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Using tie-down phrases to close more deals

Want to close more deals? Change your wording to elicit “yes” responses by using tie-down phrases.

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tie down phrases

tie down phrases

Increasing your success rate

Do you ever fear that you sound like Charlie Brown’s teacher when trying to close a deal – like the person on the other end has no interest in deciphering your nonsensical gibberish? As a businessperson, it’s normal to have a spiel to reel in prospects, but if your wording is passive and doesn’t engage with the listener, they’re more likely to tune you out and get lost in their own thoughts. One way to increase your success rate during a pitch is by using tie down phrases.

A tie down phrase is normally fashioned in the form of a question and is used to elicit a response from the listener. By turning a statement into a question, the speaker is able to invoke acknowledgement from the client and hear their opinions on things rather than spending an hour reciting a bunch of information to this person while their eyes glaze over.

For example, if you’re a Realtor showing a house to a married couple with children, and you want to draw attention to a picturesque window, rather than stating: “This window is great. You can see the whole backyard from here,” a better way to start the conversation would be to ask, “Wouldn’t it be great to look out of this huge window and see your kids playing there – that would make such a great memory wouldn’t it?”

Getting the response you’re looking for

The first statement is likely to receive no response as the person is probably thinking about where they’re going to go for lunch later. The question with the tie down phrase could also not get a response, but the person would look foolish if you ask a question and they remain silent. It’s more likely to get an emphatic yes and the client may even launch into a story about how their parents use to watch them from the window during their childhood.

In another instance you may say: “This condo is a property that’s been well maintained and will alleviate the stress of doing any handiwork yourself. Wouldn’t that be great if you didn’t have to worry about doing any repairs?”

Your client is likely to nod their head in agreement or say yes – because after all, who would want to be obligated to fix a housing disaster?

By emphasizing aspects that people can relate to in a tie down phrase that elicits a “yes” from your client, you develop a sense of camaraderie with that person and can leverage that positivity to close the deal. Eliciting involvement from your client and nudging them to provide input to the conversation increases the level of interactivity and maintains their interest in what you’re talking about.

Destiny Bennett is a journalist who has earned double communications' degrees in Journalism and Public Relations, as well as a certification in Business from The University of Texas at Austin. She has written stories for AustinWoman Magazine as well as various University of Texas publications and enjoys the art of telling a story. Her interests include finance, technology, social media...and watching HGTV religiously.

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4 Comments

4 Comments

  1. JasonBlackburn

    August 24, 2012 at 12:09 pm

    Tie down questions are great but are too often overused and ask for answers to questions that are not really important to the client. An agent may get them involved, but it also may annoy them and the next weekend they are looking at houses with another agent. Tie down questions became popular when Tom Hopkins wrote his real estate book back in the late 70s, and many trainers still teach the technique without updating when and how to best use them. A better way is to use a technique called MEMO with tie down questions. MEMO = Mention Early, Mention Often. So once I discover a buyer’s dominant buying motive (DBMs = Pride, Profit, Love, Need, or Fear) I mention what features of the homes we are viewing meet their primary and secondary DBM and then use a simple tie down to ascertain if that feature indeed satisfies their want or need. For instance, a buyer is moving because they recently got a promotion and can afford to move up, in talking to the buyers I ask them if there was one room in their current house they could blow up, what would it be, and they respond the kitchen and dining room, because they have always wanted to host dinner parties and family gatherings in a place large enough and nice enough to impress their friends and to annoy the sister that has hogged all the Thanksgiving dinners. I now know what feature of the layout is most important to the buyers and what their primary DBM is – Pride. Now I can structure my tie down questions to demonstrating, validating, and gaining agreement that a home meets their satisfies their primary DBM Using MEMO and ties downs. For instance, ” Folks, one of the main reasons I wanted to show you this home was because while many homes meet all of your basic wants and needs, this home a special kitchen and dining room. They are perfect for entertaining large groups for formal and informal gatherings, and with the bay windows and the sliding door leading out to the deck, all your guests cannot only be envious of the home, but also the view you get to enjoy everyday. I think this is home that can get your family over here next Thanksgiving. What do you think would be their reaction?” 

  2. BlueFernRE

    August 29, 2012 at 10:40 pm

    great post! 
     
     @BlueFernRE    
    https://bit.ly/bluefernblog

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Business Marketing

The advertising overload strategy needs to stop, here’s why

(BUSINESS MARKETING) A new study finds that frequent ads are actually more detrimental to a brand’s image than that same brand advertising near offensive content.

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Advertising spread across many billboards in a city square.

If you haven’t noticed, ads are becoming extremely common in places that are extremely hard to ignore—your Instagram feed, for example. Advertising has certainly undergone some scrutiny for things like inappropriate placement and messaging over the years, but it turns out that sheer ad exhaustion is actually more likely to turn people off of associated brands than the aforementioned offensive content.

Marketing Dive published a report that claims that, of all people surveyed, 32% of consumers said that they viewed current social media advertising to be “excessive”; only 10% said that they found advertisements to be “memorable”.

In that same group, 52% of consumers said that excessive ads were likely to affect negatively their perception of a brand, while only 32% said the same of ads appearing next to offensive or inappropriate content.

“Brand safety has become a hot item for many companies as they look to avoid associations with harmful content, but that’s not as significant a concern for consumers, who show an aversion to ad overload in larger numbers,” writes Peter Adams, author of the Marketing Dive report.

This reaction speaks to the sheer pervasiveness of ads in the current market. Certainly, many people are spending more time on their phones—specifically on social media—as a result of the pandemic. However, with 31% and 27% of surveyed people saying they found website ads either “distracting” or “intrusive”, respectively, the “why” doesn’t matter as much as the reaction itself.

It’s worth pointing out that solid ad blockers do exist for desktop website traffic, and most major browsers offer a “reader mode” feature (or add-on) that allows users to read through things like articles and the like without having to worry about dynamic ads distracting them or slowing down their page. This becomes a much more significant issue on mobile devices, especially when ads are so persistent that they impact one’s ability to read content.

Like most industries, advertisers have faced unique challenges during the pandemic. If there’s one major takeaway from the report, it’s this: Ads have to change—largely in terms of their frequency—if brands want to maintain customer retention and loyalty.

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Business Marketing

SEO: The Unsung Hero of Digital Marketing Success

(MARKETING) Despite sexier emerging trends, the reality is that you can’t build out a successful online presence and marketing strategy without SEO.

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SEO Analytics

If you want to win with digital marketing, you need to stop focusing all of your energy on TikTok and hot trends and instead emphasize some of the more foundational elements that make up successful marketing strategies. This includes search engine optimization (SEO).

Why SEO Matters in 2022 and Beyond

It’s easy to forget about SEO. It’s one of those staples of digital marketing and online business growth that’s been around for so long that we tend to lump it into the “has-been” bucket. But despite sexier emerging trends, the reality is that you can’t build out a successful online presence and marketing strategy without at least paying some attention to SEO.

Here are some specific reasons why it matters:

  • Organic search. Even in a world of paid traffic, organic search reigns supreme. It’s the traffic source that continues to give you clicks regardless of whether you’re footing the bill or not. It’s a free source of qualified traffic that’s interested in what you have to offer before they even click.
  • If a user continues to see your website and brand name pop up on Google, they’re going to assign a certain amount of authority and credibility to you. This can be leveraged to drive conversions.
  • Good UX. You can’t have good SEO without paying attention to intelligent UX and high-quality content. If you follow today’s SEO best practices, you’ll position your brand far ahead of your competitors.

We could list dozens of other reasons why SEO matters, but it basically comes down to these three things. If you can drive traffic, establish authority, and implement a compelling user experience that engages the right people at the right time with the right content, everything else is going to fall into place.

SEO

Tips for Mastering SEO

Understanding the importance of SEO is one thing. Now, how do you go about implementing a successful SEO strategy that propels your larger digital marketing efforts? Here are a few suggestions:

  1. Establish These 3 Pillars

It’s easy to get sidetracked with your SEO efforts. There are dozens (if not hundreds) of different tactics and techniques you can implement. But if you don’t start with the basics, everything else will be a waste of your time, energy, and effort.

Chain Reaction, an SEO company in Dubai, is a firm believer in what they call the three SEO pillars:

  • Technical. This is the boring part of SEO, but it has to get done. This includes tasks like fixing technical errors, using the proper URL structure, setting up the right website hierarchy, managing page speed, etc.
  • Content. While more exciting and creative than technical SEO, content is time-consuming and expensive (if outsourced). Having said that, it’s the fuel to any good SEO strategy. Without it, you aren’t going anywhere.
  • Authority. You need to tap into the authority of other websites to set your brand apart. The more you align with other trustworthy sites, the faster you’ll grow.

If you can win in each of these areas, everything else has a way of falling into place.

  1. Go Local

Did you know that 46 percent of all Google searches have local intent? Or that 88 percent of people who perform a local search visit or call the company within 24 hours?

Google is no longer reserved for high-level research or answering simple questions. People go to Google when they want to find a specific product or service in their area. The companies that prioritize local SEO are the ones that pop up in the search results. Make sure that’s you!

  1. Invest in Backlinks

Few things move the SEO “needle” quite like backlinks. When acquired from highly authoritative and relevant sites in your niche, they can amplify your results and prove your credibility. While you can wait to “earn” backlinks, it’s generally recommended that you take a more aggressive approach through strategies like guest blogging. 

  1. Analyze and Iterate

There’s no perfect SEO strategy. The rules are constantly changing and, as a result, so are the best practices. By constantly analyzing the data and studying analytics, you can identify when and where to optimize. An iterative approach like this is the key to being successful.

Putting it All Together

SEO doesn’t get nearly the same buzz as the latest social media trends or web design tactics. However, it’s arguably more important. Make 2022 the year that you invest in SEO for your business. It’s a decision that you won’t regret!

SEO is the unsung hero of digital marketing

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Business Marketing

Pay employees for their time, not only their work

(MARKETING) Yes, you still must pay employees for their time even if they aren’t able to complete their work due to restrictions. Time = Money.

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pay employees for their time

The COVID-19 pandemic has inspired a lot of insightful questions about things like our healthcare system, worldwide containment procedures, and about a billion other things that all deserve well-thought answers.

Unfortunately, it has also led to some of the dumbest questions of all time.

One such question comes courtesy of Comstock Mag, with the inquiry asking whether or not employees who show up on time can be deducted an hour’s pay if the manager shows up an hour later.

From a legal standpoint, Comstock Mag points out that employees participating in such activities are “engaged to wait”, meaning that – while they aren’t necessarily “working” – they are still on the clock and waiting for work to appear; in this case, the aforementioned “work” comes in the form of the manager or supervisor showing up.

In short: if the reason your employees aren’t working is that the precursor to completing the work for which you pay them is inaccessible, you still have to pay them for their time.

Morally, of course, the answer is much simpler: pay your employees for their time, especially if the reason they are unable to complete work is because you (or a subordinate) didn’t make it to work at the right time.

Certainly, you might be able to justify sending all of your employees home early if you run into something like a technology snag or a hiccup in the processes which make it possible for them to do their jobs – that would mean your employees were no longer engaged to wait, thus removing your legal obligation to continue paying them.

Then again, the moral question of whether or not cutting your employees’ hours comes into play here. It’s understandable that funds would be tight for the time being, but docking employees an hour of their work here or there due to problems that no one can control may cause them to resent you down the line when you need their support in return.

The real problem with this question is that, despite most people knowing that the answer should always be “pay them”, the sheer number of people working from home in the wake of worldwide closures and social distancing could muddy the water in terms of what constitutes the difference between being engaged to wait and simply burning time.

For example, an employee who is waiting for a meeting to start still fits the bill of “engaged to wait” even if the meeting software takes an extra half hour to kick in (or, worse yet, the meeting never happens), and docking them pay for timecard issues or other extenuating factors that keep them from their work is similarly disingenuous – and illegal.

There are a lot of unknowns these days, but basic human decency should never be up for debate – especially now.

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