The Five Objection Profiles
The five objection profiles I'm really excited about this one because it can help you move past the big objections that you get because people always procrastinate, I do it, I know you guys do it where you go and you see a product and you you think you want to buy it or you kind of know you want to buy it or you know you're gonna come back and buy it some point or, you know, it would be nice, but you're not really sure we all do that right? So your customers will come up with lots of reasons to wait and buy or not buy it all we want to try to deal with some of those so that we can move past it and we can help people make a decision. The first one is I'm not sure I can afford this. This often happens to higher end businesses, but it also can happen with something that's ten dollars, even people might think I'm not sure about the money for this it's kind of like, do I prioritize this or or not? So one of the things you need to do is show the value and why it's worth the price compare it ...
to other things at that price point. Like this is like a dinner out we saw that on stages it was it was your sales page that we saw that on the five dollars tiffany's we saw the five dollar it's like five dollar cup of having coffee it was the office hours were the same prices going out to lunch going out going out to lunch yeah so when you do something like that you show people this isn't that expensive after all payment plans if you can offer something like payment plans an over deliver bonuses help push people over that I'm not sure if I can afford this kind of thing but really the main thing is showing the value and why it's worth that price people need to know why it's worth that amount the second objection is I don't know if I can trust you so maybe I don't know much about you or I haven't been here very long or I don't know if you're an expert at this or if you're really good at it or if I'm going to get what I think I'm going to get when I purchase you can solve the skepticism with testimonials this works really well especially when used a photo of the person and you link to their sight if they have a sight because people can see this is a real person sometimes they think are you making this up? But if it's a real person then it's more believable address concerns openly and honestly, so instead of trying to hide something, just address it I told people out front I don't have an mba and my people don't care, but if I head things, then it has that kind of like shady what? Why are you hiding something feeling? Show them you're an expert this is a great way to use your blawg show them that you know what you're talking about, do this through your email newsletters, do this through your blawg do this through social media, give them a preview our sample so if they're worried about him, I really going to get something valuable, show them a preview or give them a sample of it. This is one of the reasons that's before work so well I buy so much from them because I get a sample and then I love the sample and I fall in love with a product and then I order the product but it's the same way for if I'm gonna work with you and you are selling a book of worksheets, if I see one of those worksheets first and I get to download it, then I'm more likely to purchase because I know what I'm getting I know that it's good right about mei is going to see an increase in sales in her planners because people have seen pages of them and other courses and they and they know what they would be getting here is another objection objection number three that works well for so and so but not for me. This is often for service based businesses. It can work for products based businesses but it's mostly for service based businesses. This works well for so and so but not for me. I get this one a lot like this might work for this type of business, but I don't know how it's gonna work for my type of business to overcome it, show them how it'll work for them shift their beliefs so start with where they're at what they believe is true and show them why it's worth it give them a small win. So in the beginning, I really tried to help people by giving them a small wind so that they know that when they worked with me they would get bigger winds, so I'm going to help you right a really great blawg post you're going to get comments on it and then you're gonna want to work with me because you concern see that I can deliver this and that it can work for you or let me help you get your first sale and then you're going to see why you want to work with me even if that's true, I'm helping you for block post or email newsletters or whatever give them a small win, especially if you're hearing from a lot of people that kind of objection. Objection number four I don't know if I really need this right now give them a reason to care. Give him a reason to buy now why is it valuable to them now? Why should they not wait and include a very clear call to action? People are more likely to take action just when you tell them to figure out what they care about and relate it to your product. So if you're not exactly sure why they should by now figure out what they really truly care about and relate it to how your product is going to help them do that in the fifth objection is I don't know if I have time. I don't know if I have time for this. I get this one a lot also, especially for courses. I'm not sure if I have the time to invest. So one make it easy. Show them why they need to make time. Why is it worth it for them to make time? Show them how it will free up more of their time so often I will hook people by telling them, but once you take the course and you do the work you're gonna have a lot more time once you learn how to create and sell digital products. It's going to give you a lot more freedom in a lot more time. So yes, you're investing your time in the beginning, but then you're gonna have more time for the stuff that you love. Do you guys have any questions on these objections or how to deal with them? Are we good in the chat room with questions? Yeah, I think people are doing well just some people sharing a few comments I'll share one thing here from kayla, who talks about what doesn't work for me is when I get bombarded with e mails about how long until a discount ends or why I should buy a product, a couple of reminders that is okay, but only once a day for a couple of weeks, so people are just talking about their experiences here and what works for them and what doesn't something that can really help with that if you want to be sending out more emails is to get people on a segmented list so people that you know are really interested in that product to let's say you are selling an e book, start getting people onto a list beforehand, start talking about the book beforehand and say, if you're really interested and you want to know when I released my e book sign up here. Put in your name and email address, and you'll be the first to know. When I released my e book, those people, you can email a lot more than your main list. They're not going to get annoyed with you because they signed up to get information about that particular product. So I know that that can be frustrating for some people. So if that's how you want to avoid that issue, get those people in a segmented email list.