Q: How do I overcome sales objections?
A: This is such a great question. My short answer is “DON’T”. When you are clear about your value and the value you deliver, you don’t have to overcome objections or push anyone into the sale (although plenty of coaches, consultants, and mentors will tell you otherwise).
I’ve found that when you can articulate your value proposition, you don’t have to overcome objections. And, based on the type of objection, you will know if the potential client is a good fit or not.
I often get inquiries asking “Will you sell my products or services for me?” – More on that here.
My answer to that question is “NO.” and I ask a series of questions to find out where the inquiry is coming from. More often than not when people are in this mode, they don’t have a plan or strategy, they’ve listened to some pie in the sky get rich quick scheme, and so I’ll share why having some basic foundations — like a plan — is essential to business success.
In this specific instance, when I explained what I can do, the person inquiring said, “Wow, you’re a real pro but I cannot afford to hire you to write my copy.”
Why I never apologize about my rates or overcome objections
- I didn’t offer copywriting. I explained that a plan and clear message need to be in place to move forward with everything else (red flag: the person wasn’t really listening because they were not hearing what they wanted to hear especially when I uncovered the unrealistic expectations of what it really takes to make it). You must first have a strategy to write into and it should be based on your revenue goals. To be fair I did mention my “Challenge. Solution. Invitation.™” framework to illustrate how showcasing value proposition is important, but I didn’t pitch copywriting.
- A “lack” based mindset regarding the ability to invest. When a hard stop objection around money comes in, especially when I hadn’t even offered a specific investment level or offer, I can instantly tell we’re not a fit. While I understand hearing about results can be a little stretchy and scary, leading with the money story shows me there is deeper work to do (and I have recommended resources for that). My clients have achieved really remarkable things, and based on these results there are assumptions about my price points.
I didn’t try to overcome this money-based objection – it’s not a good use of my time to try to convince someone to have enough clarity and confidence in their business to invest. This is especially true when they’ve already convinced themselves they cannot invest without knowing investment levels. *Note: I understand the reality of not actually having the funds and I honor that — but this was not what was going on. As a general rule of thumb, I don’t use my energy to overcome objections. Either you’re a “yes”, or you’re a “no”. I don’t chase.
All too often I see people WISHING for a magic marketing person to wave a money-making wand while they sit back and make bank. While this is possible, it’s not probable (at least not when you don’t have a clear plan and strategy). Creating a solid foundation to move forward does make running your business much easier. THAT is something I can and do help with. AND you must be ready to roll up your sleeves and COMMIT to you and your business. You can view my coaching/consulting, and VIP Day options here.