constant contact sales training: recommendation and close

© 2015 Constant Contact, Inc.CTCT Sales U 04/15/2023 1

Recommendation and CloseStage: Close


CLOSED

Close

Summarize and Recap

Needs

Determine a package

Show how the package

will solve needs

Confidently recommend

the Sale


Set up the Close!

• Recap the needs

CLOSED

Recap

RECAP• Repeat back the

needs you have discovered

• Ask if you missed anything… if you did, they will tell you


What does it sound like?

“So ____ from what we have talked about so far, It sounds like you are looking to send out a monthly promotional email and ultimately accelerate customer growth… does that sound like we are on the same page? Did I miss anything important?”

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Recap

Discovered Needs:

• Increase new customer growth for 2015

• Send a monthly promotional email


Start with Ultimate or Essential / Email with My Library Plus

Only mention Basic pricing / EMM Pricing if the trialer asks

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Decide


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Tie Back

Most of the Yoga studios I work with are in the Essential Package. It will help you run different campaigns to maximize the reach of your promotion and ultimately bring new customers to the studio. Not only can you build, send and track a professional promotional email – but you can take it to the next level and run that promotion through Facebook, incentivize your current customers to share it and the package comes with great list building tools to help you capture those new leads.


Selling Levers

• List Size• Time frame• Design Team (Campaign Design, QuickStart)• Against Competition (Support, deliverability, double opt-in, etc.)• Expanded Storage + FB/Instagram integration• Refer a Friend (not in Toolkit right now, coming)• Promotions• Money Back Guarantee • Personal Marketing Coach (PMC, Ultimate)• Autoresponders (Essential and Ultimate)• Multi user – 3-10 users (Essential and Ultimate)

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Recommend!


Shhhh, I'm letting the package

marinate!

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Recommend!


What if I can’t close them?!CLOSED


Advance the sale with an…

Actionable Advance!1. Specific Date/Time

2. Action to be completed

3. Pre-Close statement

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Objections to the CloseCLOSED

I don’t have my Credit Card on me. I can hold on the line while you get it.

I have to get approval first. Is your boss in now? We can all talk and get this started.

I have an entire 60 day trial left.The trial lets you send to 10 people – Lets setup the account so you can send to everyone and maximize your results.

I’m comparing you to other services.Lets get the account started so you can give it a full test and see what it will do for your business.

Its too expensive. (Competitor/Outlook comparison)

We give you a ton of value and options to help market your business. We are more dedicated to helping small businesses succeed than anyone else and it’s proven! (Share Aberdeen Stats)

I don’t have the time to do this right now. Most of my customers that get started right away see the best results.

My website isn’t ready.That’s ok! Lets make sure you are generating buzz about the new site now, so when you launch it – it will be as successful as possible.

I have no list / a small list.Not a problem! Lets get the account started so you can start sending to the contacts you do have, entice them to share, and then capture those new email addresses.


CLOSED

You Try!

Close it!Needs Discovered:• Increase their exposure/get more leads• Save time• Send a newsletter

Remember to: Recap, Package it, Tie Back and Recommend the sale!


When you recommended the sale they said

You Try!

CLOSED

“I need approval from my boss to pay for this and I still need to gather the content for the newsletter”


Post Close/Transition

Building confidence in the purchase & transition to support and other education/resources available to the new customer.

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Why do we need a post close/transition?

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Sample Statements within the Post Close/Transition• Now that you’re a customer, you have unlimited access to our support team. Constant

Contact is super easy to use and I’m confident you’re going to see awesome results, but like any new product there could be a small learning curve. I recommend that if for any reason you get stuck, stop what you’re doing and call them. They will save you time and make you pro at using Constant Contact. I help new customers all day long, just like I did with you.

• I want to make sure you are aware of our referral program at Constant Contact that rewards you and the person that you refer. You receive a $30 credit each time you refer someone who becomes a customer. Your referee receives $30 as well. Some of my customers pay for their Constant Contact account through successful referrals! Do you know anyone who you think would benefit from Constant Contact that I would be able to reach out to and see if I can help or would you be willing to forward around my contact information?

• If your new customers asks, “are you still my point of contact”– No, I’m here to help our new trialers get started on the right path. As a paying customer

you now have access to the same support team that I go to myself. No need to make an appointment, just call them and someone will be there to help right away, 7 days a week. Let me give you that number now.

• If your new customer calls or emails you back, it is your responsibility to either:– a. Answer their question– b. Connect them to the right person in Support or Billing by transferring the call or responding to

their email with the correct phone number

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Questions?CLOSED

constant contact sales training: recommendation and close

Marketing

ctct sales u

constant contact

closed recap

closed tie

recap needs

recap recap

essential package

essential email