You are brilliant Carolyn!

If someone used just half of what you teach then they’d hit that six and multiple six figure mark.

Valerie Young

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Carolyn Herfurth Reply:
March 11th, 2012

Thanks, Valerie. It’s doing the first half right that earns the second half!

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Great point, Carolyn! I know that I’m guilty of inquiring about the client’s needs, presenting my solutions, and then waiting for them to sign on the dotted line. I assume that my recommendations are so compelling that I don’t need to ask, but you’re right, I need to get better at asking for the sale.

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Carolyn Herfurth Reply:
April 3rd, 2012

Well, at least you know you’re not alone But that isn’t much consolation when clients slip through your fingers, so I’m glad you’ve now got simple steps to close, Marcia!

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Hi Carolyn,
Oh, boy…the “fees” subject is so difficult. This is such a good topic to ponder because we all not confident enough to ask. And, it sounds like you have the tools to boost sales!

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Carolyn Herfurth Reply:
April 3rd, 2012

You got it, April. And with what you do, you’ll actually save your prospects a lot of hunting & pecking for resources if you master this key piece of wrapping up the biz. Woot!

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Hi Carolyn,

I love this. I actually followed your steps from a meeting I had last night! It worked and they are all board with the cost and the program itself!

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Carolyn Herfurth Reply:
April 4th, 2012

That’s terrific, Susan! Congrats on your sale. Easy, isn’t it?

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Carolyn,

I love what you’re teaching here. It’s in alignment with the NEW copywriting and marketing model I recently introduced to speak directly to women.

I look forward to learning more about you and your business. I feel some synergy.

Write on!~

Lisa Manyon

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Carolyn Herfurth Reply:
April 4th, 2012

Yeah, like minds, Lisa! It’s a breath of fresh air for women who want to remove the manipulation and hype around sales & copy. Would love to learn more about your new model!

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Thanks, Carolyn, for the 3 points we need to make when we close. This is a great cheat sheet!

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Carolyn Herfurth Reply:
April 5th, 2012

Keep it simple, right Caroline?

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Thanks, Carolyn, for making it so simple and straightforward. I love your approach! I think so many of us get in our own way by complicating things. Building a relationship and answering the clients’ questions (not ours!) makes perfect sense.

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Carolyn Herfurth Reply:
April 9th, 2012

Indeed, Ellen! And boy do we ever complicate things. It gives me great joy to simplify something that’s so essential… and so necessary to the success of an entrepreneur!

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Carolyn,
It’s amazing that it really is such a simple process. But how do you deal with the objections when you get them such as “I can’t afford your prices?” or wow, “I never expected you to be so expensive?”

Thanks for putting your info out there.

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Carolyn Herfurth Reply:
April 9th, 2012

Bonnie – Thanks for your note. I’ve got an entire program dedicated to dealing with objections. So much depends on how you approach your conversations. In a nutshell, you want to address the objection before it comes up… so that you’re able to air it proactively. A fellow Savor member just took the program a couple of weeks ago and doubled her investment with one sale the very next week…and she’s just getting started. If you want to learn more, go to http://thebiztruth.com/objections

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Simple, yet succinct and straightforward. How would you approach the affordability question with someone who is grieving? IE- With many of the pet loss clients who approach me for coaching, they have already spent upward to 10k on veterinary bills, cremation and are spent by the time they come to me. Another thing I come across is that grievers are sometimes cloudy in their judgment and in their grief, it can be hard to make a decision. Looking forward to checking out the rest of the tools on your website. Thanks again Carolyn!

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Carolyn Herfurth Reply:
April 9th, 2012

Hi Claire – What an interesting line of work you’ve chosen! I love that you are so clear on your ideal client, despite some of the more sensitive characteristics that go with someone who’s grieving. I’ve got some thoughts about how you might go about it. Submit a contact form http://www.thebiztruth.com/contact/ and let’s explore options for addressing that.

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Not only brilliant, but adorable! Who knew selling was so simple – and cute?

Thank you so much for the great reminder that success does not have to mean complication and struggle. The solutions are often the simplest. Carolyn, you rock!

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Carolyn Herfurth Reply:
April 10th, 2012

Thanks, Nika. We just seem to get caught up in our heads and forget how simple it really can be!

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I love this and needed it! Can’t wait to put in action and close a deal!!

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Carolyn Herfurth Reply:
April 10th, 2012

Yay, Katrina! Let me know how it works for you.

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I have definitely had issues with the “ask” and now, in listening to this video, can see the setup is so important. I need to learn the earn. What a concept!

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Carolyn Herfurth Reply:
April 10th, 2012

“Learn the earn”. Love that, Beatrice!

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How you suggest if your assistant is not the best asker but the best doer? I will for sure share with my team, “Learn the earn.” in the meantime.

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Carolyn Herfurth Reply:
April 12th, 2012

Renee – Is your assistant doing your sales for you?

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fantastic advice. Your energy is infectious!
Great post. I will try to implement these strategies for my Bffl Bag™ sales pitch. Thaks so much.
E

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Carolyn Herfurth Reply:
April 12th, 2012

Let me know how it goes, Elizabeth!

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Aaah yes, Sheevaun. It’s all about asking the right questions that makes closing so much easier!

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Great advice, I will surely remember to use them next time I talk to a prospect, we always get so excited talking about our products that we forget to ask them if they want to buy it.

Think you so much

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Carolyn Herfurth Reply:
April 28th, 2012

Yes, Carla. Forgetting to ask can happen sometimes…which defeats the purpose of the conversation when it’s not done!

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What a great reminder! I’ve tried this last time I launched an online course and it helped with signups so much!

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Carolyn Herfurth Reply:
April 28th, 2012

Woot!

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Super topic and super helpful. Thanks for sharing!

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Carolyn Herfurth Reply:
April 28th, 2012

You’re welcome, Kim!

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Carolyn – This is great advice for a service-based businesses like mine! I will definitely be implementing this advice.

Tx!

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Carolyn Herfurth Reply:
April 28th, 2012

Terrific, Thea. Let me know how it works for you!

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Loved the advice you gave. especially for someone like me who is servicing clients. I never begin with price. always talk about my value before. And if they only want to know price? Well then I just might not be for them!

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Carolyn Herfurth Reply:
April 28th, 2012

Aha, Leslie! Sounds like that’s a good indicator / qualifier for you.

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Simple enough advice but hard to do in the moment. Objections are the definitely bain of most lost sales. So your teleseminar seems like a winner. Love your hat!

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Carolyn Herfurth Reply:
May 2nd, 2012

Jalanda – Practice. Practice. Practice!

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This is a great video! So clear! Love the straight-forward tips: Summarize (what you’ve heard), Recommend (your solution) and Gain agreement (to move forward and discuss next steps). Love this…thanks!

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Carolyn Herfurth Reply:
June 29th, 2012

Yep, pretty simple!

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Great Video, thanks for sharing Carolyn! I like the 3 points we need to make when we close!

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Carolyn Herfurth Reply:
June 29th, 2012

It’s quite simple, isn’t it?!

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Carolyn, Loved this video, very well put together and gave us the important details so we can join right up! As for the part about closing the deal, it’s amazing isn’t it how we do a bunch of work (like back and forth on phone or email) and then just leave the potential client hanging or waiting for us to make our move. We always expect the client to make the move, but in fact we must approach them, and do just as you say! – WOOT to more sales!

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Identify the Value of their need, then Summarize your Solution. ‘What problem do you think this will solve?’ or ‘What are the steps?’ gets powerful insight. It’s the BIG/EASY close Carolyn.

I work with Outbound Customer Service and Retail/Hospitality associates building tools for Revenue growth and YES, you not only have to Resolve your call, but gain a Result! YES is the word we want to hear.

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Carolyn Herfurth Reply:
October 11th, 2012

Yes!

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