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The Ben Franklin Close

    • 270 posts
    June 11, 2007 9:23 AM EDT

    Can you give a link to an example of this technique in use at a web site?

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    Bert at Harvey Software, Inc.
    Multi-Carrier Shipping Software and Supply Chain Solutions for Internet Retailers

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    • 1 posts
    January 9, 2009 11:31 PM EST

    As much as I love direct sales, I can no longer encourage or support a Ben Franklin close.  I think it`s time to call it quits and join the forces of Google and Stompernet.  LET PEOPLE BUY.  If you have a great product, and decent marketing, you will win!

    Let it go!

    thanks for a nice post,  sorry to disagree,

    Edserv

    • 741 posts
    June 4, 2007 2:19 AM EDT
    Here`s a very effective sales technique I used with great success back in the 80`s, when I was selling Craftmatic Adjustable Beds.

    I also believe it can be incorporated into sales letters and ads as well.

    It`s called The Ben Franklin Close.

    It`s also known as The Balance Sheet Close.

    Here`s how it works:

    You`ve just finished making your sales presentation to a husband and wife, but the couple is on the fence and can`t make up their mind. You`ve tried everything in your arsenal of sales closes, but can`t still get them to commit.

    Suddenly you say, "You know, Benjamin Franklin was one of the wisest and most respected men in history. Wouldn`t you agree, Mr. & Mrs. Jones?" (It`s important to get the prospects to agree with you.)

    "Whenever he was faced with a tough decision - much like you are today. He would take a plain piece of paper, draw a line down the middle and put a plus sign on one half, and a minus sign on the other.

    He discovered that by listing all the positive elements on the plus side of the paper, and the negative things on the minus side, the answer would become obvious. That makes a lot of sense, wouldn`t you agree?" Again, it`s important to get the prospects to agree.

    "With your permission, I`m going to borrow Ben Franklin`s method for just a moment. Since you`re having a tough time making a decision, lets list the benefits--some of the reasons you should make this purchase. Then we`ll list the negatives. Fair enough?" Once again, get the prospects to agree.

    Now simply list all of the positive qualities of your product or service.

    Better yet let the prospect list most of them. Whatever the prospect writes down will obviously be the main points of interest to him or her. Make sure you develop a complete list.

    After you`ve listed all of the positive points, let the prospect list the negatives." Don`t say a word while the prospect is listing the negatives.

    The list of negatives will always be shorter than the list of positives. Why?

    Because usually the only negatives prospects can think of have to do with price or affordability.

    So how can you incorporate the Ben Franklin close into a sales letter or ad?

    Here`s how I would do it:

    Knowing that the average website only closes 1 or 2 percent of first time visitors, at the end of my sales letter I would have a link that says, "Read this only if you`ve decided not to order today."

    Then I would have a separate page summarizing my product or service again, using The Ben Franklin Close.

    It`s definitely worth testing!

    Dale King
    DKing2007-6-4 7:21:0

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    • 741 posts
    June 4, 2007 2:17 PM EDT

    Thanks, Nikole.

    Dale King

     

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    If you`re tired of all the money-making
    hype, lies and scams...read this!
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    • 741 posts
    June 11, 2007 11:22 AM EDT

    Thanks for the kind words, Steve.

    I`m glad you enjoyed the article.

    Dale King

    ---
    If you`re tired of all the money-making
    hype, lies and scams...read this!
    Click here for more details!


    • 27 posts
    June 11, 2007 9:08 AM EDT
    Dale

    I really enjoyed this. I`ve been closing for more years than I care to mention
    and have come across this type of thinking before.

    The real coool thing here is the way you`ve translated it to the web site.

    Thanks very much for the idea. I`m certainly going to try to find a way to
    use it.

    Hopefully I can return the compliment one day.

    Steve

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    • 21 posts
    November 10, 2014 5:08 PM EST
    hmmmm, that ben franklin was a clever fellow