In 2019, only 60% of sales reps in the tech industry satisfied their quota. And 42.5% of salespersons take over 10 months to become productive enough to enhance company goals.
The primary duty of a sales reps is to close sales and if they’re not satisfying their quota or helping their organization achieve its revenue goals then it’s because they aren’t closing sales.
This can be resolved if you know how to use sales closing techniques properly.
Closing strategies are many, but choosing the best ones for the moment will help you achieve your sales targets.
Not every sales close is perfect for the moment. Some do better in particular selling scenarios than others would. This makes it vital for sales reps to be properly equipped with the various closing techniques so they can seamlessly adapt to any selling situation.
We know the pressure. As a sales rep or even a manager over salespersons, you’re under crazy pressure to close the deal or get sales.
So we’ve compiled a list of 19 proven and tried sales closing techniques for you. From Now or Never Close to Needs Close, sales reps will be able to sign off deals in any selling situation.
Before that, though, let’s have a quick run-through on why it’s important to know how to close a sale.
Why is Knowing How to Close A Sale Important?
Let’s begin with some enlightening sales facts. 92% of salespeople state they give up on candidates after those prospects tell them “no” 4 times. Alternatively, the same study showed that 80% of potential customers stated they say “no” 4 times before saying “yes”.
Did you see that?
A huge bulk of people (80%) tell a sales rep “no” 4 times before changing their minds to try out the new offer. And nearly all sales representatives (92%) don’t go beyond the fourth “no”.
This doesn’t consider the number of founders and sales reps that dance in the stagnant sales zone waters forever, without the possibility of getting an answer from potential candidates.
It’s imperative to say that this statistic doesn’t imply that all prospects are 4 “no’s” away from changing their minds to a “yes”, but it reveals that most candidates won’t close immediately on the first interaction.
By committing to build a relationship, staying in touch with potential customers that have the most to offer (prospects that will benefit the most from your product), and lead follow-up, you’ll outshine your competitors.
Therefore, it’s important to know and understand the various sales closing techniques for every scenario.
19 Proven and Tried Sales Close Techniques To Seamlessly Close More Sales
Closing a deal isn’t as easy as it may seem. In fact, research shows that 80% of sales require 5 follow-ups.
Besides the tenacity, it involves sales reps having to configure their strategy through a tailored pitch that fits in with a particular prospect.
This is responsible for the numerous sales closing strategies available.
Let’s see 19 battle-tried sales closing techniques to consider as a sales rep:
The Assumptive Close works excellently when what you’re selling, checks every box in terms of what the prospect is looking for in an offer.
To close the deal with this strategy, after you’ve certified that your solution checks their needs list, you must then assume that the deal is as good as sealed and then make the ask for a close.
For example:
“How about Tuesday to get the Onboarding process going?”
This is a solid strategy because it politely nudges the person to go forward with the deal by eliminating the time they may have to change their minds about buying your offer or service.
The Something for Nothing Close – 2nd Sales Close Technique
Everyone likes free things, which is why the Something for Nothing Close works so great. This close strategy works by offering a discount or waiving a fee for the potential customer. And through this, you can move the prospect to a state of appreciation and good deeds cannot be ignored.
For example:
“We are 100% certain that our product is what you’re searching for, and to prove it, we would love to offer you a 13% discount. Is this okay with you?”
The Inoffensive Close – 3rd Sales Close Technique
When using this technique to close a sale, you use questions to navigate the prospect to a yes.
However, these aren’t ordinary questions, they’re designed to assert your expertise, showcase value to the prospect, and nudge them towards the next step.
The Inoffensive Close does great with people hesitant to give up control or that naturally opt for a process instead of making abrupt decisions.
So this sales closing strategy plays right into the prospect’s game by using a question-and-answer method to give the person the illusion of control, as the buyer seems to direct the conversation.
This sales closing strategy may look something like this:
“From what I’ve gathered from our discussion earlier today you have certain segments in your organization where our product could help bridge the gap, like the need for more production support, the option of including 4 more extensions to your offerings, a boost in access to organizational resources, and assisting your 5 major operational challenges.
Is there anything else that you may want to include that I missed in our conversation yesterday?”
(If the buyer says no. Then ask one of the next set of questions below)
“Did I get a good grasp of everything you need based on our meeting yesterday?”
“Will our offerings handle those needs?”
“Do you have an alternative method you prefer for addressing those “Do you have an alternative method you prefer for addressing those needs?”
“If our offerings can satisfy your needs and every other expectation you may have, would you be ready to take us in as a partner in working towards your organization’s goals?”
The Now or Never Close – 4th Sales Close Technique
This sales closing strategy is a traditional method that promises additional benefits to the prospect if they act right away. It is excellent for use when the person isn’t so certain about moving to a yes. That is, they’re interested but not yet sold.
By including the additional benefits, you seamlessly craft a feeling of urgency with the prospect.
That said, with this method you’ll want to be careful to avoid being too pushy. And the way to achieve the “non-pushy” approach is to present the prospect with value before making the Now or Never Close move.
The prospect should move from interested to convinced with the nudge you give them via the “limited time or once in a lifetime offer.”
Here’s a great example of how the Now or Never Close may look like:
“I understand that you’ve been wanting to make a switch from your current website theme to ours for quite some time now.
We have a limited time offer that will make that seamless for you. If you change to our website theme today, we can add an exclusive support package for an entire year as a show of gratitude.
However, it’s a limited-time offer and will only stay available until the end of today.”
The Backwards Close – 5th Sales Close Technique
This sales closing strategy flips the sales process upside down, beginning at the end by asking the prospect for referrals.
Normally, the referral request should come after closing the sale to capitalize on the happy feeling that surrounds the creation of a new relationship.
The amazing thing about this valuable sales closing technique is that it puts prospects at ease as they don’t feel you’re trying to sell something. That said, once the conversation is on, you can work your way back to the first stage by describing your product’s or service’s benefits and features to close the sale.
A perfectly worded Backwards Close may sound something like the below:
“Do you know anyone who would benefit from our offer? I would be delighted to discuss how our service can help them boost their business. Our unique product automates and manages loyalty programs with no additional staff and boosts loyalty sales by 15%.”
The Hard close – 6th Sales Close Technique
Usually termed the accounting technique. The Hard Close sales strategy is called so because it involves an organization “closing the books” after a particular time frame.
A hard close can happen at the end of every quarter or month, or even annually. Hard closes assist sales representatives in making last-minute deals with buyers that have been lingering near the close of the sales cycle.
However, as the hard close is beyond the sales rep’s control, it necessitates a deadline for the prospect’s decision. Most times, sales managers include an incentive to make the deal more attractive and facilitate a close.
A Hard Close would sound something like this:
“I have just been informed that our accounting department will close the books in 4 days. After that, we will transition to new package/product/pricing plans. Do you want to take advantage of the current website theme plan we put together for your business before the books are closed on us?”
The Puppy Dog Close – 7th Sales Close Technique
This is an effective technique to close a sale that uses the love a prospect has for a service or product to get them to make a purchase. It works with the ideology that few persons who take a puppy home for some days would be willing to give it back.
The Puppy Dog Close allows the prospect to “test drive” or have a “trial run” of the product or service, with the goal that the candidate will fall in love with the offer.
You won’t push them to buy but you take their order. That said, the sales rep must ensure that the business is capable of running free trials before they suggest it. Otherwise, the situation gets messy when the candidate gets an invoice they weren’t expecting.
This sales close strategy can look something like this:
“If you would love to try out our WordPress website theme for 2 weeks for free with zero obligation to make a purchase, I can email you your login details to our download portal right away. If it doesn’t work out for you, hit revoke subscription on our portal. Would you love to give our theme a shot?”
The Option Close – 8th Sales Close Technique
The Option Close is one of the oldest sales closing strategies that gives the prospect the option to choose between the products or services you offer. This sales closing technique is great for scenarios where you feel that easing the buyer into the closing process can build the relationship positively. After all 51% of sales pros direct their efforts towards relationship-building.
The option close gives 2 options to a prospect for them to choose, with a “yes” answer for both.
For example:
“We could send you your login details at the beginning of next week or in two weeks. Which works best for you?”
However, there are moves you shouldn’t make when using The Option Close technique.
Here’s an example of such:
“So do you feel like purchasing any of these products?”
The aim is not to nudge them for business, which would most likely be a move too soon, it’s to simply ask what package or products they prefer.
The buyer will then proceed in the purchase process with little to no pressure or reluctance, as they’re just choosing which product they want to buy.
This closing method is a bit similar to the Assumptive Close. That said, The Option Close may sound something like this:
“Now that you’re aware of what we offer, which package do you prefer, the silver package, the gold package, of the Platinum package?”
The Summary Close – 9th Sales Close Technique
The summary close is a battle-tested sales closing strategy that works by reiterating your offer’s benefits and features before asking for the prospect’s order.
This technique guides prospects to a decision, when they have to pick between multiple products, or are handling many purchases simultaneously for a business, or just distracted.
It’s also valuable if your sales cycle is quite long and the product presentation was a long time ago.
This strategy assists the prospect to visualize what they’re about to purchase and how it’ll satisfy their needs.
The Summary Close may look like this:
“With our product, the double blades make it glide easily over your face for a closer shave, and with our advanced battery life technology, it can work for 6 days per recommended shave time without charging. Plus, if you choose our premium package you’ll get a 3 years warranty and daily tips from professionals on how to get an expert shave.”
The Impending Event – 10th Sales Close Technique
This sales closing technique uses a time-limited opportunity or a deadline to close the deal if the prospect can make prompt decisions.
The Impending Event Close works in situations like when a customer cancels on an install schedule and this allows you to put a new prospect ahead in the queue. So you tell them your installation crew will be around their locality for a short period of time and this makes the prospect want to take advantage of the deadline given.
However, this close strategy must be done carefully because if the prospect finds out that the impending event serves your organization better than it does them, it may not be effective and could ruin the close.
This close technique may sound similar to this:
“I just realized that one of our clients had to defer their installation by a week. So we have time for the team to come this week and complete the installation instead of in 2 weeks as we earlier discussed. Should I place you on the schedule?”
The Scale Close – 11th Sales Closing Technique
This sales closing technique assists the move to the closing stage from the qualifying stage. The Scale Close lets you know the interest of prospects regarding moving forward with the deal or if objections that need to be handled exist.
Besides letting you know where you stand in terms of the sales process, it also shows you the next step that satisfies your prospect’s wants.
The Scale Close can look something like this:
“If 10 means you’re interested in our offer and 2 means that you have certain objections that need to be answered, what’s your level of interest in our offer?”
(Say the person rates you a 9)
“Got it. That’s cool. Could you let us know why a 9?”
(The person tells you of a particular feature of your offer they like)
“Awesome, most of our customers like those features as well, so why didn’t we get a 10?”
(Say the candidate states pricing as the objection)
“Oh wow! That’s understandable. We’ve had two other people that were hesitant to switch to our product because of the price as well, but they discovered that the value our product offered was way more than what they paid for in just the first month of use.”
The Ben Franklin Close – 12th Sales Closing Technique
The Ben Franklin Close is similar to the concept that guides a pros and cons list. The idea comes from what Ben Franklin did where he made 2 lists and then made a choice based on the longer one.
The best way to use this closing technique is with prospects who aren’t certain or struggle with making decisions.
However, to effectively use this method to close a sale you need to be sure that you have more pros than cons.
Here’s an example of what the Ben Franklin Close may look like:
“As you’ve probably already noticed, the pros of our app is that it’s versatile, compact and can fix the operational issues that your organization has been trying to solve. However, the con is that it presents a new learning challenge for your team and that it’s a new app.
Though a new app that does a lot better than the current one in use is a better investment than sticking to an operational app that creates more problems than it solves. So we’re just dealing with the fresh learning curve here.”
The Needs Close – 13th Sales Close Technique
The moment you know how your offer can satisfy the needs of prospects, you can be almost certain of a close. This is what Needs Close seeks to achieve.
The prospects send you a list of what they require from a product as per your request. After you receive the list, go through the list and tick all the needs your product satisfies.
Send the list back to them with the ticked needs. If the prospect still doesn’t move to the close, then pose a question to them:
“By satisfying your needs, how will your ROI be achieved and how much money will you save?”
This is a fast and seamless way to help the prospect visualize how your product will be of benefit to them, by proving its value.
Of all the sales closing strategies, this is the most versatile and can work in almost all sales situations. And it can also work with all the listed sales closing techniques in this piece.
The Objection Solicitation Close – 14th Sales Close Technique
The Objection Solicitation Close uses a questioning system to transition the sales process to the close stage. The idea behind the questions posed in this sales closing strategy is to get the prospect to state openly the reservations they have about the offer.
This way the sales rep knows exactly why the prospect is hesitant to move forward with the deal and can easily address the issue directly.
The Objection Solicitation Close works best for a sales cycle process that is stagnant or for people who seem reluctant to make a move.
This sales close strategy will look something like this:
“Is there a reason we can’t send your first bulk order over to you next week?”
The 70/30 Rule Close – 15th Sales Close Technique
This sales close strategy works by using the 70/30 rule, which refers to how much participation the sales rep and prospect should have in the sales conversation. The sales rep should do 30% of the conversation and the prospect 70%.
This ratio is usually termed as a healthy balance. It’s a successful rule because as the potential customer speaks you get to learn what you must need to nudge them to the close stage.
To succeed with this strategy, you need to embrace active listening, both for the relationship between you and the prospect as well as for the sale.
The idea is to simply keep the candidate talking till they uncover every pain point and then you address every one of them with your offer to close the sale.
The Take Away Close – 16th Sales Close Technique
This closing strategy involves you reviewing your product’s features and then suggesting to the prospect that they let go of some of those elements to cut down on costs, hassle, or time, etc.
The idea behind The Take Away Close is that humans don’t like losing anything, even if we do not own it yet.
Removing something from an offer can make prospects want to go through with the original offer, so they don’t lose out on certain elements of the product.
A great example of the Takeaway Close is something like this:
“I understand we talked about the cordless version of the device, but based on how you want to use the device, you may not require a cordless version. Also, the portable version won’t be necessary as well, since you intend to use it at home. That said, what you’d lose on portability will save you a couple of dollars monthly. What’s your take on this?”
The Question Close – 17th Sales Closing Technique
The question close utilizes questions to come up with solutions for the candidate while unmasking the potential customer’s objections.
This sales closing strategy builds on the qualifying stage sales reps use in closing sales. It’s an effective strategy for candidates that are very conscious of where to spend or prefer to hide their intentions. This tactic aims to pull them out with the opportunities your offer presents while you learn about their challenges and business.
You can even use a question to close the deal; doing so lets you address any hesitations the potential customer may have or get down to business.
Here’s how the Question Close would go:
“Now that you get the features of our offer, do you affirm it solves your problem?”
(If the answer is yes, then you can transition to the closing details. Otherwise, ask why it doesn’t handle the problem.)
The Probe for Opinion Close – 18th Sales Close Technique
The Probe for Opinion Close involves the sales rep asking a prospect for their opinion of the service or product. Numerous sales closing strategies use questions to get over obstacles that resist the close of a sale, and this technique is just like such.
By asking a potential customer about their opinion, you’ll be able to know the issues they have about the offer early enough, so you can fix them right away, which speeds up the close cycle.
The Probing for Opinion Close is super effective when the sales rep aims to connect and build a relationship with the candidate. Requesting the prospect’s opinion makes them feel you want to understand them.
Here’s how a Probe for Opinion Close could be like:
“I see you’ve been checking out the forest package on our website theme plan. They are designed to boost your website’s speed. What’s your take on them?”
The If I – Will You Close – 19th Closing Technique
The If I -Will You Close is also known as the Sharp Angle Close and it’s an old sales closing strategy that gives the potential candidate what they’re looking for but gets you what you want in exchange.
This strategy works great when the candidate desires a discount or an add-on service without charges that aren’t included in your offer. The technique works because you give the prospect what they requested, but on the condition that they close the deal right away.
The If I – Will You Close provides a great mixture of assertion and accommodation that ensures the potential customer feels like they get the bigger slice of the pie as well as seals the deal for you.
That said, sales reps need to get their manager’s approval before using this method.
Using this technique to close a sale may sound like this:
“Of course, I can give you the forest theme at a discount. But for this to work, could we seal the deal today?”
6 Tips to Close a Sale Seamlessly
As a founder pushing sales or a sales rep, your goal should be to ensure clear outcomes: “no” or a “yes”, never a “maybe”. That said, follow these tips to move your candidates to a defined outcome quickly.
1. Find the Decision-Maker and Start a Conversation
Qualifying is all about knowing and asking the right questions as well as getting valuable information from the potential customer that provides insight which shows that they’d be successful after buying your product.
This means that the quality of insight you get from the candidate is crucial in assisting them to choose to buy or not to.
However, to effectively get the right information, you have to be talking with the right individual – the decision-maker. Let’s see an example.
If you’re offering a SaaS tool for graphic designers and through an experience, you know that the individual with the final say on buying new tools like what your brand is offering would be the Director of Content, it’ll be a fruitless attempt wasting time speaking to entry-level copywriters or a random content creator in the organization.
The idea is to know who the decision-maker is and start the conversation with them.
Beginning your conversation with the team member who would most probably be the decision-maker with regards to your product or service increases your chances of closing the sale significantly.
Once you’ve done this, the next step is starting the conversation with the decision-maker. But what communication medium is the most effective when getting across to decision-makers about your solution?
And is it ok to start by sending them cold emails, or do you call the company directly requesting to speak with the decision-maker, or perhaps book an exploratory call?
To do this right, you may have to fall back on the facts. 75% of adults in nations like the UK or US have a smartphone however, over a quarter of these adults rarely use it for receiving or making calls.
This is creating a trend of preference for digital communication, which isn’t as interruptive as phone calls when speaking to people who aren’t close to them.
Reaching the decision-maker the way they’d most likely prefer to be reached is only half of a win as most salespersons today lean on email as the first communication medium, with the end goal of getting a video or phone call with the prospect for a deeper discussion about the solution if there’s a show of interest.
That said, to verify the decision-maker’s email (you have to be certain you’re not sending a message to a robot) you can use tools like Rocket Reach, or LinkedIn’s Sales Navigator Lite.
After you’ve confirmed that correct email address for the decision-maker, you can then write a concise cold email with a clear Call-to-Action, which is usually scheduling a call for a more elaborate discussion about your solution.
You can use this cold email template:
Hello [Decision-Maker’s First Name],
I hope you’re doing great! I am reaching out to you because [tell them how you got their email address and how you relate with them: Saw your brand on the web, talked to one of their employees, etc.]
[Name of your business] launched a new solution that will (help your team do so and so). As our solution [one line of the product or service benefits].
I am certain that our solution can help [name their company] [state what the solution will help them achieve again]
Would be available for a brief call on [date and time]?
Your Name
See how the goal of this email is to get the potential customer to either say “yes” or “no” or schedule a call to the question of “would you be available for a brief call on so and so date and time?“
The worst move you could make is to ask a prospect multiple questions in the first email as this opens them up to decision paralysis. That is, they feel that they’re unable to answer all questions at once or overwhelmed and choose not to answer you right away.
Keep your focus on the goal of the next stage in the first email, which is getting them to schedule a call. Every other thing can be done when this happens.
2. Properly Qualify Potential Candidates
Most of the extensive work with regards to closing a sale or whether sales close techniques work, is done in the early conversations and preliminary research when you’re qualifying potential customers by determining if they stand to benefit from your offer or not.
If the candidate doesn’t satisfy your ideal buyer persona, then you shouldn’t waste time trying to close a sale with them or even send cold emails to them.
Before you follow-up with a candidate, ensure that you or a team member begins by ensuring they satisfying the critical qualifying questions such as:
To what degree do they match your ideal buyer persona?
What’s the size of their company?
What’s the brand’s industry?
Where is the company based?
What would be the ideal use case for the company?
What type of tools has the company previously used?
What’s the ecosystem type they play in?
If the answers to the questions above align with your ideal buyer persona, then they’re a qualified lead that would most likely benefit from your offer. You can easily spot candidates that’ll waste your time right away using these questions.
Once you’ve qualified the prospect and connected with the right person in the company, you can then prepare your pitch for delivery.
3. Pitch Your Offer
The best sales reps understand their offer in-depth. And they transcend the knowledge of the product or service by accurately understanding every way that the solution will positively affect their prospect’s business and personal life.
When you try to sell your product’s features to the prospect you’re telling and not selling, because no product can sell itself and you’re not speaking their language. All the candidate cares about is quantifiable results, and how your solution can create an answer to the challenges of their business.
That’s selling and must be the core of a solid pitch.
4. Use the Power of Urgency
By offering the potential customer something time-sensitive, that they’re interested in, you could incentivize them to decide quicker.
This could be a free add-on to the solution, a discount, or anything else that makes them feel like they have the upper hand and that they’ll lose out if they decline.
That said, this isn’t about rushing your potential customer into a decision. The worst thing to do is pressure them.
5. Defeat the Prospect’s Objections
In the journey to closing a sale, you’re going to encounter objections to particular features, pricing, and much more.
Some common objections you’ll encounter are:
Your pricing is way too high
My schedule is too tight
Please email me other information
We don’t need this currently
Industry-specific challenges or objections
You need specific and detailed answers for such objections and shouldn’t “wing it”. Coming up with answers on the call or on-the-spot may make you seem like you don’t know what you’re talking about and that places you in a bad light as a sales rep.
You need adequate preparation beforehand with pre-defined and researched answers to keep the sale as a possibility and ultimately close the sale.
For example, say you’re on a call with a potential client and they’re interested in your solution but display hesitation when it comes to pricing, you could answer with any of these 3 phrases:
“I understand. We had 3 other clients just like you who weren’t certain about the product’s pricing as well. But they quickly discovered that..”
“Is the price issue a budget concern or a cash flow one?”
“Could we explore some creative approaches to aligning this with your budget?”
These answers will force the underlying issues behind the objections to come out. That said, write all the objections your prospect mentioned that you weren’t ready for and have answers ready for such questions in the future.
6. Close the Sale with an Ask
Knowing when and how to ask “Do you want to buy now?” is the cornerstone of closing a sale. And as a sales rep, you need to be comfortable asking that question. As strange as it may seem most salespersons do not ask for the sale.
They assume that presenting the prospect with multiple benefits and why the product is a great fit for their business would move the potential customer to buy, but that isn’t the case most times. You need to ask.
The reluctance in asking for a sale is probably due to not wanting to face rejection but without the ask, you may never close the sale.
Here’s a great way to ask to close a sale.
“I believe your company is a great fit for our solution. I’ve shown how our Solution can solve your challenges seamlessly. Are you set to buy now?”
If you receive a no, handle it with confidence and ask for the reason for the objection, then proffer a solution to the objection that works for the both of you but seems to work more for the prospect.
Conclusion
Every effective sales representative understands the right closing technique to use per prospect. They also know that the most important aspect l of every sales process is the close phase as it’s the make or break stage of the sales process.
These 19 sales closing strategies and 6 tips that we’ve given to you are the most valuable tools to assist you to achieve the sales goals you need to reach to be successful.
Here is a recap of the 19 sales closing techniques we covered:
The Assumptive Close – 1st Sales Close Technique
The Something for Nothing Close – 2nd Sales Close Technique
The Inoffensive Close – 3rd Sales Close Technique
The Now or Never Close – 4th Sales Close Technique
The Backwards Close – 5th Sales Close Technique
The Hard close – 6th Sales Close Technique
The Puppy Dog Close – 7th Sales Close Technique
The Option Close – 8th Sales Close Technique
The Summary Close – 9th Sales Close Technique
The Impending Event – 10th Sales Close Technique
The Scale Close – 11th Sales Closing Technique
The Ben Franklin Close – 12th Sales Closing Technique
The Needs Close – 13th Sales Close Technique
The Objection Solicitation Close – 14th Sales Close Technique
The 70/30 Rule Close – 15th Sales Close Technique
The Take Away Close – 16th Sales Close Technique
The Question Close – 17th Sales Closing Technique
The Probe for Opinion Close – 18th Sales Close Technique
The If I – Will You Close – 19th Closing Technique
With the strategies you’ve gone through in this piece, you’re ready to close sales seamlessly and effectively. You now possess the right close for any potential candidate in any situation you could face.
Generating leads is complicated with any business, but not all leads are created the same. What’s more important in crafting a lead generation strategy is finding valuable leads, ready to make a purchase, which is often an art form to itself. There is a science to the process as well, and knowing the science behind excellent lead generation is the most important thing to move your business forward.
This guide will offer you the complete framework to build your exposure and establish your business as the go-to recruitment service for both future clients and employers over time.
Before we discuss how to generate the best type of lead, it’s fundamental to understand the term lead generation. Lead generation is a term in marketing for a strategy that focuses on building a potential client pool. And with recruiting becoming more competitive than ever, understanding the science behind lead generation will give you and your business a head start on the competition.
In other words, you need to position your services as the trusted source that can help a candidate achieve their goals, but only by using your services.
You want to be seen by potential clients and employers as the center of all career advancement and employment opportunities and your connections, you are the tree, and employers and candidates are like branches growing out from the base of your tree.
Narrow Your Lead Generation Strategy
The primary mistake that businesses make with their lead generation strategies is the one-size-fits-all approach.
Too often, these strategies are too broad in their targeting. It’s often the goal of this strategy to reach as broad an audience as possible and hope for the best outcome.
This approach is the “throw spaghetti on the wall and sees what sticks,” which sounds delicious until you realize that all that spaghetti is on the floor. In this analogy, spaghetti is your time and money and wasted time and money is just not worth it.
What you need to do is focus your attention on getting in front of your target potential client. By focusing on the specific type of client you want to acquire, you can shape your marketing efforts to what that individual may want to hear and where they may find your message the best.
The next step is to offer ways your potential client can grow professionally, whether they choose to utilize your service or not. Make your knowledge and connections so attractive that they can’t resist your offer when it comes time for them to look elsewhere for employment. By taking a helpful tone and approach, you’ll be seen as someone knowledgeable and without an agenda, which helps build trust. By building trust, you are seen as a valuable resource that the potential client will reach out for help when the time is right.
The Best Recruiters Lead Generation Strategies
There are a few tips for creating your best lead generation strategy, and this full guide will explore them in detail.
In essence, you need to focus on a specific type of client, find where they may be “hanging out,” whether it’s social media, blogs, job boards, or other places you can think of, and address their needs in a way that you position your business as the solution.
The goal is to position your business as a trusted expert, an authority in the recruitment and placement process. To set your authority and expertise, you need to develop a clear strategy of how you plan to attract, retain, and position your future clients.
The key is that you want to have a two-headed approach to your lead generation and the first one is to become a trusted resource for employers while becoming more attractive to future potential candidates.
Expand Your Base To Expand Your Opportunities
The first approach is to have as large a pool of potential landing spots for your clients as possible. You need to create an extensive network of connections and job opportunities for your potential clients that have hired your services.
This approach will go a long way toward follow-up and back-filling positions, which doubles your client pool. Back-filling a position is a process where you move one candidate out of a job and relocate them to another position either in the same firm or elsewhere.
You are now able to position another of your clients into the vacant job. Two clients, two jobs, double your earnings. This tactic also helps you build a more extensive network of potential employers for future candidates.
The second phase of this process is to position yourself as the recruiter that potential candidates turn toward as they consider professional growth and advancements. By having an extensive network of potential employers, you become the recruiter who can help a candidate land their best job placement.
Keep in mind that all your work will mean nothing if you cannot promote it and find future clients by focusing on expanding your network of employers and your talent pool.
By utilizing the tips we discuss in this full guide of lead generation ideas, you better position yourself as the expert to turn to and expand your portfolio of professionals and potential landing spots, further positioning you as the go-to recruiter for potential clients seeking professional growth and career advancement.
The 9 Best Lead Generation Strategies To Incorporate
Now that you have your general strategy in place, let’s look at the lead generation’s best practices for your recruitment business.
Content Marketing: Content marketing is a type of marketing that highlights your services’ many benefits toward a specific desired audience to raise awareness of what you can offer without being aggressive in promoting your brand. Right content marketing strategies will focus on providing some resources that a potential client may need to have and offer solutions that are parallel to the services you offer.
Career Blogs: An excellent way to integrate your content marketing is with a career blog. You can use your blog to highlight various opportunities in a profession or present a case study that benefits your audience. The key is to have a great call-to-action that your readers need to act upon, such as signing up to join your talent network or to apply for an open position. You’ll capture their active contact information, and you can reuse that to communicate with them further.
Lead Magnets: Creating a lead magnet that gives your target some solution or tip in exchange for their contact info is an excellent way to further communicate with them. A good lead magnet should be something of value to the reader, have a solution to a problem, and require them to sign-up for more specific solutions. Good examples are case-studies or career guides that show job growth and market trends in time and how you can position them for success in the future, but only if they give you their information!
Hosted Career Day Webinars: In traditional marketing, webinars are the most popular lead generation. A webinar is an online seminar you can schedule to have experts or human resource departments speak on a hiring trend, interview techniques, or some other expert advice and use that webinar to collect information from potential clients. Webinars are an easy way to set yourself apart and increase your reputation as an expert as well.
Engage Your Sphere: We all have a group of colleagues and friends that we speak with regularly. Tap into that resource for referrals and potential leads. If you’re reaching out to your business networks, incentivize them to help you by first helping them. Social psychologists define this as the law of reciprocity. By helping someone, preferably, they have an underlying desire to assist you. Often, that assistance is paid back more than you put in.
Social Media Posts, ads, and boosted posts: According to Pew Research, over 70% of us are active in some form of social media. Knowing where your potential clients may be and the type of content they enjoy is an excellent way to think about how to market to them. You may also write a great piece of content or have produced a great video that you want to promote outside your contact list, and you can do this by targeting a new audience through paid advertising and boosted posts.
Re-target Previous Applicants and Clients: Often, in a job search, many qualified candidates don’t get the position. Using your network, connect with those that missed out on a job, and offer to assist them with placement at another firm or alternate work. Promising applicants are easier to find than great positions, so having a stable of good prospects goes a long way toward building your rapport with employers.
Partnerships: The first thing to consider is a partnership with other recruiting firms that aren’t operating in your niche. For example, you may specialize in health care, so partnering with a medical sales recruiter would be a decent pair. You’d be advocating for a doctor to be placed into a new position while they would be working with you on tying their sales team with your doctor, building a relationship for both parties. By partnering with another recruiter, you may have a lead that fits their client pool and vice-versa. This action encourages the law of reciprocity between you, the other recruiter, and your potential clients.
Get Referrals: The proof is in the pudding, as the saying goes. Offer excellent service, education, and placement for your talent pool and employers, then ask for a referral you can use on your website, social media, or ad. According to Entrepreneur magazine, word of mouth made up 85% of new business for most small businesses! Why is that so powerful? As social beings, humans are predisposed to react to others’ social cues. If something is a danger, we react accordingly, but we share the news excitedly to any-and-everyone when something is great tasting. That’s why getting referrals from past clients is golden to building your reputation in the eyes of potential clients.
Finding new clients to expand your talent pool isn’t an easy task. But with a dedicated lead generation strategy, you can differentiate your business from your competitors, build trust in future clients and employers, and expand your sphere of influence.
You want to become the trusted resource and authority that people seek for help in their job search and as they explore professional growth opportunities. By focusing on the nine ways to generate more recruitment leads, you’ll develop your talent pool, attracting more and higher quality talent over time.
Utilizing the strategies listed here is a sure-fire way to generate an expanded talent pool and position yourself for future growth. You’ll out position your competitors and create a growing revenue stream that is more consistent over the long run.
Any business needs customers and clients to survive and thrive. How a company improves its customer base takes time and planning to organize a proper growth strategy to achieve continuous growth and not operate on the boom/bust cycle. So many are so familiar with how many businesses operate.
The same holds for the roofing business as it does for a brick-and-mortar retailer. How you generate your leads is an essential factor in your business’s growth and overall health.
An ideal strategy that allows you to find new customers while maintaining old relationships is crucial for your business’s long-term viability and makes long-term budgeting and business planning easier.
This guide will discuss how to find new business and maintain relationships with past customers regardless of whether you work primarily in commercial or residential roofing.
The first thing to understand is what do we mean when we discuss lead generation.
Lead Generation Defined
Lead generation is defined as the process you take to create potential clients for your business. By crafting a thoughtful strategy, you’ll build brand awareness and interest in your products and services by future customers.
There are three main phases of lead generation. The first step is creating awareness of your business, what you offer, and how to contact you. Think about it. Customers won’t hire or buy from you if they don’t know you exist!
Next, you’ll want to increase your product’s interest by prospective customers through advertising, the timing of your messaging, and what problems your service offers to fix.
Timing of your promotion and advertising on this is crucial. If you are a roofer, advertising to a household that just updated their roof isn’t an excellent strategy, and unless there’s some critical flaw in the new roof, it won’t lead to any sale for your business.
Finally, suppose you’ve implemented the basic strategy of awareness and promotion to intensify the customer’s intent to purchase from you. In that case, the last step is to move them toward closing a sale.
Let’s say there’s a significant storm heading to your area. If you’ve positioned yourself in front of potential customers and offer some incentive to contact you before the storm, you may see some uptick in business.
However, if you direct your messaging and promotion to potential customers after the storm, you’ll have a much better time generating leads.
Using Lead Generation Strategies For Business Growth
Now that lead generation basics are understood, let’s discuss ways to create new leads for your business. There are two ways to generate leads in today’s marketplace: offline strategies and generating online leads.
Ideally, a strategy would include some form of both, but ultimately it’s best to focus your time and energy on the strategy that you find works best for your specific roofing business. Attempting both an offline and online system and analyzing the data about what is driving the most leads most cost-effectively is what you need to dedicate your business toward.
Offline Lead Generation Vs. Online Lead Generation
Offline lead generation is the traditional way of generating awareness and offers for your potential clients. Some offline generation strategies work better for residential roofing leads, while others may fit the commercial space better and are discussed further in this article. Typical problems with offline lead generation strategies are that they tend to be more time-consuming and sometimes costly.
Online lead generation is prevalent right now. The main reason is that you can set up a campaign through social media, email, or a website with online leads. If it’s implemented correctly, it can act passively for your lead generation. Another factor why this form of advertising is so popular right now is that you can get a broader reach than traditional outreach at a fraction of the time and cost.
How To Find Commercial Roofing Leads
For commercial leads, a combination of offline and online strategies is a good idea. One of the biggest concerns relates to your overall budget and how much hands-on time you have to dedicate to your lead generation strategy.
Once your budget is determined, you can assign the labor to oversee the strategy. We’ll discuss some of the better offline ways to generate leads and then explore the online process.
The goal here is to offer something, advice to a problem occurs, a partnership between you and another vendor or builder, and to ask for contact information in return. By capturing contact information, you now have accessibility to a decision maker. If you market your services smartly, you will be a person you’ve educated and who can hire your services.
7 Great Ways To Generate Offline Leads
With any lead generation strategy, you need to understand that some tactics will generate faster results than others. In general, a lead generation strategy will take some time to implement, nurture, and then close the deal. Especially with offline strategy, it may take some time to get a return on your investment, so you need to plan for that in your budget as well.
It’s easy to spend a bunch of time and money without getting any return right away, and by understanding that these are long-term growth strategies, your business will be better off.
Network: Join up with a service organization such as Rotary International, or join a business-oriented organization such as the local Chamber of Commerce. By joining organizations, you get your business out in front of people who may have a decision-making position within their organizations.
Trade Shows and Publications: By setting up a booth and attending trade shows, you’re front and center of businesses looking for future businesses to work with and hire.
Partnerships: To generate leads in commercial roofing, strategize what groups or organizations may want to partner with your business. Commercial acquisition companies that may buy and then sell commercial real estate would be a good start. You can be the “go-to” roofing specialist for them. Perhaps you give a discounted rate or help them find some properties to acquire in return for loyalty.
Local Seminars: Offer to host a regional seminar for complementary businesses, such as interior specialists, plumbers, or others, and invite commercial real estate and other companies to attend. You can direct the seminar to the costs and problems that only you and your complimentary businesses can solve.
Direct Mailer: You can set up a direct mail campaign to reach out to new construction and commercial construction companies detailing who you are, what you offer, and to get in touch with you. This method can become costly both in the mailer’s production in-and-of-itself and the price needed to mail them out in bulk.
Traditional Advertising: You can pay for advertising through traditional means such as print, television ads, radio spots, and billboards. Another cheaper idea is through sponsorship of local organizations and sports teams. You can have your business name included in the organizations and activities for a small fee, which gives your business some residual, passive advertising.
Referral Programs: Word of mouth is one of the best ways to get in front of potential clients. Creating incentives for employees, past clients, and others in your sphere of influence can be a great way to get in front of businesses that need your roofing services but don’t know about you or your offers.
Guaranteed Roofing Leads
The only guarantee with lead generation for your roofing business is that it will take time and effort to tweak and improve your results. Lead generation in-and-of-itself is excellent, but what you ultimately want are high-quality leads.
These are businesses and individuals that are already inclined to make a purchase. You are working to make them want to purchase from you rather than a competitor.
Our guide to lead generation should guarantee some high-quality leads that will bring you a business in the short-term, as well as stabilize your long-term growth.
The Ultimate Lead Generation Strategy
To guarantee roofing leads, a mixed strategy of offline and online lead generation is the most ideal. However, as we discussed earlier, online leads are less costly than some traditional strategy, and once you start an online plan, you may find it’s the best source for your leads and budget.
6 Online Lead Generation Strategies
Website Optimization: Having a website is an essential first step, but you also need to determine what you want your website to be. Is the website acting as a mere placeholder, similar to an online “business card” where customers can find the necessary information and ways to contact you, or do you want it to function as a more direct part of your lead generation plan?
If you plan on using your website to help with lead generation, then having a detailed plan of the types of ways you intend to get traffic, that is, website visitors is crucial. And optimizing your website to become relevant to search engines is a lengthy strategy best handled by a marketer specializing in Search Engine Optimization (SEO). Examples of SEO for your website would be having it set up for keywords that a customer may be searching for when looking up a service such as yours.
Content Marketing: Content marketing is a marketing type through information, video, and other visual forms that help promote general interest in a brand’s services and not explicitly promote it. It’s a subtle form of advertising, usually by operating a blog, sending emails, or other communication forms to a potential client without being pushy on the sales side.
With content marketing, you’re showing your services, the types of problems they may solve, and are focused on helping advise your audience on common issues. Think about Coca-Cola advertising as a form of content marketing. Their ads show people sharing a soda, having fun, and a good time while being refreshed. It never actually says, “Buy Coke.”
Lead Magnets: Lead magnets are something you can offer a person in exchange for their email and personal information. Capturing their personal contact information is essential because once you have it, you can market to them in any form you choose until they opt-out of participation. Examples of lead magnets are a PDF or case-study that diagrams common issues and solutions. Webinars are useful lead magnets to collect information and are similar to a seminar but without the overhead of renting a space to host it.
Social Media Posts: Social media is any digital tool that allows users to create and share content with others. Facebook, Instagram, Twitter are all great examples of social media. According to Pew Research, social media is the primary way to get eyeballs to your posts. Facebook is the king for where content is consumed, with over 70% of all users consuming video.
Source: Pew Research
With social media, you can target the audience you want to see your post and create a landing page to capture their information.
Online Ads: Creating Pay-Per-Click, or PPC, ads can be a great resource and can be an expensive mistake if done incorrectly. Generating ads that specialize in targeting where your customers are looking can be a great way to be “present” to them.
Creating a detailed plan of who to target, where they might search, and the types of keywords they may be using are essential data points to consider when crafting your ad.
This method gets your ad in front of people searching online for a similar product or service and can be an excellent way to generate leads. If you’re unsure how to set-up a PPC ad program, contact a marketing company with a track record of success setting up PPC ads.
The best lead generating strategy will incorporate multiple angles of exposure for your business. By analyzing the results of what is gaining the most traction and what isn’t very useful, you can tweak your campaigns and become more sleek and efficient with your lead generation plan.
Suppose you implement a lead generation plan with an eye toward future growth. In that case, you’ll establish your business as an authority that can solve many of the issues that plague your potential clients. By having better brand recognition and traditional selling tactics, you’ll be able to book out business on a consistent long-term basis and not have to rely on your competitors’ boom/bust cycle.
