3 Simple Changes To Close More Clients

Getting the sale can seem like a huge obstacle. Most business owners know that sales is a numbers game. That’s why they try to get more leads. More leads equals more opportunities to close. If you have enough potential leads then you can get the total number of clients you need.

But getting more leads is not the only way to get more sales.

Statistics show that successful companies close about 20-30% of their leads. 20% is on the low side, while 30% is considered high-performing. But how can you move your business from the low-performance 20% towards the high-end of 30%?

Here are three things you can change today.

1. Understand Your Customer’s Needs

Before you start throwing your sales pitch at your customer, take the time to investigate what they really need. What problems do they have? What are their goals? The more you know, the better you can tailor your pitch to their specific needs.

Your leads will respond better when you demonstrate that you understand what they are thinking. And you can only demonstrate that understanding after you’ve taken the time to listen to your clients. This may sound overly simple, but learn to ask questions. Their answers will reveal what their problems are, allow you to position your offering as the solution, and will prepare you to handle their objections. A great sales program to learn this from is the [Straight Line System](https://jb.online/) by Jordan Belfort, The Real Wolf of Wall Street.

2. Build Strong Relationships

Nobody wants to buy from a pushy salesperson who only cares about making a sale. Your audience can tell when they are being viewed as walking wallets. Take the time to build a relationship with your leads. Get to know them, show interest in their business, and be responsive to their needs. If they trust you and like you, they’re more likely to buy from you.

And if you’ve spent the time to build a connection with your lead, you can make your competition seem irrelevant. Relationships start when you generate the lead, but they are either strengthened or destroyed during the closing part of the cycle.

Take time to let your leads know that you care about them as people using their personality traits. Identifying which of the four psychological types you are speaking to, will allow you to discover their values, motivations, and challenges. They won’t care what you know, until they know that you care. You can use the platinum rule demonstrated in the [AlikeAbility](https://nancyzare.com/alikeability/) System by Dr. Nanzy Zare, “treat others as they want to be treated.”

3. Focus on the Benefits

Match your customer’s needs with the benefits of your product or service. Don’t just rattle off a list of features like a robot. Explain how your solution can solve their problems, improve their lives, or save them time and money. Show them that you’re not just selling a product, you’re selling a solution to their problems. For contractors, the results of your work reminds them of the benefits everyday. But as a B2B professional, your work can fade into the background of running a business, so your audience needs to see and understand the benefits from the start.

What sets your products or services apart from your competition is the way you talk about your product. If you can connect the benefits your products or services provide with the needs you’ve discovered, you can paint a clear picture of the difference your new customers will experience. Tell them how their life will be better. Show them that your product will help them achieve their goals. Reveal how your offer fulfills their deepest need and you will have earned their purchase.

In Conclusion

Closing more clients doesn’t have to be a daunting task. By implementing these three simple changes today, you can increase your chances of closing more sales and move towards the high-performing end of the sales spectrum.

If you’re struggling to understand how to close clients or with your business growth in general, consider learning more about the Growth Ecosystem. It can help you gain a deeper understanding of your business and provide insights to help you make informed decisions that will help you succeed. We’ve included our eBook to the Growth Ecosystem below. Make sure to check out Element 7 regarding sales on page 14 of the eBook. And as always, message us if you have any questions.