Empower your IT sales team with a cost-effective eSign solution

How to create outlook signature

learning how to close is one of the most essential skills when it comes to succeeding as an inbound closer so in this video i'm going to show you three strategies you can use to start closing more clients today and you want to make sure you watch this video until the end because if you are missing just one of these critical strategies it's going to be extremely difficult for you to actually close any deals as an inbound closer what's going on everybody it's patrick here as we get started go ahead and give this video a like subscribe turn on notifications if you want to see more videos like this and let's get started now the first strategy i have for you when it comes to learning how to close as an inbound closer is to set the agenda now just to set some context for you when you are an inbound closer that typically means that you're working for a company whether as a contractor freelancer or maybe you're an employee of that company and they're going to do some marketing and they're going to generate leads and those leads are going to go through a sales process right to get educated on the product or service that this company is selling and then eventually they're going to book a call for example what's really common is somebody runs an advertisement let's say a facebook ad prospect person who is a potential customer clicks on the ad watches maybe like an hour-long webinar and then at the end of the webinar instead of selling the customer they say hey if you're interested in learning more and talking to one of our specialists make sure you book a call now so when they book a call they schedule time to talk on someone's calendar you as the inbound closer basically gets that call and that call is scheduled on your calendar and you're gonna get on the phone with the prospect and try to close the deal now when a client goes through this process essentially they're getting hours and hours of education before they even have the chance to talk to you meaning they already know the company that they want to buy from they kind of know what the product and service is and more importantly they have a specific pain point right a specific pain point that they would you know watch a webinar to try to solve and book a call and go through all these hoops before they talk to you meaning the likelihood of them actually buying is quite high relative to a completely cold customer right and so when you are finally getting on that call the first step is to set the agenda for that call but you have to understand all of this context to do it appropriately and when i say set the agenda you basically just have to make the prospect aware of what exactly is happening on that call you don't want to just pitch them and sell them because that's actually quite annoying instead you want to take a different approach let them know what to expect and then continue the process through the sales cycle so i'll give you an example let's say i'm an inbound closer i'm talking to a potential client who went through all this marketing education process now they're on the call with me right so the call will start like something like this hey john how's it going john will say yeah i'm doing well how are you and i you know basically just small talk where you from blah blah blah it doesn't really matter what you say it's just if you can build rapport with your tonality after the small talk is over which will maybe last like 30 seconds or a minute all you got to do is say something like hey john if you don't mind how about we go ahead and get started john says sure then you want to say something like now obviously we're talking today because you watched the webinar and you booked the call and you seem somewhat interested in our advertising services so what i want to do for this call is i want to learn a little bit more about your business what you're trying to do what your challenges are and really just see if there's an opportunity for us to help and work together in any way and by the end of the call if we find that hey there is an opportunity for us to work together great we can move on to what the next steps would be but if you find that hey you know maybe it's not the best fit i want to let you know that you can say no at any time is that okay john john says sure sounds fair to me so when you kind of break down the strategy of setting expectations i'm letting jon know that i'm not trying to just sell him right off the bat i'm trying to learn about his business see what his aspirations are see what his challenges are and really just try to understand if there's a fit for us to work together and to see if i can help him in any way which is typically to sell my product services and i also said that at the end of the call if we find that there is a fit to work together we can move on to what the next step would be which is me pitching my product and services right and i also let them know that hey if it's not a fit to work together at all he can just tell me no and that's totally cool so now the expectations are set john knows that i'm gonna ask him a bunch of questions learn about his business and pitch him at the end if it's a good fit to work together right and he agreed to it so now you're not a slimy sleazy salesperson you're literally just telling him exactly what you're gonna do they're okay with it and you continue the sales meeting next strategy we have for you to be an inbound closer is you basically have to learn how to uncover pain so once you set the expectations you basically transition into the next phase of the selling process which is to understand you know what is their problem right so if they are an inbound lead chances are they clicked an ad because they had a problem they watched the webinar and booked the call because they have a really serious problem and they're trying to figure out how they can make that problem go away most people don't randomly and fall into watching an hour-long webinar and then scheduling a call right they have to have some kind of reason and so typically as inbound closer you already know what that reason is because if a company's running ads they kind of know what the problems are that's why they created all the marketing material to get you know that person all the way through the sales process to get on the call so because you already kind of know what the challenges are you basically have to ask certain questions to bring out that pain because they're not a cold prospect they can behave more predictably because they all have a similar pain so if people you know are watching a webinar or booking a call because they want to run facebook ads then obviously their problems is they can't run facebook ads by themselves right very obvious so here is an example of how you can basically transition from setting expectations into uncovering pain so you'll say something like this based on the webinar you watch i'm going to make the assumption that you are looking to grow your business using advertising is that right john will say yeah that's right all right great so when it comes to advertising i'm just curious what exactly got you interested in taking this call today right so that's kind of like an open-ended question where you're trying to get the temperature of where this person is at right because you know even if someone has a problem with advertising you know you have to figure out what exactly is that problem did they try it it didn't work or maybe they're a complete beginner and they don't know where to start right even though it kind of is the same problem where they start will kind of dictate where the conversation will go so that's why i like to ask these open-ended questions at the beginning to kind of check their temperature and if you want to just make it really short you know in the beginning of the call you can say hey what got you interested in taking this call today just like that you know you don't even have to provide so much context they get those and say something like oh i saw the webinar i was interested to learn more blah blah blah right so you can even keep it as simple as that but for me i like to add more context because it kind of lets me control the conversation a little bit more and push them in the direction and kind of guide them in a direction that is more favorable to identify pains but if you want to use a more completely open question like what got you interested in this call today that also works as well so once you ask a question like that obviously they're gonna have more pains right and basically you just dive deeper and deeper and deeper into the pain so you're basically like let's say metaphorically a doctor where a patient comes in and you are asking the right question to understand what's going on and then at the end you prescribe your solution so if they are having a problem for example with facebook advertising you say oh how long has that been a problem what have you tried so far oh interesting how come that didn't work okay what would you like to do well in the ideal world what would be the perfect scenario so these are a couple questions that you can use to basically dive deeper and deeper into the pain and what your goal of the entire pain process is to not just uncover the surface level pain you have to understand emotionally what people want right they're not going to buy because they have a problem with facebook ads they're going to buy if they've been trying to grow their business but they feel like they've been banging their head against the wall wasting time and money and then haven't been getting any results that's something that they would you know pay money to make go away right so again you're not selling the surface level you know product and services you're understanding the underlying emotions that drive people and you're showing that hey i understand where you're coming from and i see these pains and when you understand these pains really deeply and you show the prospect that you actually do understand it builds up rapport it builds empathy and suddenly they're a lot more willing to listen to you because you show that you listen to them now once you uncover all these pains you ask these questions you know how the prospect's feeling and you know that they are willing to pay money to make their pains go away the next step is to actually close either the deal right there or close the meeting and move on to the next step of the sales process depending on what you're selling and who this prospect is the process is going to be a little different so if you are selling into let's say a fortune 500 company you're probably not going to close the deal on the first call because there's a lot of decision-making processes a company has right there's like a approval process they have to involve different decision makers they have to go through procurement there's a lot of different steps selling to fortune 500 companies so in those situations you just want to close out the meeting and then schedule the next meeting for whatever the next step is but now for a lot of inbound closing roles sometimes you're actually just closing the person on the first call right because they already went through so much of the marketing process to get to that point in that case you can actually ask for like credit card information or payment information right on that call and close them out so if you were doing let's say you know trying to close on the first call the person will basically give you all their pains and you just transition to the pitch all you have to do is say something like this all right john i think i might be able to help you here do you mind if i go ahead and share what i do john will say sure and then you earn the right to pitch and then you just go into your pitch so you say like hey you know our company helps companies like yours run facebook ads to achieve desire result so whatever your pitch is you basically give a one-liner of you know who is it you help how's it you help them what value you bring right so you have a one liner basically you say the same thing to everybody in the first line and then from there you basically freestyle and craft your pitch in a way that addresses all the prospects pains and concerns that they shared with you in the paying process so if they said something like they try to run ads but they don't understand facebook manager they are not a technical person so it's so confusing then you just want to adapt your pitch to that so you say hey you know our protection services we do everything for you and so you don't ever have to spend any time in facebook ads manager we're a complete turnkey solution where all you have to do is give us your assets in terms of your videos and your photos and your copy and we will take care of the rest right so basically you just adapt your pitch for that person to make it feel like you know you're cus creating a customized solution that is just for them and to be honest you don't necessarily need to have like this buttery smooth you know uh one line pitch it's more about understanding the person's pains and just showing you're addressing the pain it's kind of like you're having a conversation with a friend and they're really trying to help you out right if you're asking advice from a friend you don't need to hear like a super streamlined pitch you just need to hear that they can actually help you and for your pitch that's what i also recommend understand the pains address the pains during your pitch and show that you solve those pains and it's a perfect pitch for that specific person and when you give your pitch and they understand what it is and they're interested to close it out you say something like this so based on everything we talked about so far is there anything else you need to see before making a decision and they will say if they say no then you could say something like okay great so how about we go ahead and get started today is that going to be visa or mastercard and if they say visa and then you get their credit card information boom you got it right or if they say oh i don't want to give you my credit card number because it's kind of weird you say okay great i'll send you a link and you can make the payment right here and i'll wait for you on the phone right so you could go either way depending on what your company does but that's essentially how you would take the payment on the first call now if you're trying to sell them to fortune 1000 forge 500 where you know that they're not going to make the decision on the first call basically you just kind of close out the meeting and you say hey you know based on everything we talked so far do you mind if i go ahead and share the next step of this process if you were to move forward and then you kind of share that oh the next meeting we're gonna do presentation things like that right so just know who you're dealing with and whether or not you can close on the first call or if they're going to be multiple steps in the sales process and so that said those are going to be the three strategies you can use to basically learn how to close as an inbound closer if you enjoyed this video make sure to give it a like subscribe turn on notifications and let me know which strategy you felt was most useful for you when it comes to learning how to close and with that said hope you guys enjoyed this video and i'm gonna see you guys in the next one