Three Tips to Overcoming Objections
Do you stand up when there is a standing ovation?
If you learn about why you do this, you can use this proven formula in your marketing to reach more clients and make more money . Did you know in some theaters there are professional clacques used to start clapping and start standing up to get the other audience members to stand up for ovations?
Do you look around yourself to see if others are standing up or do you just stand up on your own?
This strategy is called Social Validation. It suggests that 95% of us are imitators and 5% of us are initiators. Here is another example of it. A restaurant in Bejing asterisked certain items on their menu as most popular and at the end of the month they discovered that these items had risen in popularity by a whopping 13%.
I am sure you have seen at Amazon.com when you purchase a book online, It shows you other similar books that are also popular.
So how can you use this in your marketing? I use it in my response to objections. If someone says, “It’s too much money…,” I then respond with something like this: “Many of my clients felt that way at first but changed their mind after…”
See how I said “Many of my clients.” That is social validation. People like to do what other people like to do. They are joiners. It has been proven they like to buy what other people buy also. It makes them feel safe, a secret formula for you to use in you marketing.
Another tip to use when you are dealing with objections is to isolate the objection. By this I mean make sure there aren’t any other objections standing in your way. Here’s what I mean. “Insert Name, may I ask, aside from the price factor is there anything else standing in your way of making a decision today?”
You have now eliminated “I want to think it over; I have to talk to my partner, etc.” You and your prospect are now gaining momentum, without pressure.
Use benefits instead of features. Let’s pretend we are in the stereo store eavesdropping on the sales clerk who is citing off the features of a new stereo system to a young couple. It has turned into a major yawn-fest for the young couple, who are thinking about dinner instead of the stereo unit. If only he would say something like, “Imagine, lying back in your own living room, listening to the Boston Pops, with this unit you would be so thrilled.” The latter statement evokes the senses where as the list of features doesn’t.
Benefit statement sound like “earning more income, taking more time off, adding clients etc.” Try to talk about the benefits in your descriptions. “My last client got a lot of new clients using my product.”
I hope these tips have been helpful for you. They can be found in my book, “How to turn a No or a Maybe into a Yes!”
© 2011 Sarah Wood
About the Author: Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!” Her coaching program teaches entrepreneurs like you to overcome objections so you can sign up all the clients you want, fill your practice, and increase your bottom line. To begin supercharging your sales, download your complimentary sales package today at www.evolvingadvisors.com.