how to overcome objections in sales for your smma image

How To Overcome Objections In Sales For Your SMMA

April 15, 2019

There are several types of customer objections that you’re going to hear every time you make a pitch. Sales objections often have nothing to do with your business and everything to do with your client. If you need sales rebuttals for not interested prospects, we’ll offer some sales objection handling examples.

For these examples to work, though, you need to understand where clients are coming from when they object to your proposal. Sales rebuttals for not interested clients should always center around one of two things: getting the client to understand you, or getting you to understand the client. Most sales objection handling examples would offer you a script, but we’re not going to do that.

Instead, we’re going to break down the four most common sales objections, and responses that you can use to get past them. You can’t close every client that you propose to, but these techniques should get you much closer to it. The types of customer objections can be broken down into these four categories: need, urgency, trust, and money.

How Sales Objections are Useful

image showing ways to overcome objections in sales

Many sales objection handling examples would tell you to treat sales objections as a roadblock to making a sale. Common sales rebuttals for not interested clients don’t actually tell you to make them interested, but instead to downplay or otherwise get around the objection. One common bit of advice like this is to offer customers a predetermined discount after an inflated price.

While these common sales objections and rebuttals are useful to know, I’m going to tell you to think of them a bit differently. What’s more useful than generic sales tips is empathy. When you approach sales objections from a standpoint of wanting to understand the customer and work with them, you will make more sales.

All of the advice that I’ll give you about the sales process will boil down to this: listen to the business owner, and explain why your business fits better than they think. If you want to know how to get SMMA clients, that’s how. All you have to do is understand the value of your business, and how you can communicate that to potential customers.

Now, I know that understanding clients is easier said than done. With respect to that, my sales objection handling examples aren’t going to give you a script to read from. Instead, I’m going to offer you a bit of empathy training and sales rebuttals for not interested clients that will make them interested.

Need

Need based objections are some of the most simple sales objections to recognize because they all sound pretty much the same. These types of customer objections almost always start with “my business needs or doesn’t need.” Whether the client tells you that they need to focus somewhere else or that they don’t need to be online, this sales objection is very valuable.

When a customer gives you this kind of sales objections, they’re actually offering you an opportunity to explain why you can meet those needs. The sales rebuttals for not interested prospects who say they don’t need what you’re offering will sound very similar to the pitch that you would give anyway.

Because of this, you should already be equipped with rebuttals for whatever the client might tell you. This type of objection might even make your job easier, as the client is telling you what’s important to them. With that information, you can tailor your pitch in the moment.

 Examples of Handling Sales Objections for “Need”-based Clients

Your sales rebuttals for not interested “need” clients should do one thing: focus on outcome. People buy results, and now is the time to convince them that you sell what they need. If a client tells you they need to grow, show them the results of a similar campaign that succeeded.

You should also consider the client’s industry and competitors. What common pain points can your business solve? If you’ve worked with clients like this in the past, you should have great knowledge to retort to any need based objection. Without past experience, you might want to do some research into their sector and the trends inside of it. Show them why they can’t afford not to take your offer.

Finally, when they offer the objection ask why. Ask why 5 times. This will get you to the root of the objection, and into an actual conversation. From there, you should be able to appeal to them at a deeper level.

Urgency

Common sales objections and responses centered around urgency are a little hard to spot. However, there’s a big objection that I know you’ve heard plenty of times before: “I’m just not sure right now.” That’s the number 1 urgency based response, but it’s an objection in hiding.

As you know, when someone says “maybe later” they mean “no.” Now, you aren’t going to close every sale in 1 meeting or 1 conversation. However, it’s important that the client leaves that first meeting actually wanting what you’re offering, or they won’t return.

Really, urgency sales rebuttals for not interested clients are about exciting them. You want the business owner that you’re working with to listen to you and to think of all the benefits of working with you. Here are a few ways to do that.

How to deal with “Urgency” Clients

The biggest sales objection handling examples to create a sense of urgency take a similar form: you should either be telling the client why your work is scarce, or why it’s important that you start now. This is solid advice because of how true it is. Digital marketing is growing and growing, and people who aren’t using it effectively will fall behind.

Probably the best way to put pressure on a client this way is to point to one of their competitors and who is using digital marketing to their advantage. Try not to come off aggressive or threatening, but find a way to work it in naturally. Also point out how sending their marketing off to you can save them time.

Try asking follow up questions about how the relief on their schedule could help them, like “what would you do with those few extra hours every day?” Appeal to those responses emotionally or analytically, showing the ROI of the time investment or discussing the clients goals. Make the client understand how valuable their time is.

Trust

Trust based sales objections are some of the hardest to overcome because the prospect often won’t show it. When someone doesn’t trust you, they’ll retreat a bit. Some clients will flat out ask you to prove it, though.

A trust based objection is any objection centered around the client thinking you can’t do what you say you can. Often, the sales rebuttal for not interestested, untrustful clients comes earlier than the first meeting. Building trust is the purpose of branding, and of having a good portfolio.

How to handle sales objections from “Trust” Clients

With that understanding, you probably know what I’m going to tell you to do to build trust with clients: just prove it. Prove that you can do what you say you can do.

The most important thing you can do to build trust is to show off your previous work, and do research. You should walk in with an understanding of the clients business, and how you can help them specifically. This will make the client confident that you know what they need.

Similarly, make sure that you are genuine in everything you do. People can smell a fake, and they won’t work with one. Being interested in the client, asking questions about them, and sharing personal stories can help make a client understand you.

Money

Money objections are these: “I can’t afford it,” “it’s too expensive,” or “someone else will do it cheaper.” These types of objections are very rarely genuine, and it’s important to have a response to them. What the client means is that they want a discount, and you shouldn’t give it.

This objection devalues your business, and it can put you in a bad position. It’s okay to accept lower prices sometimes, but not frequently. What’s nice is that handling this doesn’t require sales rebuttals for not interested clients, because they are interested – you just have to be unwilling to budge.

Sales Objection Handling Examples for “Money” Clients

For these types of customer objections, the starting point is making sure that money is the only objection. If they’re objecting with something else, they probably just aren’t interested. When money is the only issue, ask, “What if money wasn’t a problem?”

When they give you that answer, keep playing to it. Try to avoid talking about your cost and price structure. Remind them what they’re paying for. If you’re truly good they can’t afford not to pay you, and they’ll arrive at that conclusion.

Some clients will hold out, and in those scenarios you should see if there’s other decision makers to talk to. You should do this before the meeting in most cases, by asking if there’s anyone they want to include.

That’s How You Close Sales

With that understanding, you know have the best sales rebuttals for not interested clients: honest questions, and honest answers. Remember the four types of customer objections, and you’ll start converting more sales.

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