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For as many reasons as there are to buy something, there are also a lot of other reasons *not* to purchase something. “I’m just not sure I can afford it” or “I don’t know if this is the right time for me”...any of those sound familiar?
If only prospective clients could just hand over their money with no questions asked… *sigh*—but prospective clients want to feel certainty in their decision. And it’s part of your job to help them find that certainty. In this episode, Nicki and Kate are diving into some of the most common customer objections and the best ways to handle them to ensure they feel confident in making their purchase.
Looking for closed captioning or a transcript? Watch the episode on YouTube!
A Sneak Peek at the Episode
[2:51] First and foremost, you need to figure out what your customers’ objections are. Connect with your prospects that didn’t purchase and ask them, “Why didn’t you buy?”. Nicki and Kate are going to explore some of the key ways you can overcome those customer objections.
[5:50] People often say “it’s too expensive” because it’s an easy answer—but price is rarely the real reason people don’t buy. Overcoming that price objection is not a matter of decreasing your price.
[7:55] If people value something enough, they’ll buy it. Prompt people in the right way and ask, “Aside from price, why didn’t you make this purchase?” That’s where we discover their true objections.
[8:59] Conversations with people offer deeper insights than surveys alone. You’ll also start to discover objections from people in your program who nearly didn’t buy. Record all of this information so you can update your messaging accordingly.
[12:06] You should specifically call out these objections throughout your regular messaging. Being transparent and showing that you understand what their concerns are builds trust.
[14:25] The first part of overcoming every objection should be to validate their emotion and acknowledge their concern makes sense. In the rest of the objection, explain why their concern is not something they need to worry about.
[16:15] Trust is one of the biggest objections to overcome. Demonstrating your value, using student testimonials, and reminding them of the elements built into your program to ensure people get the results you promised, help to reassure customers.
[21:20] A lot of objections come from lack of clarity if people don’t understand what the end benefit is going to be. It’s our job to convey that to them throughout all of our messaging, as well as why they need us versus a competitor or doing it on their own.
[24:55] There’s also the need to make it clear to your audience that waiting, and not taking action now is going to delay that transformation. Remind them of the benefit of getting to the solution as soon as possible, as well as the pain of waiting for it.
[26:48] If people say “I don’t have time for this”, break it down to show how they can slowly start chipping away and integrating it into their busy lives. Explain that imperfect action is better than waiting for the “perfect time” to take action (because that doesn’t exist!).
[28:43] You can combat the objection of “I’m not ready for this” by reminding them that you might never feel “ready”. If they can commit to showing up and taking action, then they *are* ready and can get results, despite feeling unsure.
[30:34] Overcoming objections is not trying to trick anybody into doing anything. It’s simply helping people see what the truth is and supporting them with their decision to purchase.
[32:18] If you don’t already have a list of objections, make one! (You can even incentivize conversations with people if needed.) Once you’ve got your list, you can figure out what to say to help them understand that those aren’t actually valid concerns at all.
Mentioned on this Episode
Related Links
- 10 Must-Use Marketing Messaging Strategies to Turn Leads to Customers
- A Dynamite Marketing Messaging Is the Key to Your Audience Taking Action
- Price Is Rarely the Real Reason People Won’t Buy
Must-Hear Takeaways
As with every episode, we highly encourage you to listen to the entire conversation! But, here are a few of the highlights:
“A lot of people want to answer questions easily. They want to answer questions in the ways that are easiest for them. So they’ll say, “No, no, no, it’s just price. No, I totally would have bought it, it was just price.” But when you prompt them in the right way and you say, “Okay, aside from price, why else wouldn’t you have purchased? they are prompted then to come up with another reason. And that’s where we start to get at some of the gold.” – Nicki
“It is a good thing to just come right out and say what those objections are. And then of course, overcome those objections. People want to be validated. And that’s all you’re doing is you’re validating their emotions. And if they feel like you get them, that’s a huge way to connect with them. And seeing that transparency, again, builds the trust factor that you’re not hiding anything, that you understand where they’re coming from, and you are the right person for them to work with because you get where they’re at.” – Nicki & Kate
“That’s what overcoming objections is really fundamentally all about, is helping them clear away all of these limiting beliefs, all these limiting ideas about why it’s not going to work for them. And instead show them exactly why it will work for them and encourage them, support them to take action and get started because they would not be reading your emails if they didn’t want the result that you can give them.” – Nicki
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About the Energize Your Online Business Podcast
Are you sick of the stress, chaos, and risk of trying to keep up with the next big thing in digital marketing? And what about the confusion of trying to scale, build a team, and still try to make sure your business is worth the effort it takes to run it? You are not alone.
Join Nicki Krawczyk, a 20-year marketing veteran and owner of a multi-seven-figure-per-year digital training company and her co-host Kate Sitarz as they bust through the online business industry echo chamber to talk about how to make consistent, predictable sales and how to scale your business with simple and stress-free systems.
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