Most people believe the “close” happens at the end of a presentation when you finally ask for the money. They think it is a magical sequence of words you say to convince a skeptic to pull out a credit card.
Here is the big aha for you: Closing starts way earlier than you think. In fact, the interview starts the moment you walk into the building , and the close starts the very second you begin interacting with a prospect.
If you are waiting until the end to “be a closer,” you have already lost. You are likely dancing for the sale, losing your posture, and acting like a telemarketer instead of a professional.
1. Say Less to More People
The simplest reason you aren’t closing more sales is that you aren’t making enough offers. People ignore this constantly because they are looking for a “secret sauce” or a complex funnel, but the math does not lie.
If I ask you how many people you asked last week if they were open to your product, service, or opportunity, and your answer is in the single digits, you are not serious about growing your business. If the answer is zero, you are avoiding the work you should be doing. Stop trying to be the “expert” who talks for an hour. Your job is to be the messenger, not the message.
- Audit your activity: Anything that avoids asking people if they are open is keeping you from making the money you could be making.
- Stop waiting for marketing: If your marketing isn’t working yet, you must prospect while you wait for it to kick in.
- The Power of Outreach: It has never been easier to reach out to more humans than ever before. Even someone who stinks at social media is connected to hundreds or thousands of people.
2. Expand the Problem, Expand the Solution
The closing starts the minute you start interacting with the prospect. You must manage the energy of the conversation and collect data immediately. You need to know why they reached out and what problems they are hoping to solve.
Most prospects will start off nonchalant. They might say, “Yeah, I’d like to make some money, that would be nice”. You will never close someone on a “that would be nice” energy.
Your job is to take that nonchalant attitude and help them realize the gravity of their situation. This isn’t about creating a problem that isn’t there; it is about asking questions that help their existing problem grow in their mind until they realize they have to solve it.
- Ask the Hard Question: Ask them, “If you don’t work with me, how will you solve the problem?”.
- Identify the Pain: People have real reasons for needing money, such as funding a daughter’s wedding or moving a mother-in-law into a nursing home.
- Create the Partnership: When you expand the problem and then present your solution, they see your offer as the way forward, making it an easy close.
3. Stop Managing a Routine That Doesn’t Work
There is a massive mistake being made in the industry right now. People are posting reels and videos but they aren’t generating leads or engagement. Instead of pivoting, they just keep managing a routine that isn’t currently working.
If your marketing isn’t working yet, go get your leads. They are everywhere. You have two currencies in business: time and money. If you have money, run ads. If you have time, reach out to people. If you claim to have neither, you have not made your business a priority and you are not going to build one.
Do not listen to the influencers who tell you to “never cold prospect” when they are already generating tons of leads. That advice is for people who already have people reaching out to them.
- Pointed Work: Whatever income level you want is just on the other end of your pointed work.
- Stay Sharp: You must always work on your skills and stay up to date.
- The Tipping Point: Eventually, your consistency will cause the scale to tip and you will start generating leads. Until then, go talk to more people.
Posture Check
Remember, you are a mentor, not a solicitor. You are looking for an angle to lead them into a solution. When you manage the energy of the conversation and hold your posture, you are no longer chasing the sale.
You maintain your posture because you have the solution to their problem. If they choose not to act, they are the ones who stay stuck. Your job is to lead them to a decision, expand their vision of what is possible, and show them that there is a way out. Stop wishing for it to get easier and start getting better.
