How to Overcome Prospect Objections Easily Pt1

(Pt 2 here – where I show an example of what you can to overcome prospect objection with questioning)

I you want to overcome prospect objections easily, objections to buying, or signing up, or taking some action, you have to know a few things first.  It is true to say that overcoming objections is one of the fundamental skills in marketing and so needs exploring and mastering.

Unless you are able to do this, your ability to sell anything will be greatly diminished and so based on my 14 years online and over 400 sites built, here is some great advice.

Do Market Research and See How To Overcome Prospect Objections More Easily

Market research, knowing your customer, is one of the ways to overcome prospect objections. Knowing what your prospects want, who they are, their hopes, fears and dreams is essential to being successful in any business, even more so online with the amount of competition you face and the lack of time you have to make any impact.

To know your customer takes effort, patience and strategic use of your site and tools.  Two common and good ways to understand your market is to ask for feedback in your email auto responder and do it regularly: maybe offer a prize for the best question…another way is to use surveys, once again, in your email sequence have regular links to surveys from companies like http://surveymonkey.com which are free.

To understand prospect objections you must understand the prospect, sounds logical, so find ways to communicate with them..gain their trust, offer a reward to ask them about their life, issues, challenges and struggles.  Facebook is another great way to connect and explore these areas.

How To Overcome Prospect Objections – 5 Ways

When trying to know how to overcome prospect objections you have to know as much about them as possible but there are also common objections that you have to overcome: here they are.

1. How to overcome prospect objections in ‘time’.
I do not have time is very common, so think about your service and product, how can it be delivered, accessed or used easily in terms of time.  Think about accessibility,how quick can they get it,how long will it last. The reason I have my Online Profits Club as a membership site is because people want access 24/7..this what a membership model does.

2. How to overcome prospect objections in ‘relationships’
When some people buy they have themselves, their need. in mind alongside what their partner (business or personal) may say. Help your prospects by giving them something to say like ‘buy my course and finally your partner will see that this product is different, that you have turned a corner and begun the next phase of your business’.

3. How to overcome prospect objections in ‘finances’
‘I cannot afford this’ is a common objection that all of us use so find ways to make it ‘affordable’ for the prospect.  This can include payment plans but also great bonuses, added value so they cannot afford to NOT take you up.  Re-visit your irresistible offer and make it even more compelling or add some kind of payment plan for expensive services.

4. How to overcome prospect objections of ‘belief’
To sell something to someone it has to resolve their problem (you find out their problem with your market research) but you must also make them believe that it will help THEM.  Many sites have testimonials from customers, but without market research they will not have the right testimonial.  You must convince your prospect that THEY can achieve the goal, that your solution will help them, and not just everyone else so make sure you get the right testimonials for the right product, the right pictures that convey the right message to those who do not believe in themselves.

5. How to overcome prospect objections of ‘trust’
To buy something your prospect has to trust you: so ask yourself how can this happen, what would make sure your prospects trusted you.  A common phrase people use to NOT buy is ” I did not believe him/her”..what they are saying is this: “I do not see enough proof or feel safe with him/her”. 

Social proof is essential: for example, I have great rankings in my business and use those rankings to prove my expertise in SEO…see an example here.   What can you use to prove, beyond a shadow of a doubt that you are an expert?  How about writing some great blog posts pointing out your expertise?

NB: remember that we all have a very good BS detector, so never BS your prospects, they will smell it a mile off!

The title of this post is: how to overcome prospect objections and make more money, so has it all made sense?  if it hasn’t then please ask your questions below and I will cover anything missed.

have a great day and here’s to your success,

Please share this if you think it is valuable and thankyou for that in advance.

David

If you want more information on how to overcome prospect objections and make more money from your traffic look at The Conversion Clinic here.