There are many ways to close a new client into a product or your services. The take away close is great because it can be done subtle enough to help the prospective client take the plunge.
Video Transcription
Sunshine: Are you using the takeaway to close clients?
Crystal: Welcome to For the Love of Business, I’m Crystal.
Sunshine: And I’m Sunshine. Let’s get to it.
How to actually close prospective clients?
Crystal: That it is.
Sunshine: Why do you call it the takeaway close?
Crystal: The takeaway close is because, think of it like this, if someone gives you something and immediately takes it away, what happens psychology wise?
Sunshine: I want it back. Give it back to me.
Crystal: And you want it more, right? So, it increases scarcity and produces demand.
Sunshine: Okay.
Crystal: So, let’s talk about the takeaway and how you actually use it for a service and a product. So, let’s start with the service. So, let’s say a prospect comes up to you in a networking event, you are talking, and getting to know each other. They say, we have a discovery session or meet and talk more about it, you could reply with the takeaway, “Hey, I don’t know if it makes sense on both ends or not. But if it does make sense on both ends, we can do a 60-minute discovery session to see if it’s a good fit to work together on some level.” So, what did I just do just then?
S: You offered something and you said, well, if it makes sense for you, it might make sense for me. So, what do you think?
Crystal: Well, and I said, if it makes sense on both ends.
Sunshine: right. If it makes sense for you and it makes sense for me–
Crystal: Yes. So, we are on equal footing.
Sunshine: Okay.
Crystal: And I actually took it away softly which the response would be from the prospect what?
Sunshine: Oh, yeah, that sounds good. Let’s set something up.
Crystal: That’s right. They are going to say, of course, that makes sense. Let’s get our calendar out right now.
Sunshine: Okay, so what’s a harder takeaway? Because I know this is a soft one. But what’s another, well, how do we incorporate this besides just, you know, if it makes sense on both ends? I mean, it sounds, really soft. I know, it’s a networking event, but I know there’s another place that you use the takeaway?
Crystal: Well, let’s talk about the product take away, that’s a little bit more, not harsh, but a little bit more firm.
Sunshine: Okay. Okay.
Crystal: Remember, you don’t have to be harsh to do the takeaway close or any close.
Sunshine: Okay.
Crystal: So, let’s say you’re going to Tumi, you want to buy some luggage.
Sunshine: Okay.
Crystal: So, you’re looking at something, someone comes over, pulls down the luggage for you is opens it up. You answer all the questions, and then you say, “Oh, I need to think about it. I’m not sure I want this luggage.” What do they do with that piece of luggage?
Sunshine: They zip it back up and put it back on the shelf?
Crystal: That’s the takeaway. And then of course, you’re going to hang out because you’re looking at that luggage on the shelf.
Sunshine: Yeah.
Crystal: And then you ask more questions. They pull it down and zip it let you touch it. Feel it?
Sunshine: Yeah. Take it for a spin around the store. Make sure it’s something that you want at the airport.
Crystal: Yep. And then if you say anything about again, immediately they shut it up, put it back on the shelf, and then you’re just staring at it.
Sunshine: It is quite, yeah, I guess I need to buy this.
Crystal: Yep, that’s right. So, now you know how to do the takeaway for a service and a product.
Sunshine: What’s your number one takeaway from today’s video? Leave us a comment and thanks for watching.
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