Here's The Thing...
Introducing your prospects to the concept of 'Credit Repair' as a service can be scary if you are not use to it. Selling the service can be even scarier, however if you know exactly what to do, say and how to communicate the benefits will change the dynamic from anxiety to explosive confidence.
The Secret is That There Is No Secret
Let’s assume you’ve started your credit repair business. You’ve put some of my credit repair marketing tips into practice. Or, some of your own. And now you have customer prospects. What are you going to tell them about your credit repair service that sets you apart from the competition? What’s going to get them to agree to become your customer and pay you to provide credit repair? The bottom line is, have you learned how to sell credit repair to customer prospects?
We use a very specific process when having a conversation with credit repair client prospects. This process is responsible for literally tens of thousands of sales of our credit repair services since 2014. We, of course, have revised the process as needed. But it still follows the same basic principles. It is one of the first tools we give a new credit repair Agent so they can learn how to sell credit repair to their customer prospects.
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Ask Questions to Gather Information
Too often salespeople in any business want to jump into telling and selling far too quickly. They’re so focused on closing the sale they forget the most important factor in selling. And, that’s to ask questions. By asking questions you do 2 very important things. You gather the information that is useful in the subsequent conversation. And, you build trust and credibility. The more questions you ask, the more you seem like you know what you’re doing. You put people at ease. And, you don’t seem like an aggressive salesperson.
- How did you hear about us?
- What’s happening with your credit report (or credit score) that’s creating some challenges for you?
- What type of derogatory items do you have on your credit report? (Note- we do NOT pull credit for a prospect yet. We do not do this until they start the service. We have found that people know if they have negative items on their credit report, what type of items they are, and roughly how old those items are. That’s all we need to know at this point.)
- What type of accounts are they?
- Are these open or closed accounts?
- How old are these items?
- Do you know your current credit score?
- Do you own a home now or are you a renter?
- What type of positive accounts do you have on your credit report?
- What’s the primary reason you want to increase your credit score at this point?
Depending on their answers your conversation will go down different paths. But this is the basic information you want to know before you launch into telling and selling.
Educate Your Prospect on Credit Repair Law
This does not mean you start citing chapters from the Fair Credit Reporting Act. It does mean that as you explain what you do, the process you are going to go through to help them. As an example, explain that you’ll be looking at their credit reports and analyzing those reports to determine their derogatory items. You, or someone in your company, will draft dispute letters. The letters will go to the credit bureaus. The credit bureaus will contact the creditors. The creditors have 30 days to reply. If they reply, your item will not be removed, and you’ll have to take the next step. If they don’t reply, the item will be removed.
Whatever you feel your process is, explain it! This is key in learning how to sell credit repair. This provides comfort to the prospect. It also, again, builds trust and credibility. How are they going to be involved in this process? Explain it. Notice as you are explaining this process, you are selling your service.
Stop and Ask a Key Question
What’s the key question? “Do you have any questions about what I just explained to you?” You want them to ask questions at this point. What questions could they ask?
- How long does it take? (I’ve learned to weave the time frame into my explanation of the service as covered above. This alleviates this question.)
- Can you get a certain type of item off my credit report?
- How much does it cost? (Hopefully, you’ve not shared this with them yet. Why? Because you do not share prices until you’ve built value for what you do. In fact, you may not be done building value. See the next step.)
If they have no questions, that’s ok. You either proceed (see below). Or, you tell them how much your service costs.
What Else Do You Do Other Than Credit Repair?
This can be a huge factor in your success. If you’re going to have to compete with other companies in your area or on the internet, you have to offer more than the removal of derogatory items. If you’re going to rely on word of mouth only, and your prospects aren’t going to call anyone else, maybe not.
We offer an array of credit-related and financial services as part of the credit repair service we offer. So, when we are teaching new Agents how to sell credit repair to customer prospects, this is a key component.
Close the Sale
Once you’re done with explaining other services you offer, or if you do not offer anything else as part of your service, it’s time to close the sale. We ask very simple and non-threatening questions. “Does this sound like something you’re ready to get started with today?”
At this point, you’ll find out how motivated they are. Do they really want to buy that house or car? If your prospect came as a referral from a real estate agent or mortgage broker, the chances of them saying “yes” are high. The chances are probably not so high if they came from an internet ad or Facebook or Instagram post.
If they say they are not ready, I suggest asking another question to find out why. “Is the reason you’re not getting started due to your budget or do you need to know more about how we can help you increase your credit score? This will typically flush out whether they have the money or not. If not, you can choose to get a future date when they will have the money and follow up.
Learn More About Our Credit Repair Business Model
We offer a very unique credit repair business model. This model can alleviate many of the challenges in starting a credit repair business. Visit Start a Credit Business. where you will find a detailed overview video. Once you've seen the video, if you'd like to ask questions and learn more, let's talk. Click the 'Book a Phone Appointment' icon and schedule a call with me on a day and time that works for you. Talk to you soon!