Are you hearing things like oh it's too expensive I don't have time we already
have a marketer we don't need it the several several reasons why business
owners might tell you that they don't need your services well in this video
we're gonna talk about what to do to overcome objections if you want less
objections from your potential customers then you'll want to stay tuned to the
end of this video will give you a proposal template that pretty much kills
it knocks it out of the park every single time alright welcome back and
thank you for joining me my name is Jordan Steen also known as Cereal
Entrepreneur and at this channel we talk all about starting a marketing agency
building a personal brand or really just starting any type of online business so
if you're interested in any of those topics make sure to hit that subscribe
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training every single thing that we do here at my channel really guys
objections are actually super useful because they allow you to get to the
root issue that that person might be having with purchasing your service and
by finding that reason you're able to then explain to the business owner oh
well you're worried about reaching more people we are able to expand your reach
three to four times because of the fact that we can reach everybody in your
local area at a much cheaper cost than TV is going to cost you there are four
main types that business owners you know usually go through there's need urgency
trust because I've want to say types of it need urgency trust and money the
trick is to show them what it could look like if they were to work with you and
make them actually come up with a need in their head saying oh crap we do need
this because we need to reach more people after you go through your
explanation of why it's so important you show them the competitors and they still
say we're just not really sure if we don't need it okay I understand well mr.
business owner you did say you wanted to grow or you know I know you probably
want to increase your sales so why you know do you think that this
wouldn't resolve a need that you have and you start asking questions about why
or how or what or when they actually have to provide a response that's going
to give you information about why they're potentially saying no Oh and PS if
you want to see more videos like this topic right here do me a favor hit the
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urgency is not only just urgency it comes down to time and so that's
where you have to be able to explain what mr. business summary we were able
to take marketing off your hands and you could only focus on this stuff right
here and we could still work on marketing at the same time but we're
managing it would it allow you to accomplish goal one and goal two that
you mentioned earlier research the business and everything about the
products and services the more you can show that you've invested your time into
their product and service the more likely they are to trust you another way
to really get in good with someone is to kind of do some sneaky detective
research because if you can find similar interests before you go in it makes
conversation with that person that much easier which means obviously they're
going to trust you a lot quicker be genuine if you don't really care about
making their business grow and all you care about is bringing in your own
revenue they're going to see straight through that number four is just
balancing inquiry and advocacy you have to make a balance between actually
selling and really building trust and answering questions of that they have a
concern with
have you been in a meeting and the first thing the customer asks is your price if
you have right yes they've asked my price and what did you do in response to
them asking you to the price never start with the price because a business owner
when they see two grand and expenses per month is never gonna be able to
rationalize that $2,000 per month logically because of the fact that's a
two thousand dollar expense that they don't understand the value up best ways
to uncover the money objection is to ask a question if money were no object like
if it didn't matter what would be your ideal outcome with a new marketing
situation another problem that business owners face with like money and pricing
is the fact that they'll go in and the business owner will listen to them and
pitch but then they insist that the price is still too much and really all
this business owner is trying to do is to get you to lower your prices for them
it's okay if you have to absolutely lower your price but you as the business
owner need to be concerned with your deliverables if you're still doing the
same amount of work for less money you're not making any money but if your
business isn't profitable you can't help anyone okay so make sure that you're not
screwing yourself over by giving away a cheap package that you're not gonna make
any money off of oh he's still struggling to find customers and
figuring out what to say during your meetings if you are then check out this
video we put together in the top right hand corner on what to say and how to
say it in your sales meetings the first thing is to listen and acknowledge the
objection that they're actually having keep asking questions until you get to a
real reason why that business owner isn't wanting to you know necessarily
work with you now after you get all of their objections out there in the real
root issue you have to understand their objection after you understand again you
need to ask why why do you feel this way why do you think that you don't have
enough money why do you think we wouldn't be able to get you enough leads
when I'm showing you right here mr. business owner that another client that
has the exact same business that you have is doing exactly what I told them
to and they're generating new business the final piece is to confirm and really
just to make sure that they understand what you're talking about and then
you're going to ask if there are any other concerns if
just to make sure that all everything in the air is clear and that you're good to
move forward but guys really the best way that you can prepare for objections
is to make a list of all of the different types of objections and then
create responses for each one of those objections number two is going to be
what are the different negotiation options for each situation right so how
can you actually negotiate or respond to each what are their potential
you know comebacks - what you are going to have in response to their initial
objection the third one is there anything that you can do to minimize
this type of objection later on for example talking about price well
that's going to trigger the objection oh well it's too expensive right so you
shouldn't address price first you should have dress a dress the value in a
service what the business owner is going to get and then finally a dress price
finally the fourth piece and this is really just another tip is addressing
the objections upfront before a buyer even has a chance to articulate can help
move the sale through the process more quickly if there is a way for you to
overcome an objection and this business owner has maybe said something on the
phone before you even show up that's a way that you can objection as soon as
everything's kicking off so that way they don't even have it later on during
the meeting but that's it for this video guys thank you so much for watching
since you stayed tuned to the end I'm gonna give you our proposal template
that we take to clients and really it's one of the best things that you can do
as far as you know understanding how to sell someone you have to have a really
good proposal as well and so if you need an idea for how to put together a
proposal check out this video in the top right hand corner but that's it for me
guys thank you so much for watching and I will see you guys on the next video if
you haven't already make sure to subscribe and hit that notification
button but I will see you guys on the next one Cereal Entrepreneur out bye guys
ready to start living the six-figure work where ever be your own boss
lifestyle well at Cereal Entrepreneur Academy we'll teach you how to use a
laptop and Internet to start your own social media and digital marketing
agency get started with our free facebook ads training
links in the description below guys see you in the course in Cereal Entrepreneur out