Chapter 10: Closing Sales: When You’re Having Sales Conversations but Not Getting Sales
by Jay Conrad Levinson, C.J. Hayden
Get Clients Now! (TM), 3rd Edition
- Cover
- Title
- Copyright
- Contents
- Foreword by Jay Conrad Levinson
- Acknowledgments
- Introduction
- Part I: The Setup
- Chapter 1: What Really Works? Effective Marketing Strategies
- MARKETING MADE SIMPLE
- Marketing Is a System, Not an Event
- HOW THE PROGRAM WORKS
- Key Components of the Program
- Getting Help to Make It Happen
- Say It and You’ll Do It
- WHAT WORKS AND WHAT DOESN’T?
- It’s a Matter of Trust
- WHAT GOES INTO A STRATEGY?
- Tactics for Direct Contact and Follow-Up
- Tactics for Networking and Referral Building
- People Do Business with People
- Tactics for Public Speaking
- Tactics for Writing and Publicity
- Your Parents Love You, But Who Else?
- Tactics for Promotional Events
- Tactics for Advertising
- MAKING YOUR FIRST SELECTION
- Get Personal About Your Marketing
- BUT WHAT ABOUT SELLING?
- A WORD ABOUT TERMINOLOGY
- Chapter 2: Where Do You Start? The Marketing and Sales Cycle
- Chapter 3: Where Are You Headed? Setting Your Sales and Marketing Goal
- Chapter 1: What Really Works? Effective Marketing Strategies
- Part II: The System
- Chapter 4: What’s Stopping You? Selecting Your Success Ingredients
- WHAT ARE THE MISSING INGREDIENTS?
- SHOPPING FOR SUCCESS INGREDIENTS
- Using the “Black-Box” Principle
- Which Ingredients to Choose
- The Strategy Icons
- Bridging the Gap from Idea to Action
- EDITING YOUR SHOPPING LIST
- Make Your Projects Bite-Size
- SETTING TARGET COMPLETION DATES
- Climbing the Marketing Ladder
- QUANTIFYING YOUR SUCCESS INGREDIENTS
- Feel Better to Sell Better
- Chapter 5: Here’s What to Do: Choosing from the Action Plan Menu
- WHERE DO THE CLIENTS COME FROM?
- Build a Fire Under It
- ORDERING FROM THE ACTION PLAN MENU
- It’s Okay to Be Yourself
- START WITH THE FUN STUFF
- Strength of Purpose Defeats Avoidance
- TIME FOR THE MAIN COURSE
- How to Make the Best Selections
- Nobody Wants a Drudger
- A WORD ABOUT CLOSING SALES
- Marketing Alone Won’t Do It
- WHAT IS GOING TO STOP YOU?
- Got Permission from a Rabbit
- Chapter 6: You’re Ready . . . Let’s Go! Putting the System into Action
- Chapter 4: What’s Stopping You? Selecting Your Success Ingredients
- Part III: The Strategies
- Chapter 7: Filling the Pipeline: When You Don’t Know Enough People to Contact
- MAKING YOUR STRATEGIES WORK
- WHO BELONGS IN YOUR PIPELINE
- Ingredient: Description of Services
- Ingredient: Market Niche Definition
- A Bigger Pond Isn’t a Better Pond
- Ingredient: 10-Second Introduction
- Ingredient: Business Cards
- Ingredient: Self-Confidence Skills
- Get Your Confidence Rolling
- Ingredient: Website
- Climbing to the Top of Mt. Search Engine
- Ingredient: Social Media Profile/Page
- Recipe: Calling and Mailing
- Recipe: Meeting People in Person
- Recipe: Finding Prospects
- Get a List and Get Going
- A WORD ABOUT FEAR
- What You Miss When You Fear to Persist
- Recipe: Attending Live Events
- Recipe: Meeting People Online
- Adding More Links to Your Marketing Chain
- Recipe: Following Up with New Contacts
- Recipe: Networking with Referral Partners
- Reframing Can Lead to Referring
- Recipe: Learning to Speak in Public
- Recipe: Finding Places to Speak
- Recipe: Getting Booked as a Speaker
- Turn a Pack of Wolves into Purring Kittens
- Recipe: Writing Articles or Tips
- Virtual Customers Have Real Expectations
- Recipe: Publish Your Own Writing with a Blog
- Blogging that Makes Sense
- Recipe: Getting Media Publicity
- Making the News
- Recipe: Making Your Own News Online
- Recipe: Putting on a Show
- Recipe: Making Advertising Work
- Recipe: Distributing Flyers
- Ads Should Win Rewards, Not Awards
- Recipe: Sending Direct Mail by E-mail or Post
- Recipe: Display, Classified, and Calendar Advertising
- Recipe: Pay-per-Click Advertising
- Recipe: Broadcast and Webcast Advertising
- The More Things Change, the More They Stay the Same
- Chapter 8: Following Up: When You Know Plenty of People but You’re Not Contacting Them
- IT’S SIMPLE, BUT NOT ALWAYS EASY
- Ingredient: Contact Management System
- Help, I’m Drowning in Details!
- Ingredient: 30-Second Commercial
- Ingredient: Brochure
- Ingredient: Marketing Kit
- What’s Different About You?
- Recipe: Calling and Mailing
- Recipe: Follow-Up Meetings
- Recipe: Follow-Up Mailings
- The Power of Postcards
- Recipe: Following Up by E-mail
- You’ll Sell More If You Don’t Sell Anything
- Turn Your Visitors into Subscribers
- Recipe: Following Up with Social Media and Online Communities
- Recipe: Strengthening Personal Connections
- ANOTHER WORD ABOUT FEAR
- Find a Fix for Your Discomfort
- Chapter 9: Having Sales Conversations: When You’re Contacting People but Not Getting a Chance to Sell
- WHAT’S IN THE WAY?
- Recipe: Making the Pitch
- Prospects Are Also People
- Recipe: Qualifying Your Prospects
- If You Don’t Ask, You’re Selling in the Dark
- Recipe: Making Your Website a Better Sales Tool
- Ingredient: Professional Visibility
- Connecting with the Invisible
- Ingredient: Competitive Research
- Ingredients: Target Market Research and New Market Position
- Know Yourself and You’ll Know Your Clients
- MORE WORDS ABOUT FEAR
- Chapter 10: Closing Sales: When You’re Having Sales Conversations but Not Getting Sales
- THE FINAL FRONTIER
- Ingredient: Professional Credibility
- Ingredient: Testimonials or References
- Boost Credibility and You’ll Boost Sales
- Recipe: Changing Whom You Have Sales Conversations With
- Recipe: Scripting Your Sales Conversations
- Recipe: Adding Tangibility to Your Sales Conversations
- Recipe: Making the Sale
- Recipe: Following Up
- A FINAL WORD ABOUT FEAR
- Chapter 7: Filling the Pipeline: When You Don’t Know Enough People to Contact
- Index
“When you get into a tight place and everything goes against you,
till it seems as though you could not hold on a minute longer, never give
up then, for that is just the place and time that the tide will turn.”
—HARRIET BEECHER STOWE
CHAPTER 10
Closing Sales
When You’re Having Sales Conversations but Not Getting Sales
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