The JOLT method is a relatively new way to motivate your customers to buy your products or services.
We’ll take a look at the JOLT method in this article.
JOLT method overview
“Hmmm… to buy or not to buy…” —most of your first-time customers.
Believe it or not, your biggest bane isn’t your biggest competitor… it’s the indecisiveness of your customers.
It turns out that between 40% and 60% of deals fall through because customers with buying intent end up changing their minds.
You’ve probably witnessed this phenomenon yourself.
The good news is, two researchers developed an effective method called JOLT that can help your customers cross the finish line.
Let’s break it down…
(J)udge the level of customer indecision
You need to find out quickly if the customer is able to buy… and more importantly, if they’re able to decide.
If you can tell from early interactions that a customer is waffling or unsure or needs more time to think things over, it might be best to disqualify them.
(O)ffer your recommendation
Too many choices can be paralyzing, so the further your customers are in the marketing process, the fewer choices they should have to make.
Sellers that can offer recommendations based on customer needs have significantly better chances of closing the deal.
Stats show that the more questions you allow, the less likely you are to sell.
The best sellers use their expertise and persuasion to “guide and demonstrate” the product or service, and anticipate or address customer objections.
(T)ake risk off the table
Customers love knowing they have access to a “get out of jail free” card.
Opt-out clauses, money-back warranties, and other assurances of success can soothe uncertainty and swing the customer’s decision in your favor.
There you go… four ways to ‘JOLT’ customers to buy
Find ways to work this method into your marketing funnel.
It may just increase your sales.