Getting in front of advertising prospects is more challenging than ever. Here are three tips to raise your closing ratio and to make your radio sales presentations more persuasive:
1. Limit The Options
The fewer options you give a prospect, the better the chance you’ll close the deal. 2-3 options max is the sweet spot. Any more choices can create decision paralysis and will reduce your opportunities to close.
2. Create a Pain from Loss
Loss aversion is when we feel the pain of losing something more acutely than the pleasure of gaining something. We all like to win, but we hate to lose. In your next presentation, spend a bit more time sharing what your prospect might lose out on if they don’t take advantage of your pitch.
3. Add Some Scarcity
The more scarce something is, the more we want it. You can create scarcity by putting a number to it. Make a limit to the number of sponsors that can take advantage of your pitch or an expiration date in which the presentation is no longer available.
Incorporate any or all of these persuasion techniques into your next radio sales presentation and watch your closing ratio improve.