Words matter, and nowhere is that more evident than when it comes to the words you choose to close your sales with. Very often a single word or phrase will kill the deal, and you’re left holding the bag. (Literally!)
The words we select to create our sales messages have to create a mindset that is conducive to persuading the prospect to click the buy button. There is a great deal of thought that has gone into the science of conversion, and the psychology behind it is quite interesting.
That’s why it’s crucial to ensure we are capitalizing on this opportunity. Let’s examine some words and phrases that can get more conversions for you.
Words and phrases that sell
Using the Assumptive approach — Asking the prospect “How many of these do you want today?” assumes the prospect is buying and puts them in another mindset entirely, one in which they are on the road to delivery, and no longer deciding. If you’ve done a good job of selling prior to this, this works well.
Asking directly for the sale — Sometimes it’s best to take the direct approach. If you’ve managed to make a good case for your product and have answered all the negatives you can imagine, just be bold, (not pushy!) and ask for the sale.
Using a fearful close — Fear works wonders sometimes, and no one likes to miss out on something they really want or need. Make it your business to make it appear as though not having your product or service will truly cost them far more than the cost of the item.
Have a friendly close — Being personable and friendly in your close, such as “Would you like me to help you get going with this?” casts you and your products in a friendly, helpful light, and thus lessens defenses and resistance several notches.
Alternative close — Oftentimes if you have several products that may fit the bill, you can “help” the customer decide by phrasing your copy like “So after thinking about which fits your needs better at the moment, do you want to go with Product A or Product B?”