How to Handle Client Objections

Here’s your weekly strategy tip to help you get more clients, make more money, and multiply your existing business is all about handling objections. Every single buyer, perhaps it’s a prospect for your services or somebody who is thinking about buying some of your products, has some form of resistance – perhaps it’s a question, perhaps they’re not sure.  If they didn’t have some reservations, some questions, they would have already signed up with you.

One of the things that you want to do in your client attraction and in your marketing is just handle those objections. Everything I’m going to talk about today is really moving that prospect from being curious to being a believer to being a buyer.

There are two ways that you can do this. You can handle objections verbally when you are speaking to someone, or you can do it on paper, and either way, it is a form of selling and selling is a good thing.  Selling is something you do for someone. It's when you’re taking a stand for a person that’s in front of you, and deep in your heart you know that if they work with you or your service or your product, they will get better results.

It’s your job to move the process out of their way meaning by meeting their objections and handling them, move them out of their own way so they can get the results that they say they are looking for.

Write down these objections that you are probably experiencing on a regular basis, but maybe not handling all of them, and here’s what’s going to happen. The minute you handle these objections and show the process why these aren’t valid, then you will attract more clients and you will make more money.

First objection is the person will say, “You don’t really understand my problem.” Absolutely everyone on earth wants to feel significant, and they want to feel heard and understood, and when you can show your prospects that you know exactly what it feels like to be them, they will walk into you.  You will have their attention.  That’s number one.

The next one is how do I know you’re qualified?  No one wants to be your guinea pig.  Everyone wants to know that you’ve been doing this for a while and that you are qualified and that you will create the results.  So, the question I would like for you to answer in your materials or verbally is let them know how you have credibility, you are qualified to do what you do.

Third question, third objection that they may have is they may simple say, “I don’t believe you.” Maybe they just don’t believe you. There’s a lot of hype out there, a lot of people that don’t have integrity like you and I have that are saying a lot of things that aren’t necessarily true, and so it is a natural place for the prospect to 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 make them feel comfortable believing what it is that you say?

Number four objection is, “I don’t need it right now.” I hear this a lot. Sometimes people saying, “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 results that you want now? So, there has to be a rational in your marketing materials that shows why they shouldn’t wait, why now is the perfect time if it is indeed the perfect time for them. So, that was number four, the fourth one.

A lot of people they have the question whether this will really work for them. So, the fifth objection is, “It won’t work for me,” or replace it with the one everybody says, “My business is different,” or “My situation is different.” It won’t work for me is something that you need to walk your prospects through and show them while it will work for them. Perhaps, it’s worked for dozens if not hundreds of thousands of people. Why are you uniquely qualified to make sure that it will work for them and how are your services and products set up for that? You get guaranteed results or closed to guarantee. Let them know how to do that.  If you can handle their stiff objection, you can handle more clients, more customers.

The next one is what happens if I don’t like it? There is a certain amount of risk, there’s a risk threshold that certain people will cross and certain people won’t, and if they feel that they might not like it and they have buyer’s remorse, in their future, they may not say yes to you when you give them an offer either to buy a product or service. So, my question to you is, how can you offer a risk reversal where you take the risk and they can feel secure about their decision to work with you?  If you can showcase that, you’re going to sign on more clients and make more money.

Finally, and this 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 something that comes up all the time. So, what I want to say to you is if someone feels like they can’t afford it, two things are happening. Either they are not your ideal client, or you haven’t communicated the value yet. If you haven’t communicated the value and they can’t see a return on investment, then they will feel like they can’t afford it. So, it’s actually your job to show them how they will get value and return on investment from working with you and using your service or product.

These are – I don’t know, how many did we say here? – seven objections that if you can start working on your marketing materials right now and be able to answer these when someone says this to you verbally on the phone or in person or perhaps even in your marketing copy, you will sign on more clients and make a lot more money and reduce the struggle at sales time when you’re closing the sale, having that conversation.