How,Handle,Client,Objections,H marketing How to Handle Client Objections

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Here’s yourweekly strategy tip to help you get more clients, make more money, and multiplyyour existing business is all about handling objections. Every single buyer,perhaps it’s a prospect for your services or somebody who is thinking aboutbuying some of your products, has some form of resistance – perhaps it’s aquestion, perhaps they’re not sure.  Ifthey didn’t have some reservations, some questions, they would have alreadysigned up with you.One of thethings that you want to do in your client attraction and in your marketing isjust handle those objections. Everything I’m going to talk about today isreally moving that prospect from being curious to being a believer to being abuyer.There are twoways that you can do this. You can handle objections verbally when you arespeaking to someone, or you can do it on paper, and either way, it is a form ofselling and selling is a good thing. Selling is something you do for someone. It's when you’re taking a standfor a person that’s in front of you, and deep in your heart you know that ifthey work with you or your service or your product, they will get betterresults.It’s your job tomove the process out of their way meaning by meeting their objections andhandling them, move them out of their own way so they can get the results thatthey say they are looking for.Write down theseobjections that you are probably experiencing on a regular basis, but maybe nothandling all of them, and here’s what’s going to happen. The minute you handlethese objections and show the process why these aren’t valid, then you willattract more clients and you will make more money.First objectionis the person will say, “You don’t really understand my problem.” Absolutelyeveryone on earth wants to feel significant, and they want to feel heard andunderstood, and when you can show your prospects that you know exactly what itfeels like to be them, they will walk into you. You will have their attention. That’s number one.The next one ishow do I know you’re qualified?  No onewants to be your guinea pig.  Everyonewants to know that you’ve been doing this for a while and that you arequalified and that you will create the results. So, the question I would like for you to answer in your materials orverbally is let them know how you have credibility, you are qualified to dowhat you do.Third question,third objection that they may have is they may simple say, “I don’t believeyou.” Maybe they just don’t believe you. There’s a lot of hype out there, a lotof people that don’t have integrity like you and I have that are saying a lotof things that aren’t necessarily true, and so it is a natural place for the prospectto feel skeptical and cynical about what you may be saying in your marketing.So, how can you answer the question, “I don’t believe you.” How can you makethem feel comfortable believing what it is that you say?Number fourobjection is, “I don’t need it right now.” I hear this a lot. Sometimes peoplesaying, “I really want what you are offering, but should I wait another year.”I always say to people, “Why should you wait another year to get the resultsthat you want now? So, there has to be a rational in your marketing materialsthat shows why they shouldn’t wait, why now is the perfect time if it is indeedthe perfect time for them. So, that was number four, the fourth one.A lot of peoplethey have the question whether this will really work for them. So, the fifthobjection is, “It won’t work for me,” or replace it with the one everybodysays, “My business is different,” or “My situation is different.” It won’t workfor me is something that you need to walk your prospects through and show themwhile it will work for them. Perhaps, it’s worked for dozens if not hundreds ofthousands of people. Why are you uniquely qualified to make sure that it willwork for them and how are your services and products set up for that? You getguaranteed results or closed to guarantee. Let them know how to do that.  If you can handle their stiff objection, youcan handle more clients, more customers.The next one iswhat happens if I don’t like it? There is a certain amount of risk, there’s arisk threshold that certain people will cross and certain people won’t, and ifthey feel that they might not like it and they have buyer’s remorse, in theirfuture, they may not say yes to you when you give them an offer either to buy aproduct or service. So, my question to you is, how can you offer a riskreversal where you take the risk and they can feel secure about their decisionto work with you?  If you can showcasethat, you’re going to sign on more clients and make more money.Finally, andthis is a doozy that you may be experiencing right now. What if someone says,“I can’t afford it?” I can’t afford, it, or it’s too much money, is somethingthat comes up all the time. So, what I want to say to you is if someone feelslike they can’t afford it, two things are happening. Either they are not yourideal client, or you haven’t communicated the value yet. If you haven’tcommunicated the value and they can’t see a return on investment, then theywill feel like they can’t afford it. So, it’s actually your job to show them howthey will get value and return on investment from working with you and usingyour service or product.These are – Idon’t know, how many did we say here? – seven objections that if you can startworking on your marketing materials right now and be able to answer these whensomeone says this to you verbally on the phone or in person or perhaps even inyour marketing copy, you will sign on more clients and make a lot more moneyand reduce the struggle at sales time when you’re closing the sale, having thatconversation.