Hi, it’s Ted McGrath, and I am here to teach you powerful closing techniques from the stage. When I use the word “close,” I actually mean to inspire people to take action. After all, closing is just inspiring your customers to take action for their vision and for their dreams. It’s also standing for the transformation of your clients when they’re not ready to stand for themselves yet. In other words, I want you to learn how to close with the objective of motivating a customer to take action.
11 Closing Techniques That Can Make You a Millionaire
When it comes to my closing techniques, I want to make one thing clear. I really don’t believe in “closing” the way typical salespeople do it. I don’t want to close on a program. Instead, I want you to inspire your clients to take action on their visions and dreams. More often than not, they lack the confidence to make them come true on their own.
1. Never Back Down
One of my essential closing techniques is to stand my ground. I am not afraid to make offers from the stage for $100,000 or $200,000.
How do I do that? I always think in my mind: Never back down.
I have the courage and strength within myself to stand in my power. If I back down from my power, my clients don’t get the transformation.
2. Stand in Silence
Another strategy I use is I stand in silence. When you say the price of your program, don’t flinch and don’t say anything immediately afterward. Let the clients feel the offer and the tension of the money of the offer. Let it soak in and give them the opportunity and space to say yes.
3. Make Multiple Calls To Action
Your destiny is within you – you already know what it is. Be brave enough to follow it. pic.twitter.com/DJCkqjl7Zm
— Ted McGrath (@ted_mcgrath) October 9, 2017
One of the closing techniques I always use is to make multiple calls to action. This is so important that I want to take the time to highlight each call to action in the next few tips.
Firstly, one call to action is not enough. Any great offer always has a minimum of three calls.
Saying the price is one thing, but saying “Stand up if you’d like to have a conversation with me” is another thing. So is “Go to the back of the room” or “Take out your credit card and fill out the form.”
Just because you tell somebody the price doesn’t mean they know what to do. You need to tell them what action to take. That’s call to action one.
4. Acknowledge the Voice in Their Head
The second call to action is to address the voice in their head.
For example: “I just made this offer, and for some reason, some of you didn’t go to the back of the room to sign up. Right now, there may be a conversation going on in your head. You may be thinking, ‘Should I do this?’ ‘Should I not do this?’ ‘Will this work out?’ ‘Will it not work out?’ ‘I’ve tried things before, and they haven’t worked. Is this another one of the programs that won’t work out?’
“You’ll never know until you stand up and take action, and it’s not that the system doesn’t work. If you work the system, the system works.
“The question is, will you stand for your decision right now? Will you get involved in the system? Will you work it and take the actions necessary, and will you go get the results? If you’re ready to take the action and get the results, you need the training, and you need to learn from me to actually make this a success. So get up right now, go to the back of the room, and sign up for the program.”
5. Tell an Emotional Story
In this final call to action, you need to get into the emotional state of being of your audience and use a story to connect with them on a deeper level.
On my third call to action, especially on my high-end offers, I have a regret story about my grandparents who died at 92 years old. I share my thoughts about whether they had regrets or not during the golden years of their lives.
After I tell this 10-minute story, I say: “If you imagine yourself 30 years from now sitting in the porch and looking back over your life, can you say, ‘I made the right decision by going after my dreams’? If the answer is no or you have even the smallest doubt, you need to get up right now and make the decision.”
It’s one of the most influential closing techniques, because it touches their emotions, and emotions convince people to take action.
6. Offer an “Includer” Bonus
I like to offer four bonuses, such as an includer. It’s a fantastic way to motivate your audience to take action as quickly as possible.
How does it work? I offer the includer to only about 20% of the people in the room. So if I have 100 people in the room, only 18 to 20 of them will get it.
It creates a table rush, which also enhances the social proof you need to convince others to take your offer.
7. Give Multiple Bonuses
It’s an important strategy to have four bonuses in your offer. You can choose what they are but make sure you tell the audience their value.
8. Offer a Free Strategy Session as a Bonus
One of the closing techniques I always use is to give a free strategy session as a bonus.
Let’s say in your live event, ten of your audience members are going to get a free consultation with you where you can upsell them into higher-end coaching programs.
You may think the idea of giving away free consultations sounds counterproductive, but it actually adds value to your program. It even lets you pick the right people you want to be your success stories. Most of all, you can sell them into your higher-end programs before the event even starts.
9. Provide Multiple Stories to Use in Your Presentation
If you don’t have good stories, you’re not going to win. There are different ways to tell your story, but I recommend you create a time story, a money story, and a story about when you didn’t think you had enough time to do something.
If you have a time story, a money story, or a regret story, you have something that addresses the common objections your customers always have. They always wonder if they have the time or money or if they will regret it if they don’t pursue it.
10. Do a Price Contrast and Price Drop
When it comes to closing techniques, a lot of times speakers make the mistake of giving an offer, saying the investment for the program today is $2,000 – and then stopping there. They don’t do a price contrast.
This is ineffective because it prevents your clients from knowing and understanding the real value of the program in their lives.
Let me tell you the story of Brandon Hawk, who invested $100,000 to work with me for the year and made over a million dollars in 18 months. I coached Brandon one on one, and the progress we made was incredible. (Don’t worry, you can get the same information in a virtual training format.) However, it’s easy to think $100,000 is a huge amount of money for an investment, but get this: The initial value to start is only $5,000.
See how I contrasted the price of $100,000 with $5,000?
11. Talk About the Cost of Inaction
One of my advanced closing techniques is I don’t offer guarantees for my high-tier coaching programs.
What I do guarantee is the cost of inaction, and I tell people that:
“I can’t guarantee ROI. The ROI is up to you. I know what the ROI was for my clients who’ve done the work and got results. I don’t know what it is for you, but I know there’s a COI, a cost of inaction. The cost of inaction could be your health, of not living your passion. The cost of inaction could be lack of fulfillment.
“It could be deep down inside you know you’re not showing up fully in your life and it’s showing up in your relationships and there’s tension there. The cost of inaction is you’re making $50,000 a year, but you want to make $200,000 a year. It’s costing you $150,000 a year not to take action. There’s a cost of inaction for you not to take action today.”
I am so passionate about my closing techniques I have written a book about it called Never Be Closing. You can now buy it on Amazon. Either way, my main message is this: Closing should be a never-ending process. Always give your dream clients the door to join your program.
Which of these closing techniques you think you want to learn more? Share them in the comments below.