Expedite Your Fourth Quarter Deals By Offering The "Easy Button"

Have you ever stopped to think about why some deals stall out in the fourth quarter, only to pick back up again in the first quarter?

Part of it is that things are winding down for the year and;

If your prospect sees implementing your solution as a “year end hassle”;

It’s going to stall!

That’s why you need to simplify the process for your prospect and before you say “Duh”, let me share a document that I’ve been using.

I send a brief email with a subject line “(Prospect’s Name, Here’s How You Could Get Started” You could even use “Proposed Next Steps” “Here’s What Happens Next” etc.

In the body of the email, outline the first few steps as simply, and as briefly as you can.

Here’s an example I used recently with a prospect looking to hire a keynote speaker for their January Sales Kickoff Meeting.

Subject Line: Mark, Here’s How You Could Get Started.

Hi Mark,

Here’s what would happen next should you decide to move forward.

Once I get your approval, I will email the invoice for the deposit which would be due immediately to hold that date open.

Once payment is received (via credit card or check), I will create a preliminary outline for January and you will have it within 5 business days.

From there, we’ll set up a brief call to hear your feedback.

Once we have the agenda set, we’ll create a simple list of action items, and the dates that we’ll need to have everything completed.

To make things easier for you, I can coordinate most of this with Nancy, and together, we can get these things completed while you deal with all the other things on your plate.

There was a tiny bit more to the email that I’m not going to share here because it was very specific to the prospect and I don’t feel it would be appropriate, but;

I’ve not only made it simple for my prospect to get started, I’ve created the next steps in a way that he only has to jump on a quick call with me, after that, his assistant and I will take care of everything else.

Here’s a cool addition someone included when they offered me the “easy button”;

“I can assure you that the entire process requires very little work on your part, less than 1 hour, over an 8 to 12 week period”.

Spell it out like that and I’m asking;

“Where do I sign?”

Here’s the thing folks;

Because we do what we do everyday, we think our prospects understand how easy and seamless implementation can be.

That’s why you need to let them know with a document like this and;

Help them remove the things that might lead to stalling until next year.

And hey, at the very least, you’re going to stand out when you send something like this;

Why?

Because nobody does it!

This document is actually part of an entire communication plan designed to help you nurture your prospects into CLIENTS.

I’m going to be sharing it on Thursday, November 7th during our How To Nurture Prospects Into Clients webinar.

Here’s what you’ll gain by joining us;

The 3 Items To Send IMMEDIATELY Once You Set An Appointment (Besides the calendar invite).
How To Create An Early Warning System So You Know When Your Prospect Has Urgency Or Has Lost Interest.
1 Powerful Tactic To Use When Things Get Competitive.
3 Non-Negotiable Action Items You MUST Do After Each Prospect Meeting!
The 3 Most Important Things To Reinforce Between Meetings.
How To Give Your Prospect A “Gentle Nudge” Without Being Pushy!
5 Action Items To Do When You Think You’ve Been Ghosted. I’m Going To Include 2 Templates That Work Like A Charm.
A 10 Point Communication Plan (With Templates) To Help You Stay “Top of Mind” and Gently Guide Your Contact From Prospect To Client.

When?

Thursday, November 7th, at 11:30 am EST. Can’t make it? Sign up anyway and I’ll send you the webinar replay and all the resources listed below.

What’s Included?

(1) 60-75 Minute Webinar

Webinar Replay

10 Nurturing Email Templates

Bonus PDF With A Communication Plan To Take Your Contact From Prospect To Client

Paul Castain's Blog