Whether you are trying to sell a prospective customer on buying your product, a prospective investor in funding you, or a prospective partner in doing business together, you will encounter and will have to overcome objections.
Importantly, you should plan for these objections beforehand. How? By expecting them, and trying to preempt them.
Here are the five universal objections for which you should be prepared.
Objection #1: I’m too busy
This makes it hard to even get your foot in the door in the first place. At the advertisement level, people will skim over your ad and never commit to focusing on and reading it. You’ve got to show prospects fast that what you’re offering is worth their time.
The solution is to get their attention. Tease them with something, promise something, use memorable messages, and/or give prospects value up front.
Importantly, the better you understand who your customer is and can speak to their specific needs, the better you will do in getting their attention and getting them to spend time considering your offer.
Objection #2: Why do I need you?
Particularly if prospects are not actively seeking the product or service you offer, you must show them why they need it. Show them what life can be like with your solution – how it solves a key need or pain.
Sometimes you even need to put them in pain, if they don’t know or think they are in pain. For example, while your prospects may be happy with their CPA firm, a message that stated “learn the 3 ways your CPA firm is probably costing you thousands of dollars each year” will make them think they do have a pain/problem and get their attention.
Objection #3: I don’t have the money/the price is too high
This objection comes up earlier than you’d think. It’s partly because people and companies are both more cost-conscious these days, and partly from people’s aversion to spending more money on something at all. So “I don’t have the money” is their excuse to bail before getting too invested in the decision-making process.
The solution here is to show prospects the value of what they are getting. Will your product or service enhance their lives, save them money in the future, position them to be more successful, etc.? Let them know the answer to this question!
Likewise, if the prospect is considering an alternative solution to your company which is less expensive, you need to show why the best decision is to go with you.
Objection #4: I’m not sure I believe you
People are skeptical, and don’t believe everything you advertise or say. They want to know you’re for real and they want to see proof that your product or service does what you say.
Show them you’re legitimate by letting them know your credentials, seeing your work, knowing your clientele or how long you’ve been in business, and also that you’re honest, have integrity, and really care.
One of the best ways to prove you can get results is showing testimonials from other customers. This is why “before and after” pictures are used in most weight loss commercials. This can be done with many products.
Other things you can do to overcome skepticism include offering money back guarantees and simple return policies.
Objection #5: Let me think about it/I need to speak with my partner/manager/etc.
Sometimes prospects legitimately need to think about a decision. Or they need to discuss it with someone else. With regards to the latter, ask questions from the beginning to determine if there’s another decision-maker. And if so, bring that other decision-maker into the conversation earlier so you can “sell” both decision-makers at once (rather than having to do it twice).
With regards to the prospect requiring time to consider the decision, make sure to follow-up with them while their making that decision. That doesn’t mean calling or emailing every hour. But rather periodically checking in on them. Importantly, find reasons to check in. For example, maybe you read about something in the news that you think they’d find interesting. If so, call or email them with the piece of news. When you do, there’s no need to even bring up the sale you want to close. Rather, focus on helping them and staying in touch, and each time you do, you’ll move closer to securing the sale.
Getting new customers is one of the hardest things a business must do. By considering the objections prospective customer have, and preparing for them (via adjusting your marketing materials and training your sales team), you will more successfully attract new customers. This can and will give you a competitive advantage, and allow you to grow a successful company.
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