Marketing challenges you to be prepared in promoting your business using numerous approaches. It is a matter of timing. You might have people immediately respond to a marketing campaign and contact you. Or it might be someone who has been receiving your promotional material for a while who reaches out. You must always be prepared for a conversation to convert that inquiry into a new opportunity.
Often in these conversations, you might encounter objections from a prospect. How do you manage these without coming across as a “hard sell”? It is possible to do this, and you can accomplish it in one of several ways through some thoughtful action on your part.
The most common concerns people express have to do with affordability, lack of time, or time to think. Rather than let a conversation end on a note of objection, you can discuss a prospect’s concerns. Often people just give excuses unrelated to the way they really feel. So, instead, encourage your potential client to open up to their own truth by asking them about what they truly want.
Concern 1: Affordability
When people really want something, they find a way to get it. Many times this just means they want to see the value of what you offer. Turn a potential “no” into a “yes” by asking these 6 questions that can turn no's into yes's:
- May I ask you a question about that?
- If it weren't for the money, is this something you would want to move forward with? If they say, yes, then money is the real problem. You have options in this situation: 1) Continue with questions; 2) Offer a scholarship or trade; or 3) Refer to a lesser priced vendor
- Assuming money isn't an issue, what would you have to get out of it to make it worth it for you?
- Would you be open to brainstorming some possibilities about how you could come up with the money?
- I'm curious, can you tell me a little more about why you are saying no? I'm not trying to get a yes - I’m just curious.
- You sound hesitant. Is there something else?
Concern 2: No Time
When a person says they don’t have time, it often means they are not making your service a priority. You can help to make it a priority by asking:
- May I ask you a question about that?
- If I waved a magic wand and gave you plenty of time, is this something you would want to go forward with?
- In order to say “yes,” what would you have to say “no” to?
- What would your life be like if you chose energy healing over something else?
- If you don't spend time on your healing, how is it going to affect your future?
Concern 3: Time to think
Often people might say they need to think about it. This could mean they might regret making the decision. You can handle this objection by asking:
- May I ask you a question about that?
- What else do you need to know in order to make your decision?
- How long can you go before you need to make a decision? When do you want to make your decision?
- What is the impact of waiting to do the other to make the decision?
- What would need to happen for you to feel like this was one of the best decisions you ever made?
Additionally, you can be successful in deflecting objections with the following beliefs:
- Stay curious
- Evoke their highest commitment
- Say yes to your highest commitments
Remember, try not to personalize a prospect’s objections. Often, an objection is more about the individual and less about you, and a conversation will reveal this. As well, a heartfelt and honest conversation helps towards nurturing a relationship and is exactly what you want to achieve with your marketing. It is through our relationships that opportunities grow.