. How many individuals are you reaching out to, what number of are you following up with and so forth. Pipeline is a really, very huge deal.

Quantity two, place. It’s good to at all times know what’s the place of your prospect. Now in tip primary, I talked about cease attempting to shut everybody and as a substitute see in the event that they’re open. Nicely that’s the important thing to maneuver somebody from place zero to place one. See in the event that they’re open. “Are you open to studying extra?” If I don’t have info that claims you’re open or you might have a want to study extra, then you definitely’re at place zero. The way in which to get you to place one is by me saying, “hey, are you open to studying extra?” and if they are saying “sure.” Now, they’re at place one as a result of they raised their hand. Place is a kind of keys we discuss rather a lot about on this weblog and on our YouTube channel we actually dive into use place for closing.

The third factor is posture. Posture is I’d say the most important distinction between an excellent nearer and somebody who simply does okay. Posture is the assumption in what you might have no matter exterior acceptance or approval. When my spouse was 21 years outdated, she joined my community advertising and marketing staff. We weren’t married but and she or he went house to her dad and her household and stated, “guys, I’m in community advertising and marketing now” they usually have been actually excited. No, I’m simply kidding, they weren’t excited. They’re like.. “uh, what, a pyramid factor? You’re getting your faculty diploma, why are you doing this?” I imply they did all the things however throw holy water at her. I imply they actually thought that I used to be a demon spawn or one thing. She had the absence of acceptance, approval or settlement however when she hit ten thousand {dollars} a month on the age of 21, her mother joined, her two brothers joined and her dad constructed her a spreadsheet. He stated, “look right here candy pea, if you happen to get two they usually get two…..” She had posture. If she required acceptance, approval or settlement from her household, she by no means would have created a profession within community advertising and marketing. As an alternative she had posture. Posture is how simply are you impacted by the opinions of others? Most individuals, very simply. It’s important to have posture if you wish to get extra leads to community advertising and marketing.

One factor earlier than I share Closing Secrets and techniques.

Earlier than we get to my final level the place I’m going to share with you a few of my closing secrets and techniques, ensure you subscribe to our YouTube channel, Higdongroup.com/channel. In case you are wanting to enhance in pipeline, posture, place and perspective, it’s the channel for you. Be sure you subscribe and drop me a remark. Let me know what’s resonated with you to this point. I’d love to listen to from you. I do reply each single touch upon our channel. We love our group and are  so grateful for you. So ensure you subscribe after which drop me a remark when you’ve got an space that you just assume you need assistance with or one thing that’s resonated with you already.

What are a few of these closing secrets and techniques?

Really these secrets and techniques are questions. I’m going to provide you two of my favourite. Once we speak about place, my job was to see how many individuals have been at place zero that I may simply transfer to place one. My job was to see who’s open and that’s additionally your job. It wasn’t to shut everybody, it was to see who was open. I requested lots of people, “hey, are you open to studying extra. I’m doing this factor, if you happen to’re open to it, nice, if not, no huge deal. Would you be open to looking at what I’m doing?” Now you recognize the type of query to maneuver them from zero to 1. Subsequent I’d say and it is a little mini closing blueprint right here however then I’d say, “I’ve a video that does a a lot better job than I may do explaining it. Would you be open for me sending you that video so you possibly can watch it?” They are saying “sure.” Now I’ve moved from place zero, they weren’t open to place one, they’re open to place two they’re open to receiving a video.

The subsequent place could be they really watch the video. Then I observe up with them, “hey did you get an opportunity to observe the video?” Right here’s the place we’ll break it down to 2 of my favourite issues round closing. Primary, let’s say that they are saying, “it was horrible” (guess what that’s going to occur). Even when your video is wonderful and you’ve got a Kardashian on jet skis and the circus and monkeys taking part in banjos, doesn’t matter how wonderful this video is, somebody someplace goes to say that sucked, it was horrible, waste of time, that’s nice. I truly recruited tons of of those that didn’t just like the video. Now doesn’t that sound magical or mystical or bizarre? The reason being I perceive place.

You see there’s a variety of stuff individuals could possibly be doing. They could possibly be watching dances with the celebs, they could possibly be mindlessly simply scrolling TikTok perpetually. There’s so many issues that individuals could possibly be doing, they could possibly be throwing the frisbee, they could possibly be chasing their canine, they could possibly be doing dance classes, no matter, however they stated I wish to watch that video they usually truly watched it. Who does that? The individual that does that’s the person who’s searching for. They’re searching for one thing, they’re searching for one thing of their life. They’re trying to earn more money or relying in your product, possibly they’re trying to drop some weight or have extra vitality, however they’re searching for one thing and that’s the place place is available in.

Within the absence (you might need to write this down) of progress, fall again on place. If I can’t transfer ahead however they’re additional than place zero then I’ll fall again on their place that we now have established. If somebody says sure, agreed to observe the video, watched it after which stated, “that video sucked,”

I’m going to say, “okay, geez. Wow!“

I’m going to fake like that is the primary time listening to damaging suggestions in my total life. All by means of grade college I simply sailed by means of, you’re a terrific artist, Ray. I by no means heard any damaging suggestions ever anyplace in my world and that is my first time encountering this international sticky substance referred to as damaging suggestions. I don’t know what to do with it. Even when I’ve heard it the final 99 individuals I’ve talked to, I’m going to behave like wow, that’s actually bizarre.

“You didn’t prefer it?” (Okay, what do I do right here?)

Then I’m going to say, “properly what have been you hoping to see?”

“What have been you hoping to see,” is the bridge query that takes them from I hated the video to telling you what their precise needs are, which I’ve by no means had something loopy come out of that. It’s at all times like properly I wished to make more money or I wished to do that at night time or I wished to do that as a pair or I wished to do it as a single individual. I’ve by no means had anybody say one thing that I couldn’t truly clear up with the corporate. That’s why them liking or not liking the video isn’t that vital. So bear in mind place.

The final piece right here is…let’s say they did just like the video, yay, they usually just like the video. You say, “what did you want greatest about what you noticed?” they usually begin rattling off issues. Now if I really feel like they’ve loaded up the chamber sufficient that I’ve sufficient ammunition, that they’re able to go…then I’ll say, “wow, that’s superior. I agree fully and man, sounds to me such as you’re prepared to affix.” Now if you happen to try the video on the prime of this put up you’ll discover that it’s not a query, it’s a press release. Discover the tonality, sounds to me such as you’re prepared to affix. Not sounds to me like your prepared to affix? You prepared to affix? Now be part of my staff. I by no means stated that. I by no means requested the query would you want to affix my staff now? I stated, “based mostly on what you stated, sounds to me such as you’re prepared to affix.” Interval, not query mark, that’s how I recruited lots of people.

Addional info.

If you need extra explanations round that, we dive deep on closing within our YouTube channel so once more, just be sure you subscribe. Now if you need my highest prospecting and recruiting questions, right here is the hyperlink Higdongroup.com/30questions, completely free useful resource. It’s my 30 favourite prospecting and recruiting questions. Click on the hyperlink above and it’ll take you proper there. It is possible for you to to obtain it totally free and I do know it’s going that can assist you.