Take Away Close: What Is It & How to Use It to Close Prospective Clients

There are many ways to close a new client into a product or your services. The take away close is great because it can be done subtle enough to help the prospective client take the plunge.

Video Transcription

Sunshine: Are you using the takeaway to close clients?

Crystal: Welcome to For the Love of Business, I’m Crystal.

Sunshine: And I’m Sunshine. Let’s get to it.

How to actually close prospective clients?

Crystal: That it is.

Sunshine: Why do you call it the takeaway close?

Crystal: The takeaway close is because, think of it like this, if someone gives you something and immediately takes it away, what happens psychology wise?

Sunshine: I want it back. Give it back to me.

Crystal: And you want it more, right? So, it increases scarcity and produces demand.

Sunshine: Okay.

Crystal: So, let’s talk about the takeaway and how you actually use it for a service and a product. So, let’s start with the service. So, let’s say a prospect comes up to you in a networking event, you are talking, and getting to know each other. They say, we have a discovery session or meet and talk more about it, you could reply with the takeaway, “Hey, I don’t know if it makes sense on both ends or not. But if it does make sense on both ends, we can do a 60-minute discovery session to see if it’s a good fit to work together on some level.” So, what did I just do just then?

S: You offered something and you said, well, if it makes sense for you, it might make sense for me. So, what do you think?

Crystal: Well, and I said, if it makes sense on both ends.

Sunshine: right. If it makes sense for you and it makes sense for me–

Crystal: Yes. So, we are on equal footing.

Sunshine: Okay.

Crystal: And I actually took it away softly which the response would be from the prospect what?

Sunshine: Oh, yeah, that sounds good. Let’s set something up.

Crystal: That’s right. They are going to say, of course, that makes sense. Let’s get our calendar out right now.

Sunshine: Okay, so what’s a harder takeaway? Because I know this is a soft one. But what’s another, well, how do we incorporate this besides just, you know, if it makes sense on both ends? I mean, it sounds, really soft. I know, it’s a networking event, but I know there’s another place that you use the takeaway?

Crystal: Well, let’s talk about the product take away, that’s a little bit more, not harsh, but a little bit more firm.

Sunshine: Okay. Okay.

Crystal:  Remember, you don’t have to be harsh to do the takeaway close or any close.

Sunshine: Okay.

Crystal: So, let’s say you’re going to Tumi, you want to buy some luggage.

Sunshine: Okay.

Crystal: So, you’re looking at something, someone comes over, pulls down the luggage for you is opens it up. You answer all the questions, and then you say, “Oh, I need to think about it. I’m not sure I want this luggage.” What do they do with that piece of luggage?

Sunshine: They zip it back up and put it back on the shelf?

Crystal: That’s the takeaway. And then of course, you’re going to hang out because you’re looking at that luggage on the shelf.

Sunshine: Yeah.

Crystal: And then you ask more questions. They pull it down and zip it let you touch it. Feel it?

Sunshine: Yeah. Take it for a spin around the store. Make sure it’s something that you want at the airport.

Crystal: Yep. And then if you say anything about again, immediately they shut it up, put it back on the shelf, and then you’re just staring at it.

Sunshine: It is quite, yeah, I guess I need to buy this.

Crystal: Yep, that’s right. So, now you know how to do the takeaway for a service and a product.

Sunshine: What’s your number one takeaway from today’s video? Leave us a comment and thanks for watching.

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Crystal Shanks

Crystal Shanks, Certified Business Coach and CEO of Run Right Business Consulting, has been coaching business owners and executives around the world to achieve optimum results since 2009. Coach Crystal teaches her clients proven strategies to build thriving businesses and careers. She has worked with thousands of businesses and executives to generate substantial revenues and maximize profits.