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Objections are the number one reason people don’t buy. They have some objection to buying.
So here’s a novel approach. Why not start with their objection? It’s what’s in the
forefront of their mind anyway, and they can’t really listen to anything you’re saying
until you overcome that objection. Here’s an example. Maybe your prospective client
thinks your services take too long. You can turn this into a reason to buy by pointing
out that quality takes time. Your services DO take longer, because you’re committed
to a quality product that will only happen if you take the time to make it just right.
Think through the objections you’ve heard from your prospective clients, and then think
about how you can make that objection a reason to buy. Then lead with that in your sales
conversation. Stay tuned for next month’s tip when we’ll talk about The One Essential
Question you should ask yourself before scripting your next marketing piece.