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Write You - The Most Common Client Objections and How to Deal With Them
The employment market for IT professionals is finally back in full swing. After about 4 years of outsourcing, downsizing and complete businesses going down it is an employee market again. Many IT employees were holding on to existing jobs to wait out the rough times for employees. Others were not so lucky and had to find a new job - either in the same field or in a different career path. In most cases an employee ended up with less money and a smalle
While there are hundreds of objections, I've found the most common to be:
1. It costs too much. 2. It's too hard -- will require too much effort. 3. It's some type of gimmick and won't work (think weight loss pills). 4. It's going to take too much time, my situation isn't THAT bad and I can fix/change it before this [insert your product name/service here] will work (think credit counselors). 5. I know it worked for Mary, but it won't wor
When faced with a problem, our instinct is to attempt to solve the problem straightaway. A Smart Thinking strategist is likely to adopt a different approach. They ask: Should I really solve the problem, diverting my energy, resources and time towards it? If the problem is insignificant or if it is a problem that is not worth the effort, why waste the resources in the first place? The most important benefit of this type of thinking is you are able to
Think about the above quote for a second. When you want, I mean REALLY want something, you can almost always rationalize getting it. You find a way to overcome that nagging little voice whose job it is to object and throw up obstacles.
I want you to view objections as a good thing. Yes, seriously!
If your prospects have objections, it means they are considering hiring you or purchasing your product. If they weren't interested, they wouldn't waste their time inquiring -- especially in today's world where they can be on your website one second and on someone else's the next.
Chances are good that prospects are visiting your site because they have a problem. Chances are even better that they've had this problem for a while and may have even tried to resolve it themselves.
You are in the problem-solving business -- it doesn't matter what you do, if you own your own business, you need to recognize that you provide solutions. For example, a virtual assistant gives her clients back their time to work on higher-revenue-producing activities while she focuses on the administrative details of managing a business, Nutrisystem delivers diet-conscious meals directly to your door so you don't have to think about portion control or cooking, I provide my clients with simple and proven marketing and systems solutions so they make more money while enjoying more freedom.
Your job is to identify the solutions that your business provides, anticipate what your prospects objections are and have those objections answered *in advance*.
If you are selling a product, your sales page/letter should anticipate and address objections. You can check out http://www.VA GuideToMoney.com to see how the sales page answers questions before readers have a chance to fully ask them. Prospects need to have their questions answered -- even at 3am -- or they will go elsewhere!
If you are selling a service, you want to be sure that your website/marketing materials address objections throughout the copy.
While there are hundreds of objections, I've found the most common to be:
1. It costs too much. 2. It's too hard -- will require too much effort. 3. It's some type of gimmick and won't work (think weight loss pills). 4. It's going to take too much time, my situation isn't THAT bad and I can fix/change it before this [insert your product name/service here] will work (think credit counselors). 5. I know it worked for Mary, but it won't work
It is nearing the end of year and the season of office parties has begun. This could be your big chance to smooze up to senior management and vie for future promotion opportunities. It could be your chance to make a move on that hottie in accounts or just a great opportunity to relax, enjoy the company of your colleagues in a social setting and celebrate the year.But the office Christmas party is often far from an innocent social event and f
Chances are good that prospects are visiting your site because they have a problem. Chances are even better that they've had this problem for a while and may have even tried to resolve it themselves.
You are in the problem-solving business -- it doesn't matter what you do, if you own your own business, you need to recognize that you provide solutions. For example, a virtual assistant gives her clients back their time to work on higher-revenue-producing activities while she focuses on the administrative details of managing a business, Nutrisystem delivers diet-conscious meals directly to your door so you don't have to think about portion control or cooking, I provide my clients with simple and proven marketing and systems solutions so they make more money while enjoying more freedom.
Your job is to identify the solutions that your business provides, anticipate what your prospects objections are and have those objections answered *in advance*.
If you are selling a product, your sales page/letter should anticipate and address objections. You can check out http://www.VA GuideToMoney.com to see how the sales page answers questions before readers have a chance to fully ask them. Prospects need to have their questions answered -- even at 3am -- or they will go elsewhere!
If you are selling a service, you want to be sure that your website/marketing materials address objections throughout the copy.
While there are hundreds of objections, I've found the most common to be:
1. It costs too much. 2. It's too hard -- will require too much effort. 3. It's some type of gimmick and won't work (think weight loss pills). 4. It's going to take too much time, my situation isn't THAT bad and I can fix/change it before this [insert your product name/service here] will work (think credit counselors). 5. I know it worked for Mary, but it won't wor
A Conveyor System is not just the belt that is prominently seen. It is often a complex creation achieved through the application of deft engineering skills. The success of any operation that requires material handling depends on the speed, efficiency and dependability of its Conveyor System. Usually, in major projects, it is not something that is bought off the shelf and installed. It has to be designed and engineered to suit specific requirements.al assistant gives her clients back their time to work on higher-revenue-producing activities while she focuses on the administrative details of managing a business, Nutrisystem delivers diet-conscious meals directly to your door so you don't have to think about portion control or cooking, I provide my clients with simple and proven marketing and systems solutions so they make more money while enjoying more freedom.
Your job is to identify the solutions that your business provides, anticipate what your prospects objections are and have those objections answered *in advance*.
If you are selling a product, your sales page/letter should anticipate and address objections. You can check out http://www.VA GuideToMoney.com to see how the sales page answers questions before readers have a chance to fully ask them. Prospects need to have their questions answered -- even at 3am -- or they will go elsewhere!
If you are selling a service, you want to be sure that your website/marketing materials address objections throughout the copy.
While there are hundreds of objections, I've found the most common to be:
1. It costs too much. 2. It's too hard -- will require too much effort. 3. It's some type of gimmick and won't work (think weight loss pills). 4. It's going to take too much time, my situation isn't THAT bad and I can fix/change it before this [insert your product name/service here] will work (think credit counselors). 5. I know it worked for Mary, but it won't wor
Dr. Albert Ellis, recently voted one of the most influential psychologists of the last century, is rumored to be on his way to a Nobel Prize.As a long-time admirer of Ellis, and as someone who had the privilege of learning with him, in person, let me say its well deserved.Ellis says we can experience an emotion that we dislike and alter it, because our reasoning capacity controls our emotions, to a large extent. His approach is to teac
If you are selling a product, your sales page/letter should anticipate and address objections. You can check out http://www.VA GuideToMoney.com to see how the sales page answers questions before readers have a chance to fully ask them. Prospects need to have their questions answered -- even at 3am -- or they will go elsewhere!
If you are selling a service, you want to be sure that your website/marketing materials address objections throughout the copy.
While there are hundreds of objections, I've found the most common to be:
1. It costs too much. 2. It's too hard -- will require too much effort. 3. It's some type of gimmick and won't work (think weight loss pills). 4. It's going to take too much time, my situation isn't THAT bad and I can fix/change it before this [insert your product name/service here] will work (think credit counselors). 5. I know it worked for Mary, but it won't wor
Lesson On The Use Of Deception In Business Strategy(From A Movie - And An Ancient Book)If you don't mind I'd like to start this piece with a narrative of the closing stages of an interesting movie I once watched titled TROY. If you do mind, then skip to the next section, as I believe I've put in enough from there to still convey most of my intended message :-).It was intriguing to watch a scene in the movie, where the Gree
While there are hundreds of objections, I've found the most common to be:
1. It costs too much. 2. It's too hard -- will require too much effort. 3. It's some type of gimmick and won't work (think weight loss pills). 4. It's going to take too much time, my situation isn't THAT bad and I can fix/change it before this [insert your product name/service here] will work (think credit counselors). 5. I know it worked for Mary, but it won't work for me, because my situation is special/unique.
We all have that same nagging little voice whispering in our ear and the fact is, there will always be objections to any service or product you provide. Chances are, you've thought of at least one of the above in the last week -- I know I have!
I want you to take a good look at the SOLUTIONS you provide your clients and then write a short response to each of the objections above. Read your responses until you are comfortable saying them (practice in front of a mirror if you need to) and then pepper them throughout your marketing materials and keep them by the phone for when you are talking to prospects.
You provide solutions to at least one problem. You owe it to your prospective clients to help them help themselves by hiring you sooner rather than later.
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