We have hooked the prospect, we have brought them into an emotional state (limbic), we have given them clarity, but now we need to make this logical and validate the sale.
So how do we do this? Simple.
Our tonality and personality needs to get real “REAL” here. Not that we are not real the whole time. But often times my students say “Ross they want references what should I say?”
Well, although it is rare that I get asked for references. I actually got asked today “do you have anyone I can talk to.” I could tell in his tonality he really didn’t care he just felt like that was a logical thing to say.
My response was this “If I were to share references with you, I would only share with you the best of the best, so I personally do not feel references are a good way to judge me and integrity. In reality, the thing you are trying to figure out right now is if you can trust me. So let me do this, write down my full name and go google it. That in addition to my written guarantee should suffice.
If not, then I can get you into my communities and we could resume the conversation when you trust me.”
I’ll know how that went tomorrow, but by the end of the conversation he asked me to send the agreement.
Had I been insecure about not offering a reference I would have been toast. Your tonality will give them validation more than anything!
I do not give references in my agency because I feel it gives my current clients a bad experience. I do not want them to think or feel as if I am exploiting my relationship with them to acquiring new clients.
I hope this article has got your brain ticking and shown you that you can provide an amazing experience even throughout a 1-1 sales experience.
Lead Carrot set’s you up perfect for this as you can always see where your clients are in the process. With automation’s nothing will ever slip through the cracks.
Ross Christifulli
CEO of Lead Carrot