Chances are that you have a business where you are providing products or services to others. Having a website is just one aspect of your business and it supports what you are doing. It is a tool to help get visibility, share information, build your expert status, and get in touch with potential clients and customers.
Having a discussion with these people is always exciting and a chance to help them accelerate their business, enhance their lives, or help them in whatever way you operate your business.
Towards the end of that conversation when you bring up moving ahead and working with you (or purchasing one of your products), I am sure you have heard all kinds of objections:
- I have to think about it
- I have to talk to my partner about it
- It’s too expensive
- I should be able to do it on my own
- I don’t have the time right now.
As people, I think we are programmed NOT to seek out help. Think about it. The moment you think you are going to be pressured or persuaded or ‘tricked,’ we immediately shut people and ideas out – even when we know we need help!
Here is a perfect example – last November I went to a dealership to get some information and check out a new motorcycle. On the knowledge side, I would rank myself a 4 on a scale of 1 – 10 on what I needed to know to buy a bike, what to look for, size, considerations, etc. When I walked in the dealership, a friendly salesman came over and asked me…. “Can I help you?” I immediately said exactly what you are thinking I said! “No thanks – I am just looking.”
I took a few steps and thought to myself, “Why did I say that? I NEED some help!”
But, that is what we do.
When you hear an objection from a potential client, it does not always mean, ‘No – I am not interested.’ There is probably some other reason that is holding them back.
Adam Urbanski of The Marketing Mentors does a super job of providing you with some thought provoking, deep probing, and ‘conversation continuers’ on how to deal with the 5 objections above. For example, if someone gives you the objection, “I should be able to do it myself” Adam provides this as a response that you can use:
“Hmmmm…how long have you been dealing with this issue? If you haven’t solved it on your own so far what makes you think you can do it now?”
as well as a few others. Each of the 5 objections above have a couple different responses that you can incorporate into your conversations.
Check out Adam’s post, Get More Clients: How to Respond to the Top 5 Objections and discover a few ways to handle each of the objections listed.
[…] Paul Taubman, recently curated: Handling Objections […]