Or you won’t get as much business as you should.

Closing is simply the way in which you ask for the order.

Basically this means you should have two or three good logical closes you can use comfortably when meeting with prospects. (This also applies to all of your marketing communications. If you want people to request further information, or a meeting, or whatever, your communication must close to get the desired outcome).

...and, of course, it's no different online. Your buttons, your videos, all your social media, articles and so on, all need to ask for the order, or at least get people to move to the next stage of your sales process.

This can be as simple as saying something like, ‘Shall we go ahead?” or "Shall we give it a try?"

That’s not hard for anyone to say, but the difference it makes to your sales and profits will be astronomical (I chose that word very carefully!).

This can be as easy as asking your client or customer for the names of three people who like them would be interested in receiving some information from you.

You’ll be surprised at the increase in sales just from referrals if you put in place a systemised approach to get referrals rather than waiting for them to happen.

Here's the 'Success Formula' for creating a powerful referral system...

Good Business

+

Incentive

+

Communicate

+

Systemise

=

Powerful Referral System

And don’t forget referral business is your best type of business.

You rarely compete on prices or fees, and these people tend to be people whom you enjoy working with! Better still… you’ll find that you convert a much higher percentage of referrals into clients or customers.

If you got just one referral from 50% of your clients or customers every year, what sort of difference would that make to your business? HUGE!

And I could have shown you hundreds of similar letters!

If the purpose of the brochure or catalogue is to secure an order, your sales letter must push for the order.

Sending a brochure out without a sales letter is like throwing money down the drain.

And if you think a one or two line cover letter will do the trick – think again.

There’s a well known saying we use relating to this mistake…

‘Your brochure tells, your letter sells’

Brochures cost hundreds even thousands of pounds to produce. Most are written so badly they never ever cover their costs, but a good sales letter will often ‘save’ the brochure and generate a good profit for you.

And just in case you were wondering what you should do if you can’t afford a brochure or a catalogue…

Send a sales letter instead.