Blog

The 3 Step Process to Closing More Business

Sep 8, 2022 | Marketing

Marketing Blog

How often have your marketing solutions put you in front of a prospective client and felt like it was a done deal? Then somehow, somewhere, things went amiss. Maybe you didn’t hear from them again, or they didn’t show up for their appointment. Or they were ready to sign the paperwork and ghosted you. Don’t worry; this happens to even the best salesperson. How can you improve your appointment setting process and close more business?

Don’t worry! Elite salespeople use tried and true techniques to improve conversion rates. Our three-step process will help you streamline your appointment setting, allow you to meet with more qualified prospects, and help you close more business. Let’s dig in!

Step One: Build a Rapport and Learn About your Prospects

Make sure the first meeting is all about them. Listen closely to what they are looking for. A business relationship goes both ways. You want to make sure you understand their goals and expectations, so you can help them reach them. And ideally, you should exceed their expectations. But, you also want to ensure they are a good fit for you before setting an appointment!

When you provide a high level of personal service, you help sell them on a second meeting and move one step closer to closing more business. How do you meet prospects the first time? Some salespeople cold call, which is a complicated way to earn trust. A savvier way to build rapport and earn trust is through in-person educational events. You’re more likely to get a follow-up through solutions like seminar marketing, in-person appointment setting, educational workshops, and webinar marketing for lead generation.

Why is that? Because in the first meeting, you’ve been able to showcase your personality, expertise, and ability to help them reach their goals. And for life’s most important decisions, those are all key.

Step Two: Dig Deeper and Provide Advice

You got a second meeting! Congratulations! Now is the time to put what you’ve learned about the prospect into practice. Make notes and plan the meeting ahead of time to target their needs and concerns specifically. Personalize your appointments, and you’re more likely to close more business. In fact, 71% of consumers expect companies to deliver personalized interactions. So don’t let them down!

Offer advice and prove you’ve listened to their concerns. Provide answers to their problems, and ask questions about their situation. People want to be understood and partner with a business that gets them. This is your opportunity to seal the deal and put their concerns to rest.

Step Three: Final Meeting and Paperwork

You’ve used solutions like seminar marketing, appointment setting, and webinar marketing for lead generation. And it’s worked! You’re ready to sign the paperwork and make it official. But don’t do what so many salespeople do – take your time. Don’t jump right in and push the papers in front of them.

Take the time to revisit their concerns, clarify the plan of action, and what your services and expertise can provide. Ensure their expectations haven’t changed, and you can give them the service they expect.

Once you’ve ensured that both prospect and business are ready to sign, do it together. And celebrate! You’ve closed another big deal! Don’t stop there, though. Ensure you stay on track and keep your customers happy – it’s more profitable to retain customers than to reach new ones.

Now You’re Ready to Get Out There and Close More Business

We’ve made closing more business seem easy, but we know it can be anything but. When you want to set up seminar marketing campaigns, webinar events, or one-on-one appointment setting, LeadingResponse can put you in front of highly-qualified, motivated prospects. Our experts can help walk you through the solutions that will grow your business. Let’s get started.

Get started today!

Call us at 800.660.2550
or fill out the form below:

We respect your right to privacy.
Skip the form? Click HERE.

Professional woman works on a laptop on her desk, with papers and a coffee mug nearby
Jun 23 2025

Medicare Compliance Check: What’s New for This AEP?

Each year, CMS updates or clarifies its guidelines. This blog will walk you through what’s new for...
Items on a desk, including a laptop open to graphics and the word PPC, a glass with pencils, a notepad, and a pair of glasses.
Jun 16 2025

Innovative Approaches to Estate Planning Attorney Marketing in the Digital Age

Among marketing strategies, pay-per-click (PPC) advertising stands out as one of the most...
Financial advisor speaks to a crowd, with lots of hands raised for questions
Jun 12 2025

Building Your Brand: Establishing Authority through Financial Planning Seminars

Financial seminars have emerged as one of the most powerful tools for establishing credibility,...
Professional man stands in front of a large wall covered in light blue and white marketing metrics and graphics
Jun 05 2025

Measuring Success: Key Metrics for Evaluating Preneed Marketing Campaigns

Whatever your funeral home marketing strategy, tracking what’s working helps you do more of what...
Blue paper with a segment torn. Underneath the tear, is says "Storytelling is the best marketing"
Jun 02 2025

The Power of Storytelling: Using Narratives to Connect with Clients in Estate Planning Advertising

How do successful estate planning attorneys break through hesitation and grow their firm? The...
An archery target sits at the bottom of the image with a red dart in the center
May 29 2025

Avoid These Common Mistakes When Targeting Your Audience

If you want to refine your marketing strategy and ensure you’re reaching the right people, it’s...
Black chalkboard with Marketing Strategies and other marketing related words in white chalk
May 22 2025

Crafting a Comprehensive Estate Planning Marketing Strategy

To grow your client base you need more than just experience. You need a robust estate planning...
Black background with two road signs pointing in opposite directions. One says Right, and one says Wrong.
May 19 2025

5 Signs You’re Targeting the Wrong Audience

Let’s explore five telling signs that you may be targeting the wrong audience, how this misstep...
Mature couple sitting at a table with a preneed provider discussing arrangements
May 15 2025

Informing and Empowering Consumers in Preneed Planning

When families think about the future, they often focus on savings, retirement, and protecting...
Hand appears on the left side of the image holding a magnet. Small magnetic people are lined up and being pulled up.
May 01 2025

The Ultimate Guide to Lead Generation: Fueling Growth Across Industries

Lead generation isn’t just a part of your marketing strategy, it is the strategy. This guide...
Popular Topics