“...it has gotten a lot of people across the finish line that wouldn't have gotten there otherwise.” - Mike Morris

Undecided Customer

The Convenience Close. I'll walk you through some of the things I get. I got a customer on the fence. They're an undecided buyer and I'm trying to figure out, “How do I get you across the fence to buy now?” and they're gonna say, “Well I want to talk with…” “I want to think about it…” “I want to…” They start making up all these excuses about how they want to delay because they want time to do it. Like, “We never make a decision on the spot.” “Okay, that's fair, like, I'm not gonna say you can't do that. That's fair. I want your relationship to last. I have a question for you: So you like the idea of solar, right? How long would it take you to figure out how many days to whether you want to do it or not one day two days? Like, tomorrow, could you let me know tomorrow if you want to do it or not?” See, I do it short. I say tomorrow and then they say, “No, no, no, I can't do it tomorrow. I need two days.” “Okay, cool. So two days, we’ll do two days.”

So then I've got them to nail it down. See, what they don't know is what I'm gonna do on this side. What I'm doing is, I am leading the mouse to my mouse trap and they don't know that that's what's happening. So that's why I say this: “You like it, how long do you need?” I keep it short. They say, “I need two days.” I'm like, “okay, cool.”

Justify

And then I have to come in here and justify it. I'm like, I've got to help all kinds of people so I only work from 5pm to 8pm. So I've got to figure out how to help as many people as I can. I always say corporate America works from 8am to 5pm. So you have an eight hour day. I've got a three hour day. Mine's very different so I have to be highly productive doing it. I said, “Because it's really hard for me to come back, I have a convenience offer for you.” I underlined these words because they’re important. “Because…”, so that's justifying. Then I say the convenience offer. “So you can decide by this day.” Once they see that, then what I do is I'll pull up my iPad. I'll even start joking like, “Have you guys ever ever seen a Convenience fee that you've paid before and you're trying to figure out ‘Why am I paying a convenience fee?’”

Decide Later

Yeah, I've always been confused. It's like an anti -convenience fee. And so because of that, then what I do is I say, “I'm gonna do my convenience fee differently.” Then, I pull up these things like this. I’m like, "Check this out. Here's a picture of me bringing somebody cash. This is somebody who gave me a referral. So here's what I'll do for you. If you will let me fill out the paperwork now, and I know that you're not gonna buy now, you want to make the decision on Wednesday. So what I'll do is I'll give you $200 cash back if you let me fill out the paperwork now. I've got to take some pictures while I'm here but that way I don't have to come back. Then, if you want it, cool. I don't have to come back. If you don't want it, I don't care. I mean, don't buy it if you don't want it. It doesn't matter to me.” Then they say, “Okay, yes, that makes sense.” “Okay, cool, let's fill out the paperwork.”

This right here is critical. The “yes” has to be easy. If I don't hear from you by then, we'll start your project on the next day. It's like, “If I don't hear from you, I'm gonna start the project. So if I don't hear by Friday, Saturday I'm gonna start your project But if you don't want to do it, you have to let me know, that way I don't start your project. We can just cancel the project.” I usually leave this part for when I'm just stepping out the door. I get this done and then I usually do this after my paperwork is filled out.

When I look at this right here, I'm counting on people to be lazy. I just like, you get busy with life and it just goes through. This one you actually deliberately have to contact me and tell me, “I don't want it.” And so this is lazy or time got away from you and forgot, or whatever it is but you advanced.

They put me on subscription plans and I'm like, “Oh crap they just charged me for this. Oh well, it's there.” I got Consumer Reports so that I could buy…I can't remember what it was. I wanted to buy a bunch of things that year so I set up Consumer Reports. I didn't realize that it was a recurring charge. Bam, it hit my credit card. I'm like, I didn't need that. I'm like, “Well, I guess I have another year of it. It's done now, right?” And so, from now on, I always put them on credit cards that are locked all the time. Constantly, perpetually locked because every business recognizes if you put somebody on a system that's continuity where it's like that, it advances.

So it's the same difference. When I want to cancel on those continuity ones, because I don't want that problem, I put it on a credit card that's locked. They make it very hard for me to say, “I want to cancel.”

It's easy, man. Yes, it's slick, it's just smooth, no sand in the gears. I show them pictures like this (I've got tons of them) so that they see it and it helps them believe it. I do that all the time. I've closed a ton of deals that way, where they just can't make a decision so I'm like, “Hey, you know what, why don't we do this? You can decide and let me know.” and then they just glided right in. I don't know how much this has made me. It's made me a lot, it has gotten a lot of people across the finish line that wouldn't have gotten there otherwise.

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