In this video,
I'm gonna show you my process
to lock down a logical next step,
a callback, a meeting, a presentation.
(tranquil music)
Hi, I'm Matt Elwell of the Elite Closing Academy
and in the video that you're about to watch,
we deal with something
that people ask me about all the time
which is I've tried to get back to someone,
they didn't answer.
Following up, I'm knocking down a prospect
to speak to them on the phone, to meet them on site,
to make a presentation,
whatever the logical next step is,
this video will show you how to lock down the next step.
If this is your first time here,
and you found that information useful,
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When we lock down a logical next step,
so it doesn't have to be necessarily a callback,
it could be you're presenting in front of a board,
it could be you're arranging
to meet somebody on a property site,
it doesn't matter what the logical next step is,
what does matter is you must follow a purposeful process
to lock it down.
Now, an example of something that happened today
was we'd been speaking to a prospect
and the prospect and us had agreed
to speak today at 10 o'clock.
The most purposeful you can be at this point,
and I'm gonna go to like my own role play here,
so let's just imagine we're on the phone
and we're having a great prospecting call
and the logical next step
is to give you some information
and then the next time we speak,
we're actually gonna close the deal.
So the call goes something like,
so look, it's been a great call,
thank you, Mr. Elwell, the Elite Closing Academy,
thank you so much for the conversation.
Give me a callback on Friday.
I just need have a speak to my business partner.
Now, at this stage of the prospecting cycle,
we're like okay, we're all right to speak Friday.
Here's the crucial bit,
what you must not do
is allow nothing else
to change between those two days.
Let me put that another way.
So if you just go yeah, okay, cool,
we'll speak Friday but nothing else happens,
there's no other information that exchanges,
the likelihood is that on Friday,
you're gonna have exactly the same conversation
that you're having now.
Something must change on this process.
You've gotta be able to take the prospect
from here and move it further down the line
to where it's a hot qualified lead
where you can close it.
Something has to happen,
so the first thing that I always do
is use agreement.
So would it be okay if we spoke on Friday?
Of course.
Firstly, let's lock down a time on Friday to speak.
Before we do though, this is critical,
between now and Friday
when we speak again, what information would you need
from me that we haven't already provided
so that when you speak to your business partner
or the board or whatever it might be,
it makes it an absolute cert
that when we do speak on Friday,
it's just to confirm getting started?
So what information have you not had so far
that you need from me
so that when you do have a conversation
with your business partner,
the next time we speak is yes, let's go ahead
to what do you need from me?
So this is critical.
So before we speak on Friday,
you must, as the salesperson,
make sure that you move it along.
What haven't they got
that they need that's gonna sway the decision.
What information do they need
or that they're sure of that they need
to get the result?
What are we missing here?
This is the first part that you must do.
You must make sure that you're super purposeful
at this stage.
It's called being purposeful.
95% of salespeople go yeah,
speak Friday at 10, bye.
And they're gone.
That is not purposefulness.
Nothing will change.
If that's you, you've got to change.
You've gotta make sure that by the time we speak on Friday,
something else has happened
that gets it closer to the moment
when we'll close the deal.
So that's the first thing.
The second thing is you must lock
the callback, the presentation,
the meeting, whatever it is.
You must lock it down
and here's my suggestion.
A lesson I teach called the lockdown.
Firstly, I would send a Google Calendar
with the time on Friday that we've agreed
and I always give two options,
so on Friday I'm available at 10 o'clock in the morning
or two o'clock in the afternoon.
Which one suits you best?
That's the first thing.
I always make the decision available for them.
It's their decision when we speak.
That's qualification in itself.
You didn't say no, I didn't wanna speak,
you chose a time
and looked at your diary
and created space to speak to me.
So it's important, it's in your diary.
Raise your hand if you're busy.
You gotta make sure you lock down this time
in their diary and dent their memory
that you're gonna be speaking to them at two o'clock.
Then the power of the Google Calendar
is the heading, Matt Elwell, Elite Closing Academy,
two p.m and put the title in the title.
Put what's gonna happen.
Sign up to his Academy
or whatever the outcome is.
If you can get the outcome into your heading
and they see it, ping, oh, two o'clock I've got Matt Elwell
about his Academy, it dents the memory
and when they have a look on Friday morning
when they open their laptops, ping,
I've got Matt at two o'clock today about the Academy
and they're already starting to think
about well, who've I gotta speak to,
what have I gotta get done
'cause when he calls,
I don't wanna be in a position
where I can't make decision.
So that's the next point.
You must lock it down.
Now, bear in mind, 85% of emails
either don't get read or don't get opened.
So if you send that email, Google Calendar,
do it while they're on to you if possible.
And if you don't do it while they're onto you,
send them a text to say I've sent you a Google Calendar,
let me know you've got it via email
and then get them to text you, get them to text you back.
I've sent you an email confirming our call
about my Academy on Friday at two.
Text me to tell me you've got the email
'cause I wouldn't wanna think the email gremlins
have handled it.
You see what I mean?
Don't assume that the email's landed.
Assume it hasn't landed
and therefore use another form of technology.
Like how do you communicate with your mom and your dad
and your friends and your girlfriends?
Text, WhatsApp, Facebook Messenger.
That's what you've gotta do here.
Your prospects should be communicated
in the same way you do with your friends.
So this is so you have purposeful,
this is to see how much effort goes into locking
this logical next step down.
There's an energy to it,
there's a process to it,
it's really important
and what happens is for people
that don't have a profile at this point,
they go, forget Friday,
let's get it down here.
That happens, particularly if you've done
the prospecting journey properly
and you know what their pains are,
you know what they need, it's urgent
and you trust each other.
Or they will actually make time on Friday
'cause it's important to them, right?
Solving a problem is important to them
and because you've been purposeful,
they're gonna speak to you Friday.
Now, here's another thing you can do,
depending on how big the business is
that you're dealing with.
If it's a multi-six, multi-seven figure business,
the likelihood it is
that the decision maker
will have somebody else looking after their diary.
Who's that person?
Who else looks after your diary?
Who else needs to have this lockdown
so they ensure that you've got time in your diary?
This is all part of locking something down.
So don't assume that that person looks
after their own diary.
Ask them who else looks after your diary?
Who else needs to see this email?
Who else do I need to make sure knows about it
so on Friday we're gonna talk?
And critically finalize it again
before I get off the call,
what else do you need from me
so that on Friday,
you've got everything you need
and that is how you lock down a logical next step.
It requires purposefulness,
professionalism and persistence.
If anything about locking down a logical next step,
locking down a phone call,
anything I just said
that you are either struggling with,
you would like more information on,
then comment in the box below.
I really wanna serve you.
I'm really interested to know
how do you lock down the logical next step right now?
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