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My name is Mike Jeffries, and I am the managing partner of Rivers of Revenue, LLC.
Ive worked with home service companies since 2002 helping them improve their results
from all the time, effort and money they spend getting and keeping more customers.
The #1 Problem most companies have is that You are Closing Less Than 50% of Your
Sales Calls. The Symptoms Include:
Tough To Get Appointments Scheduled When The Prospect Calls You
Prospects Only Seem Interested In Price
Cancelled Appointments at the Last Minute
Lowering Your Price Just To Get the Job
Losing A Job To a Competitor when You Are Sure Your Company Is Better
Ive created, what I consider to be, a simple to implement, easy to understand, complete
program that will allow you and your sales team to increase your closing rate by 10-50%
almost immediately, without spending any more money than youre currently spending
(or planning to spend) on lead generation.
The 8 steps outlined in this report are the exact same steps I use with my consulting
clients.
This is NOT just theory. Everything I cover has been field tested, tweaked and proven to
dramatically increase the closing success of my clients as youll see throughout.
And they are SIMPLE, yet Ive found that very few, if any, companies do them. And
those that do them (our clients) - have the confidence that that they can close any job at
the price they deserve.
Sincerely,
Michael Jeffries
Managing Partner Rivers of Revenue, LLC
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TABLE OF CONTENTS
ARE YOU CLOSING LESS THAN 50%? ............................. 4
WHY THIS SIMPLE PROCESS WORKS ............................ 5
WHERE MOST COMPANIES DROP THE BALL ............. 6
THE ONLY REAL WAY TO CLOSE MORE JOBS ............... 7
THE SECRET THAT WILL ALLOW YOU TO CLOSE MORE
BUSINESS....................................................................... 8
THE 8 STEPS YOU MUST DO TO INCREASE YOUR
CLOSING RATES ............................................................. 10
1. PROSPECT INTERVIEW SCRIPT ....................................... 10
2. A PRE-MEETING COVER LETTER ................................... 12
3. THE PRE-MEETING PACKAGE......................................... 13
4. RECONFIRM APPOINTMENT ............................................ 14
5. PROSPECT MEETING SCRIPT ......................................... 15
6. THANK YOU FOR THE MEETING LETTER .......................... 17
7. FOLLOW UP PHONE CALL .............................................. 18
8. TRACKING CHART ......................................................... 19
IN SUMMARY. ............................................................... 20
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All you will have to do is to implement often overlooked and critical steps in the buying
process that are based on common sense.
Now, instead of rolling the dice and throwing countless dollars into advertising, trying to
generate more and more leads, riding your sales guys to do better and worrying about
where the next project will come from, youll have more than enough business.
Your sales team will now be excited about going out on calls, because they will now
know its probably going to put money in their pocket.
You no longer need to lower your price (i.e. your profit) to get a job because in the
prospects eyes, theyd have to be nuts to do business with anyone else but you.
Your installation crews are busy and getting compliments from your customers.
Rivers of Revenue LLC May Not Be Used Without Permission
133Stoneridge Road New Providence, NJ 07974 Phone (877) 280-0715 Mike@ClosingSuccessSystem.com
www.ClosingSuccessSystem .com www.BestMarketingWebsitesforContractors.
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And now your biggest problem is deciding how much of the extra profits to sink back
into the company and how much to keep for yourself.
Ive worked with companies from small one or two person family owned businesses to
large commercial operations.
And here are two VERY important facts I know about their closing success:
Heres what these two facts tell me: Youre Leaving a Ton of Money on the Table,
simply because youre not closing as many of the prospects you call on as you could be
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Is it any wonder that almost all the prospects draw the conclusion that all contractors are
the same? This makes them believe that price must be the best way to make the choice.
Yikes!
Im not saying any of this is true especially about your company. But it is the
PERCEPTION that the prospect (John Smith) has about your industry.
Dont believe me? What do you think of when I say used car salesman? You do have
a perception true or not?
Well, so does your prospect (John Smith) when it comes to your industry.
Here is the best thing about this process you dont need to change your ads and give
your competitors a clue about what you are up to.
Do these eight steps and youll become the obvious choice to do business with. This will
happen from the very first phone call you receive.
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Are you starting to see how this program can positively and dramatically impact your
business?
Even if you dont believe you could ever raise your prices consider this
testimonial from one of our clients:
You encouraged me to work with the local paint store and they are recommending me so
much that they ran out of my cards this week! They gave me a referral this week and the
prospect was basically ready to go just based on the pre-meeting package I sent and I hadnt
even met them yet. I got that job too when I met with them. I have the system down so well
that I am closing every job I want. This is a lot different from the place I was in when we
started working together in 2009. Thanks for all the encouragement and training.
John Parker JP Interiors
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Weed out the low price shopper (you know those people who have been
brainwashed by that gargantuan retailer that preaches to always have low prices
they never say the lowest just low).
Use the hours and hours youve been wasting on low price shoppers to focus on
closing the good and great prospects.
Determine if this is a project you want to quote (profitable) and that you are
capable of handling the project or service.
Get the prospects buy-in to review the material you are sending them before you
meet.
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Here are just some of the vital pieces of information you will learn:
How they found out about you so you can measure which ads are working;
What do they want done so you can figure out if this is likely to be a profitable
project;
Who else they have spoken to so you will know what other competitors have ads
that work;
When you can meet all the decision makers and so much more.
Every question should give you vital information that will lead to more sales and give
you an easy-to-use way to evaluate every ad or lead generation tactic you use.
And the best part about a good prospect interview script is that you will stop wasting your
time dealing with prospects that only want the lowest price or are just kicking tires.
Stop winging it and develop a series of questions to ask a prospect when they call your
office. It only takes 5 minutes up front to avoid wasting 2 hours or more on a sales call
you arent going to close especially if you know you offer a quality service at a
competitive price.
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This tool sets them at ease by recognizing their fear of getting hosed and how your
process will help them make the best choice regardless of who they choose.
It continues to build confidence in you and your company and sets you up as the most
professional company the prospect will talk to.
Using this tool lets the prospect know that you are interested in meeting their needs
not just making another sale. Other companies figure they dont need to send anything in
advance they run right out to see the prospect or they are confident that they can sell
anyone in person wrong, wrong, wrong. No one wants to be sold.
All companies miss this chance (unless theyve worked with us) so the door is wide open
for you and now you can drive a 16-wheeler through it.
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4. Reconfirm Appointment
Common Sense? Yes
Do Most Businesses Do It? - NO
Your Goals for the Reconfirm the Meeting Call Script
Make sure you dont waste your time if the prospect has forgotten about the
meeting or worse hired someone else without even meeting with you.
Confirm that they have received your pre-meeting package and that they reviewed
it.
Reinforce that you are the most professional and thorough company they will
meet.
What are the Purposes of the Reconfirm the Appointment Call Script?
Demonstrate that you are a company that follows through on all aspects of customer
service.
It continues to build confidence in you and your company and sets you up as the most
professional company the prospect will talk to.
This tool gives you the opportunity to find out if they reviewed the pre-meeting package
and if they havent to provide a gentle reminder of the importance of reviewing it before
you come.
It eliminates the no-show or my brother-in-law is going to do it or whatever excuse
they might offer if they had second thoughts about meeting with you.
More than just a friendly reminder, this gives you an opportunity to further establish your
professionalism. This simple, small step adds to your credibility
Even our smallest clients with either part time staff or the spouse as the staff do this
because it only takes one minute.
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Educate the prospect that price is not as important as the value you get for the
price you pay.
Confidently handle the price objection and the availability question.
Reinforce that your company is the most professional company that they will
meet with.
Get the deal signed.
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Your prospects will realize that choosing based on price alone is the worst way to choose.
They will now understand that the combination of price/value is the best way to make the
choice.
I mean if price was the only way to choose why would anyone by a Lexus or Mercedes
or Audi? Isnt a car just a way to get from here to there?
Your prospects will also come to the conclusion that it does make sense to wait for you
rather than take a chance on some other company that promised to start in 2 weeks (even
though they cant).
The prospect realizes that you and your team are the experts and the most professional
company in the market even if you arent a big guy or a name company.
The more you practice the better you will get and then in a very short period of time
you will be confident that you can close every deal
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Just One More Step that Separates You from Your Competitors Its Like
Getting an Extra Out in the Bottom of the Ninth
Your Goal for the Thank You Letter
Educate your prospect one more time on why they would be nuts to buy from
anyone else but you.
o MAIL this dont email it - this is much more personal and you can even
hand write a personal note on it.
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This is an extra chance to overcome objections and ask for the deal.
Educate your prospect one more time on why they would be nuts to buy from
anyone else but you.
Close the loop you started with the prospect call-in interview and get the deal.
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8. Tracking Chart
Seeing Youre Closing Rate Climb Will Make Your Confidence Soar
And this Leads to More Success
Youre Goals in Using a Prospect Tracking Chart
Easily track how they found out about you so you can measure which ads are
working.
Track your closing success for each type of lead so you can spend more money on
the lead sources that generate better quality leads.
At a glance, ensure you are doing all the steps.
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In Summary.
When you tackle a project in your business, you no doubt have a process that you
follow to ensure a quality job.
Skip a step, or fail to do a step in your process, and the whole project is affected.
The same thing is true with these 8 Closing Success steps. Yes they are simple. And
you may already be doing some of them. But Im willing to bet that youre not doing all
of them and in the order Ive outlined here.
This is the exact same process I use with my consulting clients. These 8 steps have been
proven time and time again to work. It doesnt matter if you own a large company or a
small shop anyone who puts these into place will see an increase in their closing
success.
Nothing in life is guaranteed; however this system is based on what Ive experienced and
seen firsthand with my consulting clients in the contracting and service industries.
Keep in mind that the fastest and easiest way to grow your business is to first focus on
closing more of the leads you are already generating. Implement these 8 steps and youll
be well on your way to more stable and predictable cash flow and profits.
I wish you much success,
Michael Jeffries
Managing Partner, Rivers of Revenue LLC
(877) 280-0715
.
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