There is one thing that every visitor of your website has in common: they have objections. They have a very good reason — real or fictitious — not to buy your product. And, it doesn’t really matter if the reasons are good or not; as long as you don’t handle their objections, they won’t buy.
In order to get a product sold, you need to sell it to the right and left sides of the brain (people make emotional decisions and they justify them with logic). What this means to you is that you have to overcome the logical and emotional reasons that people have not to buy your stuff.
** What Are the Two Most Common Objections and What Do They Really Mean? **
It’s too expensive.
With this objection they are saying one of these things:
I don’t have enough money to pay for your stuff (this is a valid reason but it doesn’t happen often. Can you offer monthly installments or bill them later?
Your stuff costs more than I’m willing to pay for it. If this is the case, you need to understand that people aren’t objecting to your price, they’re objecting to your value. They feel like what they’re getting is not worth the price you’re selling it for. In this case you need to do a better job at showing the value of your product. Remember, if you can convince people that your product is worth 10 times more than its price, selling it will be really easy.
Your stuff costs more than what your competition sells similar items for. You shouldn’t allow people to compare your stuff with your competitors’. Make it unique so comparisons simply aren’t possible. Make sure that what makes your product unique is something of value; having a red box instead of a blue one won’t do the trick.
I don’t trust you.
They might use different words, but this is what they really mean:
What are you doing to show how credible you are? Use testimonials, media mentions of your company, trust logos (BBB, HackerSafe, 2008 Business of the year, etc.) If you can show people that others just like them trusted you… took the leap of faith… and everything worked out great, your chances of getting the sale will be much greater.
What if it doesn’t work? This is the main concern people have. And it’s completely genuine. After all, how many times have you bought something to discover later that it didn’t deliver as promised? What you need to do in this case is to have a risk-reversal tactic (or several) so people come out on top even if your product doesn’t work.
Offering a 100% money back guarantee is not enough. If your product doesn’t work, they face a major hassle in their life. They know they will have to go to the post office to ship your product back to you, and then it will take them at least 10 days to get their refund, if then. In this case, people feel that they have lost their precious time and possibly their precious money.
Go beyond the standard 100% money back guarantee. If you have total and complete confidence in your product or service, then offer 200% of their money back to compensate them for their time and trouble… or offer them 100% but let them keep your product (or part of it if it’s a set of some kind). You can offer same-day pick up of your product and an immediate refund of their money… or get it now and pay for it in 30 days… ONLY if you decide to keep it.
Try these… you’ll be amazed at the results you get.
** How to Overcome Objections **
Just acknowledge them. If you try to hide them, people will still have these unresolved objections on their minds. Bringing up objections doesn’t give people reasons to not buy. You need to understand that they already have those objections… you’re just being forthright, honest and ethical by admitting things happen and explaining why things are that way. This also opens the door to a major opportunity for you. It allows you to position your business as the one who not only admits the things that normally frustrates them, but to explain how you have innovated your business to overcome those frustrations so they will never again have to deal with them.
If your product is more expensive than your competitors, explain why and make it a benefit, not a disadvantage. If you don’t have testimonials, explain that your product is new and that you’re offering them a discounted price in exchange for their testimonial so you can gather some as fast as possible. Come up with a list of possible reasons why prospects won’t buy your product or services and then innovate your business to overcome them.
For the ultimate experience in overcoming objections, use testimonials from prospects that were in the same exact situation as your current prospects, and show how they took the leap and that leap changed their lives forever. This often works like a charm:
“At first I was very skeptical about this product’s claim, and the price looked really expensive as well. But I was so sick of having acne I decided that it was worth a try. I’m so glad I did! My skin is much clearer now and I don’t feel self-conscious about my appearance anymore.”
Try these suggestions for overcoming objections. You will see an immediate improvement in your sales and revenue.
This article is written by Adrian Ulsh from OneCoach team!