Module 1: Flex Payment Plans

Close more sales by making it easier for people to buy

The Tactic

You have to listen to your leads and meet them where they are. You can’t attack sales with a sledge hammer. That won’t work and won’t get you more clients. Instead, listening is the key. Meet your leads where they are to get them where they want to be. Now, there’s a stop in-between: where they currently need to be. Your leads may not be at that place yet, because with everything currently going on in the world right now, people are frustrated and uncertain about making decisions with their business. Calm them down and show them that you can take them from where they are, then to where they need to be, and finally to where they want to be. You want to listen to what your leads’ biggest needs are right now… then improv! Improv is more than comedy- you can bring it into the sales conversation to meet your prospect’s needs. You can dance in the conversation so you can help them reach a decision to work with you. It will require quick thinking and deep understanding of your prospect’s biggest pain points. You’ll have to listen to their needs and react accordingly. Always keep the conversation moving forward and remember that making the sale is all about moving your prospect toward a decision. Close more sales by making it easier for people to buy. The Goal The Tactic More Than OK Club © 2020 Driven Inc. 3 Two ways you can make it easier for people to buy from you is being flexible in your price and what you offer. Flex Pay Be willing to work with them to make it easier for them to hire you. This does NOT mean reducing your price! Here are ways to add Flex Pay in your business: • Space out your payment plan: If you normally work with a client for 6 months and usually accept 6 monthly payments… make it 12 monthly payments. You still work with them for the 6 months but now they can pay over an extended amount of time. • Deep pay in full discounts: Make it attractive for them to pay all at once by helping them save more when they pay in full. For example, if you normally charge $5,000 for your offer, make the pay in full price $4,000. Flex Programs Adjust your offer to allow different, lower price points. You’re not discounting your offer, you’re changing it to accommodate a lower price. Here are ways to offer variations to your existing offer that lower the price without you having to cut your rates: • If you offer a 6 month program, add an offer that runs for only 3 months. • If you offer a program that includes 3 calls a month, make a variation that offers 1 or 2 calls a month. • If you offer a full day VIP Day, offer a ½ Day VIP Day. Bottom line, you want to be creative in designing win-win scenarios so you make it easier and more attractive for people to buy from you.