Sales people are taught to continually look for opportunities to close the deal and that these can occur at any time. When a prospective customer or client says something about price or fees, for example, this is often one of those opportunities, because it usually means they have decided they (probably) do need or want the product or service and are thinking about how they can get it.
So, generally speaking, “Always be Closing” is good advice. But there is such a thing as trying to close too soon.
When you talk to a prospective client for the first time, handing them a retainer agreement and a pen may be the right thing to do, or it might blow up in your face if they see it as being too presumptive or aggressive.
Which is why sales experts tell you to not only look for opportunities to close but to see if you can create them.
You do that by using “trial closes” or questions designed to elicit responses that are consistent with someone who is ready to buy. “Are you leaning towards (Package A) or (Package B)?” is one example.
When the prospect looks they are ready, go for the close. If they don’t, don’t push it. Don’t close before they’re ready.
But we see marketers do this all the time.
You see ads with a call to action that says, “Call today for an appointment”. That might be the right way to go, but what if the prospect is just starting to research their problem and isn’t ready to consider hiring an attorney? If the choice is between “Call for an appointment” or nothing, guess which one they’re going to choose?
On the other hand, doing nothing might be best for you, too. If you’re doing lead generation advertising, you might only want leads of people who are ready to talk to or hire an attorney.
But what about people who are ready to make an appointment? Shouldn’t you encourage them to do that?
Maybe. Or maybe you should give them a choice: “Call for an appointment or to learn more. . .”
What should you do?
Should you close for the appointment? Tell them to sign up or your webinar? Tell them to call to ask questions or to download your report? Visit your website to learn more about the law or to learn about you and how you can help them?
Lots of options.
I can’t tell you the right approach and neither can your marketing or advertising team. The only way to know for sure is to try several approaches and see works best.
One offer may get lots of leads, but very few new clients. Another offer might bring in relatively few leads, but result in enough new clients to be very profitable. Another offer might lose money on your promotion but bring in a few clients who have lots of work for you after the initial case or engagement.
You “test” one offer against others. And let the numbers tell you what works best. And it works the same way with closing. When a prospective client looks like they’re ready to sign up, close them. If they aren’t ready, they will let you know.
