How to Close More Deals With Your Current Opportunities
Many business owners focus on generating new leads, but a significant opportunity often lies in closing more deals with the opportunities you already have. Understanding when and how to share pricing with customers can make a big difference in your revenue.
Don’t Give Away Your Leverage Too Early
One of the biggest mistakes is giving the price too soon. Whether a lead comes through a phone call, Facebook Messenger, Instagram, a lead form, or text, pricing is one of your strongest points of leverage. If you provide it before building rapport or explaining your process, you reduce your chances of closing the deal.
Before sharing a quote, focus on educating your customer about your service. Many customers don’t understand what’s involved in your work. Connecting price to value is crucial:
- Explain the process: How your service works, what’s included, and what makes it worth the price.
- Build rapport: Customers are more likely to buy from someone they trust and understand.
- Step 1: Gather Key Information
Before giving any pricing, collect three essential pieces of information:
- Location: Make sure the customer is within your service area.
- Project details: Understand what needs to be removed to estimate effort and cost.
- Timing: Knowing when they want the service helps gauge urgency. Immediate needs indicate a higher likelihood of closing; distant timelines often mean they’re still shopping.
- Step 2: Choose the Right Communication Channel
While initial conversations can occur over text or Messenger, closing is best done in person or over the phone. Phone or in-person interactions allow you to:
- Build rapport
- Educate the customer about your process
- Present the quote effectively
For larger jobs (quarter trailer or more), in-person quotes are ideal. For smaller jobs, a quick phone call is sufficient.
- Step 3: Present Pricing Strategically
When presenting a quote, clearly explain your charges and what they cover. Avoid giving the price immediately without context. For example:
Wrong approach: Customer asks, “How much?” You say, “$220.”
This often results in lost deals because no rapport or understanding has been built.
Instead, follow a structured process:
- Explain your minimums and what’s included
- Show the value of your service
- Provide the quote only after you’ve educated the customer
Why This Matters
Many business owners close only a fraction of the leads they get. For example:
- Closing rate: 30%
- Opportunities per month: 100
- Jobs closed: 30
If you improve your closing rate to 40%, that’s 10 additional jobs per month. Even at a modest average ticket of $350–$400, that’s $3,500–$4,000 extra revenue.
Increasing from 30% to 50% would add 20 more jobs per month, significantly boosting revenue and giving you the flexibility to:
- Reinvest in marketing
- Hire additional team members
- Take more profit home
Tips for Improving Closing Rates
- Educate your customer before quoting: Explain the process and value.
- Build rapport quickly: Phone or in-person conversations work best.
- Understand urgency: Know if the customer is ready now or just browsing.
- Be consistent: Follow the same process for every lead, no matter the source.
- Track your closing rates: Know your current performance to identify areas for improvement.
Resources to Help You Close More Deals
To support your sales process, a 25-page sales guide is available for reference. It provides structured approaches to:
Engage leads
effectively
Build rapport
quickly
Close more
deals
Additionally, there will be upcoming courses and a free Facebook group where you can ask questions and get hands-on guidance.
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Final Thoughts
Most business owners leave money on the table by giving away pricing too early or skipping essential steps in the sales process. By refining your approach, you can increase your closing rates, boost revenue, and grow your business without needing more leads.
If you want to improve your closing process, start by reviewing your current approach and consider implementing these steps consistently. Small changes can create big results.