Without a doubt, the BEST lead source for any business is a referral.
 
We would all love to get 100% of our leads from referral.  I know I
would and I know that our clients would. 

And we all get referrals...but of course, we'd like to get more.

But this week's topic isn't about getting referrals.  There are
dozens, if not hundreds of "programs" out there on the subject.

Getting the referral is only the first step.  The real question is
once you get the referral; How Do You Close It?

With our clients, until we started to work with them, they simply
did the exact same things they would do had the lead come out of
the yellow pages or a post card. 

And still their closing rate on a referral lead was often 50% higher
than a "cold" lead. (a lead that came in from advertising or
marketing)

But a referral lead isn't a done deal. 

Yes, it got you in the door, but more often than not, that prospect
is still going to talk to at least one other company, probably two.

Yes, they're pre-disposed to your company because you were referred
by a friend or co-worker...but they ain't sold.

You're job is to show them why you're the obvious choice to do
business with...and that's where the tools and the steps of the
Closing Success System can help you significantly increase your
closing rates on your referrals.

Then you start to get referrals, from referrals!

Until next week, I wish you much success,

Mike Jeffries

Contact us
http://www.closingsuccesssystem.com/
Info@closingsuccesssystem.com

Toll Free
(866) 926-5100

___________________________________

To Do This Week
  
Review our free report:  Close More, Charge More & Make More Money
which you find in our Download Library. 

http://www.closingsuccesssystem.com/downloads

Look at the steps you MUST take to make you the obvious choice to do
business with and start applying these methods to your referral
leads.

If you do, you'll see your closing rate on referrals go from good,
to GREAT.

If you have any questions, or would like to schedule a sales
process evaluation, give us a call or simply Drop us a note.

info@closingsuccesssystem.com

One of the Cheapest & Easiest Ways To Generate GREAT Leads

Everyone reading this should be using a Yard Sign or Project Sign!

What we've found with our subscribers is that, when properly
designed and following the guidelines we'll show you, you will
generate a much better lead than just about any other form of
advertising and marketing.

Now you may not get a lot of leads...but those that you do get are
almost always ready to buy.  All you have to do is close them.

You could spend $500 on an ad and get 20 leads - of which maybe one
or two are serious.  Or you could spend about $50 on a decent yard
sign that generates 5-10 leads - most of which are ready to buy now
prospects. Plus you can use the same sign on the next job, and the
next, and the next.

When you subscribe to the Closing Success System, we include a
complete "Ad Primer" to help you get the most out of your lead
generation tactics.  We've identified the 15 most common ways to
generate leads and then give you an overview of:
   Cost vs. Risk
   The advantages and disadvantages of that tactic
   Tactical strategy
   Message strategy
   Common mistakes
   Optimal use of the tactic

With this ad primer, you'll be getting the most out of your current
lead generation methods...and when combined with the power of the
Closing Success System, you 'll be dominating the market!

Contact us
www.closingsuccesssystem.com

 
Toll Free
(866) 926-5100

___________________________________

To Do This Week
  
Download the Yard Sign Tactical Overview Sheet from our Download
Library. 

http://www.closingsuccesssystem.com/downloads

Look at the steps you MUST take to get the most out of this simple,
easy to use lead generation tactic.

If you already use yard signs...use this as a guide to improve your
signs.

If you don't use signs..SHAME ON YOU!  You're leaving a lot of low
hanging fruit on the tree for someone else to pick.

If you have any questions, or would like to schedule a sales
process evaluation, give us a call or simply Drop us a note..

info@closingsuccesssystem.com

I continued to stress the importance of the Pre- Meeting
Package and  how the materials you provide to your prospect BEFORE
you step through the door will clearly establish your company as
the obvious choice to do business with. 

One of the most powerful tools you should include in this package
is your Process Overview Sheet.

This is simply a written outline of everything you do for a
job...EVERY step.

I know it sounds daunting, but the fact is, you do have a process.
Everyone one of our clients had a process before we started working
with them...all we did was have them write it down...and then give
it to the prospect. 

This tool gives your prospect an easy way to learn what is needed
to get a quality landscape design and installation.

The tool teaches them how to compare bids.

It positions you as the expert who can clearly explain to the
prospect what they are getting for their hard-earned money.

This will consistently be one of your most powerful tools because
none of your competitors have this.
What you show the homeowner before you walk through the door will
build confidence in you and your company and sets you up as the
most professional company the prospect will talk to.

Until next week, I wish you much success

Mike Jeffries
-------------------------------
  
When You SHOW Your Prospect What You You'll Win More of the
Business Almost Effortlessly!
  
To DO This week: 
Take 30 minutes and write down your process for a job.  Don't leave
anything out.
 
What you'll probably find is that a "basic" job has 25-30 steps.
 
We've found that you probably already has the "steps" incorporated
into your bid forms.  If that's the case, this is a piece of cake.
 
When you show that to a homeowner, you're now showing them the
value...not just a price. So why not show that up front in your
Pre-Meeting Package?
 
Do you think any of your competitors do this?  OF COURSE NOT! .

I wish you much success

Mike Jeffries
Closing Success System
866-926-5100

The materials you provide to your prospect BEFORE you step
through the door will clearly establish your company as the obvious
choice to do business with...and you'll start to close more jobs,
with a lot less headache and effort.
 
We've surveyed hundreds of homeowners. What we found was that you
must establish your company's credibility in 3 distinct areas
before they'll even consider doing business with you. 
They are:
1.  Reputation and Business Stability of the Company
2.  Experience with Jobs Like Theirs
3.  Follow Up Service and Guarantee

When you provide answer these unspoken concerns BEFORE you show up
for the appointment, you're compeitors never had a chance.

-------------------------------
Answer the Homeowner's Concerns Up Front and You'll Start to Close
More Jobs, Almost Effortlessly!
  
To DO This week: 
Answer the Homeowner's Concerns Up Front and You'll Start to Close
More Jobs, Almost Effortlessly!
  
To DO This week: 
List how your company can PROVE to the homeowner that your company
is above the rest in the 3 areas listed above. 

What type of "evidence" can you show them to make your point?

For example:  EVERYONE provides customer references, and that's
fine. 

But if you wanted to PROVE your company's business reputation could
you provide a reference letter from your bank?  How about from your
vendors?

Do you think any of your competitors do this?  OF COURSE NOT! 
We've already done the research and have developed 4 distinct
pieces that a homewoner needs to see - which are included in The
Closing Success System© and ready to go.  But there's no reason why
you can't start putting your own material together starting today.

I wish you much success

Mike Jeffries
Closing Success System
866-926-5100