A popular motto us copywriters are taught to live n die by is to follow our ABC'S.
Aka:
“Always Be Closing”
However, I think there’s a lot of confusion from copywriters & gurus when it comes to closing.
Confusion that, in most cases, does more harm for your piggy bank than good.
Here’s what I mean:
If you’ve ever read a sales book, you’ve probably noticed a good chunk of the pages are dedicated to closing.
Closing by using sneaky & pushy techniques, phrases and power words for closing the sale.
However, I STRONGLY urge against using such techniques.
You see, the best salesmen “close” differently.
They don’t rely on such Teletubby tactics.
They close the deal before they’ve even sat down with their prospects.
And when they DO sit down, their prospects are already 9/10 presold on whatever they’re selling.
Here’s a real life example to sharpen my pencil:
Few years ago, I wanted to write for a big client in the cannabis industry.
However, I had no experience or connections.
But I landed the client anyways.
How?
By following my CBA’s.
Aka:
“Close Before Asking”
In other words, I strategically worked on closing this dream client BEFORE ever reaching out to them.
Quick summary of what I did:
Spent grueling hours researching the company, the CEO, their customers, etc. – to get inside their minds like a stalker and uncover their biggest problems - related to growing their business & copywriting (the service I was offering).
Spent a month or so warming em up, by engaging with their content on multiple social media platforms.
Bought a few of their products and sent raving reviews.
Then, when the time was ready, sent out a few VERY PERSONALIZED emails to the CEO & Director of Marketing.
Then, on a call with the CEO, I “sold” my services by building a big painful vision of their problem (which I got from research & asking strategic ?s) and naturally tying in my solution (copywriting & marketing services).
BAM.
Landed this very lucrative client.
The secret?
I was closing from the very beginning, middle and end.
The same is true with EVERYTHING YOU do.
You want to ALWAYS be closing (closing BEFORE asking for the sale).
If you want to get good at this process FAST, then I reckon you partake in my online membership, Copy Kings:
https://www.jeremymac.com/pages/copy-kings
To your success,
Jeremy Mac