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ABC: Always be closing


24 March 2010 | 7 Comments

This morning I conducted a Visitor Day with a networking group to add 10 new memberships in their organization.

As many as 42 guests visited and it was an energetic meeting. The members themselves have never seen their group to have this many visitors in one morning.

After adjourning, we received 16 applications for memberships, out of which we could follow through and add up to 8 – 10 new members after another round of shortlisting and recruitment.

The key is this: Always be closing. Which means, always be taking the next step with your prospects, sales process, clients, even your staff.

Always be taking the next step means if:

1. a guests had visited today, then take the next step by inviting him for another visit.
2. a guest had visited and filled out an application form for membership, then take the next step by inviting him for another visit. You see, an application form filled means nothing if there is no action pursuant to the filling up of the form. Always be closing. Always get the person to take the next step.
3. a guest had signed an application form and visited again, then take the next step: get him to complete the application form if indeed it needed completion for some missing details.
4. a guest had signed an application form, the re-visited: yes, you guessed it right, take the next step. Ensure that he is now clear about the commitments needed to be part of the group.

Always be closing. Never leave anything to luck or to chance, hoping that it would self-process.

Connect all the dots.

Maintain a checklist in a simple spreadsheet, if it helps, of the various next steps and processes involved in a situation.

So, remember your alphabets, ABC: always be closing!

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7 Responses on “ABC: Always be closing”

  1. Pretty good post. I just stumbled upon your blog and wanted to say that I have really enjoyed reading your blog posts. Any way I’ll be subscribing to your feed and I hope you post again soon.

  2. I admire what you have done here. I like the part where you say you are doing this to give back but I would assume by all the comments that this is working for you as well.

  3. Tim Dinardi says:

    Couldn?t be written any better. Reading this post reminds me of my old room mate! He always kept talking about this. I will forward this article to him. Pretty sure he will have a good read. Thanks for sharing!

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  5. You got a really useful blog I have been here reading for about an hour. I am a newbie and your success is very much an inspiration for me.

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