The alternative close

Ever Been fobbed off by the someone who says they’re happy to meet you but never agrees to a date and time? It happened to me all the time when I worked in recruitment. One day, when ranting again that so and so wouldn’t agree a time and date, a colleague told me about the alternative close.

The idea is simple. If you’re selling something, then there’s no reason your buyer should work to help you. Even something as simple as opening their Outlook calendar and finding an available slot or two can be too much like hard work. The alternative close helps by offering simple, binary choices.

So, the hot lead agrees to meet you. Excellent. Now, let’s get that meeting in the diary.

Me: Next week or the week after?
Hot Lead (HL): Next week

Me: Tuesday or Thursday?
HL: Thursday

Me: Morning or afternoon?
HL: Morning

Me: 10am or 11?
HL: 10am

Boom! The meeting’s been bagged by offering options so the hot lead feels like they’re in control, but there’s only ever two options and, most importantly, not meeting is never an option.