When is the right time to ask for the sale?
One of the most common questions my clients ask is "When is the right time to ask for the sale?"
I'm sure you've heard a million examples of asking for the sale when you meet someone at a bar (Do people still pick each other up in bars?)
You walk up to a complete stranger and ask "Do you want to go home with me?"
Once in a while, you'll get a "Hell yes!" and you are outta there faster than a speeding bullet.
Most of the time you'll get a dirty look and a "Hell NO!"
Sometimes you'll get slapped across the face.
Another approach is to start with some small talk.
Buy her/him a drink or two.
Spend an hour or two dancing and having some fun.
At the end of the night, you ask "Want to go home with me?"
Your chances of success have increased dramatically.
Today in the age of Tinder (I'm way too old for that!) you cut to the chase.
Everyone has the same intent when they swipe right.
They are clearly asking each other for the sale.
No small talk. No nonsense.
I AM interested in you.
What about asking for the sale in business?
If you're selling a small ticket item like a B2C product or a commodity, you don't have to ask for the sale.
People do their own research and determine which product best meets their needs.
Today, most people start with a search on Amazon for a B2C product instead of going to Google.
When you're selling high-ticket items, people still do their own research, but they'll have questions before they're ready to commit.
They want to get to know you and your company.
Are you reputable?
Do you stand behind your product or service?
Will you service your product when there's a problem (don't get me started on my solar nightmare!)?
So, when is the right time to ask for the sale?
These days many people start asking for the sale immediately.
I can tell when a LinkedIn "guru" graduates from a class of newly minted LinkedIn "experts".
This week I've received at least a dozen invitations to connect from people using the same background banner, the same professional headline, and the same About section.
They have less than 1000 connections/followers and even their profile pictures look similar.
This crop of LinkedIn "experts" don't bother to customize the invitation which I prefer over a sales-pitch-laced invitation message.
If I do accept their invitation to connect, the automated messages come fast and furious.
Here's the cloned LinkedIn profile.
🔵 𝐓𝐨 𝐋𝐞𝐚𝐫𝐧 𝐇𝐨𝐰 𝐓𝐨 𝐌𝐚𝐤𝐞 $𝟑𝟓𝐤/𝐌𝐨𝐧𝐭𝐡 𝐈𝐧 𝟗𝟎 𝐃𝐚𝐲𝐬 𝐔𝐬𝐢𝐧𝐠 𝐋𝐢𝐧𝐤𝐞𝐝𝐈𝐧 (NO FLUFF):
If you are:
👉 A CAREER coach or resume expert who is looking to finally crack the code of LinkedIn, and grow your business to generate $35k/month quickly, in less than 90 days, and maintain that 𝗘𝗩𝗘𝗥𝗬 𝗦𝗜𝗡𝗚𝗟𝗘 𝗠𝗢𝗡𝗧𝗛.
👉 An Executive coach who is looking to land ~10-20 clients a month on repeat, with either highly profitable individual clients ($5-15k per client), or ~2-3 high ticket B2B (corporate) clients who respect your time and lead.
While they aren't selling in their invitation to connect, they are implicitly selling through their profile.
I don't mind that at all.
If the sales pitch in the profile isn't for me, I click away.
I do mind when people blast messages AT me begging for the sale.
If I'm looking to hire an expert, I never start my search on LinkedIn.
I'll reach out to my friends and professional network for recommendations because I trust them.
Occasionally, I do a Google search to learn more about the recommended expert.
I used to look at online reviews but there are so many fake reviews that I don't trust them.
I rarely look at LinkedIn profiles because most profiles of professional service providers are outdated and provide little value (here's a huge opportunity for you if you haven't updated your LinkedIn profile in a long time).
If they do have a compelling LinkedIn profile, I know they understand the importance of a strong online presence and I'm more apt to hire them.
We have something in common.
When people find me online, read my content or hear me speak on a podcast or in-person event, they get to know me, the real me.
I share from the heart.
I don't pretend to be someone else through a fake online persona.
If people resonate with my message, it makes it easier for me to ask for a sale.
Or they will ask me if they can work with me which is even better.
Be authentic and trust your gut.
You'll know when to ask for the sale.