What Is Your Call To Action – CTA
“The man on top of the mountain didn’t fall there.” ~ Anonymous
If you are having trouble closing sales, make sure you read this. I know many people that are hard working salespeople but struggle with closing the sale. If you are like them, you want to pass the buck to your manager, your fulfillment team or maybe blame your spouse. I would challenge you to look at your CTA, call to action or in the sales world close to action. Let ‘s examine this by starting with the Home Shopping Network.
When the Home Shopping Network began, sales were not taking off as expected until someone figured out that they needed to tell their viewers to pick up the phone and call during a certain period of time. When they added this to their equation, sales began to take off.
Salespeople today don’t understand why things are not happening as they once did in the past. My answer to this is they aren’t as forward in asking for the business. Salespeople love to be the victims and blame the economy, the weather, politics, and anything they can think of. When times are good, salesmanship tends to erode. People stop doing those things made them successful because the market conditions have made it easy to sell (i.e. the mortgage or real estate industries in the early 2000s). The problem is as soon as the selling conditions change, salespeople need to adjust to them or be passed over.
An Issue: We are in a nation of procrastinators. Plus, many salespeople have just stopped asking for the sale because they don’t have much in their pipeline and don’t want to be too pushy. So, they don’t have the potential client take action. An action is a follow-up appointment, a commitment or a decision. If you want to close more sales do these three things:
- Tell them how this can help their problem. Focus on the problem as a pain. People hate pain and want a solution for it.
- Give them a limited time to act. They need to feel the urgency to move.
- Ask for a decision. Notice I did not say sale, but a decision. You want to make the process forward or move on from it.
So, my question to you is what is YOUR call to action? If you are like you everyone else, you will wait until a later time to examine your personal call to action. You will continue to repeat what you have been and are doing, and you will end up like a hamster on a wheel. You will go nowhere and never fix the issue.
Now it is time to use one of life’s greatest powers. You have is the power to choose which always has two distinctive choices.
- Choice 1: Addressing your call to action. You’ll have more control of your destiny and income.
- Choice 2: Ignore your call to action and an action will find you. It will probably not be the one you want.
Remember: People tend to delay the action. If you don’t have any actions prepared when the moment is “present”, you are left with an empty box!