All of us want to close more sales leads, and very often the easiest way to get that accomplished is by carefully selecting the words we use when trying to close the deal.
The words we select to create our sales messages need to create a mindset that is conducive to persuading the prospect to click the buy button. There is a wealth of thought that has gone into the science of conversion, and the psychology behind it is quite interesting.
But for now, let’s just take a short look at 5 ways you can shape your words and phrases to get more conversions.
5 Types of phrases that sell
Using the Assumptive approach — Asking the prospect “How many of these do you want today?” assumes the prospect is purchasing 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 seem as though not having your products or services 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 brings down 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?”