How to Identify and Overcome Objections by Adrian Ulsh

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Posted on 28th December 2010 by Krishna Gupta in Business Intelligence

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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!

Massively Increase Your Conversion Rates Starting Today

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Posted on 29th November 2010 by Krishna Gupta in Business Intelligence

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If you’re experiencing a slump in sales or if you’re struggling to increase revenues, here are a few things you must know to massively increase your conversion rates starting today.

So, why are sales cycles so long and getting longer for some companies? Most companies have the following problems…

Poor prospect selection – they are not targeting their “Ideal Clients”
They are working with too few leads
They don’t give enough reasons to buy
They are not creating enough TRUST
They don’t provide the ability to buy now
Here are 5 ways to get more sales – faster…

Define who your Ideal Client is and concentrate your marketing finding those clients
Create an abundance of leads by optimizing each facet of your marketing
Build TRUST by demonstrating how your clients get results and show proof
Create maximum urgency for those leads to take action
Make it easy for clients to buy with creative financing

This article is written by OneCoach team!

Why you must know exactly who your ideal client is

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Posted on 22nd November 2010 by Krishna Gupta in Business Intelligence

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Your ideal client is much different from your typical client. How?

Your typical client NEEDS what you sell. Your ideal client WANTS what you sell.

That difference is huge. Prospects may or may not buy what they need, but they will always buy what they want… even in a tough economy like we’re experiencing today. Here’s what you need to know…

Needs are logic-based, wants are emotion-based. So when your product or service matches your prospect’s specific wants, you have found an ideal client. And your ideal client will make you the most money.

If you’re like most business owners, 80 percent of your current revenue is generated by only 20 percent of your customers. That 20 percent represents your ideal clients. They love you and what you provide to them. They buy from you and you alone. They’re loyal and will never leave you. They sing your praises from the highest mountaintop, they send you tons of referrals and they give you unsolicited testimonials.

What if you could replace the remaining 80 percent of your unproductive clients with more of your ideal clients? Do you realize your income would explode by 16 times?

If your revenues right now total $50,000 annually, you have the potential to increase your revenue by an additional $750,000. No kidding!

What could you accomplish with that much additional revenue?
What would that revenue mean to you personally? To your business? And especially to your family?
Can you afford to continue to watch this much additional revenue fall into the pocket of your competition?
How can you attract more of your ideal clients and develop the critical skills you need to grow your business?

Create a marketing mix that engages your prospects

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Posted on 19th November 2010 by Krishna Gupta in Business Intelligence

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As with stock options and retirement plans, you’ll find strength in a diverse marketing campaign. Specifically, it is to your advantage to create a balance between offline and online marketing. Here are three steps to help get your marketing propely aligned:

First, get the media to drive new traffic.
Second, capture your traffic’s contact information by giving them something (this is karmic marketing).
Step three, begin the process of creating a relationship.
One way to assure yourself of getting picked up by the media is to comment on something already in the news. Look at today’s headlines and see if something going on is applicable to your business – think like a reporter and look for the story.

Another point here is that you don’t have to actually write the story, just provide the idea and information for it, and the reporters will write it for you. This is also a good opportunity to take on a college intern – they provide free news releases and you provide free hands-on education.

You could also send out a news release that could be as simple as a tip sheet. You might give five great tips and say, “You can find the rest of my tips on my Web site.” This provides value and helps drive traffic to your site.

The important part is to get the media involved – let them do some of the work for you. Once the media gets a hold of it, the exposure they create naturally sends new traffic to your Web site, where people can find the rest of your tips or the rest of the information you promised in your press release.

To capitalize on this new traffic, include another call to action. Every step closer a prospect takes through your marketing is a unit more that they trust you, making it easier for you to capture their information once they’ve landed on your site. So take advantage of this and have them fill out a quick form to sign up for your weekly e-zine or e-mail newsletter – capture their contact information and create qualified, if not exclusive, leads.

Don’t let any of these leads slip through the cracks once you’ve got them. One way to ensure this is by using an autoresponder. Aweber.com is a reputable source for autoresponders, featuring filtering systems and spam-checking functions. You should offer more information and add value during this initial phase of creating a relationship before you ask them to buy anything. Adding an autoresponder is an ideal way to stay in touch, offer additional value, and let your prospect get to know you and your business.

The point of this mix of marketing techniques is that the consumer mindset is much different than it was five years ago. So this multi-step marketing is much more trustworthy and appealing for today’s consumer.

This post is the eighth in a series of excerpts from OneCoach CEO John Assaraf’s interview with copywriter Joe Vitale, author of The Attractor Factor and Life Missing Instruction Manual, The Guidebook You Didn’t Get at Birth. For more information about Joe Vitale, visit his site at www.mrfire.com.

How to acquire clients online, part 1

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Posted on 18th November 2010 by Krishna Gupta in Business Intelligence

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Client acquisition may sound complex, but it can actually be a very simple process to understand. And small-business owners should find comfort in knowing that there are a variety of ways to acquire new customers.

A good way to look at the whole picture is to look at yourself as a relationship manager. As a relationship manager, you maintain a balance, tending to both sides of the equation.

And in order to attract a potential client, to begin your relationship, you’ve got to look at a variety of different mediums, including search engines, e-mail marketing and banner placements. Customer acquisition is basically the end result you should be focused on delivering from the marketing campaign.

New Internet traffic solutions are being developed on a continuous basis, so it can be fairly easy to get caught up in the potential of thousands of prospects knocking at your virtual door – caveat emptor!

One of the biggest factors that people have to be careful about, especially if they’re in the mortgage or finance business, is cost-per-lead agreements. The price usually sounds great, and they may even boast exclusivity, but the actual conversion rates have been known to suffer.

To be clear, the most important question you should be asking upfront is, “Is this lead going to be resold? Is this just for my use?”

The lead industry can be tricky, so make sure you’re completely clear on what the details are before you jump in. Once you’ve figured that part out, you’ll want to look at what specific types of leads would work best for you and your Web site.

In order to determine what’s best for your site, you can employ Web metrics. These analytics measure your visitor activity, for instance:

when somebody comes to visit your site
how many pages they visit
what actions they take
Basically you are tracking their movements across your Web site. Web metrics are still evolving, and can get complex in a hurry, so as we usually suggest, if you’re not a professional in a specific area, it would do you good to employ someone who is. Let them play at it, so you can do what you’re really good at.

There are several easy-to-use analytics tools out there that you can use, though, including Google Analytics (absolutely free), Hit Box, Web Site Story, and Yahoo! Analytics. The point is, you want to try to predict as much as you can prior to placing media buys, such as Google Adwords or other online traffic solutions.

You want to predict the action that your site visitor will take to make sure you’re allocating your marketing bucks in the most efficient and effective areas. For example, you wouldn’t want to pay for an online campaign that drives visitors to your site when you’ve got faulty conversion points within your site. Testing the conversion flow on your site first, will point out weaknesses, points where visitors fail to follow through on a call-to-action. So test, fix the leaks, then look into media buys.

Next in this series: It’s not a magic wand.

This post is the first in a series of excerpts from OneCoach CEO John Assaraf’s interview with Justin Abernathy, co-CEO of SureClick Promotions.

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