Having the ability to close a deal can make a significant difference to your bottom line as a tradie. After all, if you’re going to spend your valuable time scoping requirements and pricing jobs, you’re going to need to seal the deal.
Thankfully, closing is a skill that can be learned. Here are six simple sales closing techniques any tradie can master.
Make closing a high priority from the beginning
Closers start closing as soon as possible. The secret to a great close is a great open, and the key to a great open is to know what your prospect wants and needs. Start by contextualising their problem, and you can subsequently position what you have on offer as the ideal solution.
Top tip: Solve before you sell.
Ask the right questions
Asking a series of questions can be a great way to get to know your prospects real needs. Questions such as “What can we do to alleviate your problems most effectively?” and “Do you have any concerns about accepting the offer?” can help you to get to the heart of any objections so you can respond to them openly and allay any concerns. Have you asked yourself about whether your insurance is the right price? Compare tradie insurance prices online.
Sell your process, not just its benefits
It’s not just performing a job that matters. It is performing it well. A prospect is much more likely to trust your ability to complete a task when you emphasise the amount of time, skill, and effort that goes into it. If someone perceives a task to be easy to achieve, they will undervalue it.
Outline opportunity costs
Have you ever feared missing out on something? It’s an incredibly effective sales closing technique to reinforce that feeling. Make your service seem less like an expense and more like an investment to your prospects. It’s usually enough to provide clients with a list of ROI benefits, such as faster delivery times or improved logistics, to convince them to sign on the dotted line.
Scarcity is equally impactful on prospects. This can be achieved in a couple of ways:
Focus on limited access
You can specify a “response by” date or simply note the speed at which your time is being filled. Putting constraints on your supply might also be a good idea. At the same time, place an emphasis on the “best time.” Is your client interested in expanding their business? Was there a recent change in funding? You can make any time the “right time” for your prospects if you position it as such.
Take something away
Whether we already have access to something or not, it’s in human nature to want to keep it. Taking something from your prospect makes them feel more inclined to want it back. Are you going back and forth on the pricing? Provide a discount on the cost but at the loss of some features. Focus on saving instead of spending. Make sure that your prospect knows if they cannot afford a certain product or service, the one you will provide will still work effectively.
Close on social media
The speed at which deals close depends more on where leads come from than you might assume. A deal sourced from social media channels takes about 40 days compared with an average of 97 days for one found through referrals. This can be attributed to social proofing. This is symptomatic of herd mentality, or the inbuilt desire for us to seek advice from others when we aren’t sure how to act. By incorporating testimonials into your pitch, you can use social proofing to close sales. You can increase conversion by 270% simply by posting positive reviews on social media.
Summarise and visualise
It’s always best to summarise selectively because humans are conditioned by repetition. To set your clients up for that final yes, focus on the aspects your client has already agreed to. Visual aids can help you reflect on your prospects’ journey as a consumer. Result charts especially can help to make your achievements more relatable. This approach will also motivate your client to conceptualise more personal reasons why your solution will be of value to them.
Conclusion
There is no one size fits all solution for closing sales effectively. Your technique selection depends heavily on the research you do on the prospect, as well as factors like their unique budget, operations, and requirements.
Closing is, nonetheless, a step-by-step process susceptible to sudden changes. After every meeting, take the time to revaluate your confidence in closing the deal. Are they constantly begging you for a deal? Take the time to observe how your prospect is acting toward your offer. Have they had trouble visualising your service’s benefits? Ask the right questions to find out.
In some cases, the best alternative to a negotiated agreement is no agreement at all. Be prepared to walk away in favour of more rewarding partnerships if closing is looking unlikely. The deal should represent a win for both parties. Do not settle for a deal just because the numbers seem good. A good track record of closing sales and good job performance will help prospects decide if you are the right fit.
