5 Steps To Closing The Sale Before You Make The Call

by Riche Goldmann on Jun.20, 2009, under Advertising

by Riche Goldmann

You should know that there are five crucial things that you should do to create a good impression on a potential client or customer to begin the journey to closing the sale before you ever talk to the potential client in person, on the phone, or communicate via the internet.

1. Create a positive, dynamic, informative website. Your prospect may find you via the Internet long before you find him! Chances are that will be via a search engine or by going directly to your url when recommended by a friend, colleague, or associate. Your website could be forming the very first impression your prospect will ever have”of you and your business! Be sure your website is positive and dynamic”to generate a positive response from that prospect and make him want to do business with you. Similarly, provide quality content and information on your website that your prospect can really use”not just a bunch of fluff and sales pitches. Finally, make sure your website is easy to navigate and use!

2. Send the prospect a polished, professional proposal or brochure. If your potential prospect hasn’t discovered you, but rather you are in the position of making yourself and your business known to your client, a professional, vibrant (think full color!) proposal, brochure, postcard, or other marketing piece will likely make your first impression for you. Again, you want that impression to be positive and reflective of what the prospect can expect when they do meet you and do business with you. Be sure anything you send out to a potential client is polished and professional. You can never remake a first impression.

3. Do your research on your prospect beforehand. If it is possible, you should do a little information uncovering about your prospect or your prospect’s business. Take the time to really understand their needs and desires so that you can better serve them. The better you are able to serve your customers, the better they will serve you in terms of sales. However, it is not all about sales, but human interaction and care. People want to know that someone cares; and if you are the person who cares, it is sure to reflect well in your bank account.

4. Make it personal. For example, if you are connecting with a new customer to try and sell him on some special consulting services that you would like to provide him, then make sure that your presentation has been specifically tailored to reflect the needs of him and his company. Utilize his company’s name and logo throughout the presentation. Use their financial data, if you have access to it, to show how your service will increase company profits. If you are selling a specific product to a client, personalize it with their name on the label. These are small details that if used properly, can have a major impact on your ability to close the sale.

5. Send your prospect a free sample. You may not know this, but when people receive mail, they organize it into two piles: one is the junk pile and the other is the keep pile. Bills, personal mail, and packages end up in the keep pile, while advertisements always end up in the junk pile. It is not surprising that no one really reads the junk pile, they just throw it away. To avoid being placed in the junk pile, try sending your prospects samples of your work for free. If you provide a service, send a classy but cheap gift that will get used but will also encourage the prospect to give you a call when in need of the service that you provide.

Plan ahead, take a few proactive steps to generate a positive first impression, and watch your sales soar!

About the Author:

Riche Goldmann is and expert on marketing and creating brand awareness. He uses VistaPrint to make alot of his promotional materials and marketing pieces. He also utilizes Vista Print when he needs to make customized presentations. He has made thousands of them and is considered an expert on closing the deal.