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Don't EVER say "Sign the contract" 🤦‍♂️

18 Aug 2023 · 1 min

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Short sales-advice clip by Eric Deeran (Master Filmmaker) advising sellers to avoid saying “sign the contract” and instead use language like “authorize the agreement” paired with the client’s desired outcome (e.g., "authorize the agreement so that we can start working with you to create content and scale your business"). The rationale: “sign the contract” feels constraining/locking-in, while “authorize the agreement” frames approval toward outcomes and may increase close rates.

Chapters

I wanted to elaborate on how you get your clients to sign the contract. And the first way is by not saying sign the contract. The words you want to use are authorize the agreement. So I'd say something like, okay, John, and then I'm going to send over our agreement, and then you'll just need to authorize the agreement so that we can start working with you to create content and scale your business. So you want to say, authorize the agreement so that we can insert outcome that they want here, because that reminds them of the outcome of why they're authorizing the agreement. When you say words like sign the contract, it feels like they're getting locked into a contract, and nobody wants to feel constrained or locked in. It's a very small hint, but subtleties like this could mean the difference between getting the deal and then not getting the deal.