How many of these objections have you heard from your customers?
“That’s more expensive than I thought it would be…”
“I thought I could get on your calendar sooner than that…”
“I’ve heard of (competitor’s name), but I’ve never heard of you before…”
“That sounds complicated…”
“I don’t have time for that…”
“Maybe I’ll just do it myself…”
Part of being an empathetic guide is taking these objections seriously, not getting defensive, and walking your customer through this part of the decision process.
If you’ve been in business for a while, you’ve got a mental list of the common objections. So don’t wait for your customer to bring them up; head them off early in the process. Here are two good spots to take them head-on:
Overcome Objections on Your Website
Visit www.plumpristineclean.com and scroll to the bottom of the homepage. There’s an entire section that tackles the philosophical objection that “hiring a housekeeper is selfish because I could do it myself.”
Visit www.stripealot.org and scroll to the bottom of their homepage. They overcome two objections: DIY and “cheapest bid.”
Overcome Objections in Your Sales Email Sequence
Can you figure out the objection that was overcome in the email snippet below?
- Write down the 3 most common objections your customers give you.
- Write down what you’re doing now to overcome them.
Make sure you’re not only addressing these objections during your sales conversations, but early in the relationship — on your website and in your sales emails.