We often make the mistake of thinking that the only reason someone isn’t buying our product is because of price.
But the truth is, customers have many objections (reasons they don’t buy) and very few of them are related to price.
Watch the video for ways to discover your customers’ objections. Then keep reading to discover more ways to address customer objections.
In the video, I mentioned a few ways to address customer objections. Here are a few more things to consider:
Give them stories, not facts. When we hear customer objections, we tend to want to fight them with facts (or righteous indignation) but these strategies rarely work. Instead, you need to appeal to your customers emotions. By addressing concerns with stories, instead of facts, you help create a deeper connection between the customer and the product. By telling stories about how the product fits into the customers lives, you can help overcome many of their objections.
Show, don’t tell. Because so much of what we communicate about our products is visual, you can often overcome objections by improving your visuals. Use photography and video to tell a story and to show customers how your products can fit into their lives. If you can create a strong mental image of how your product fits into your customers life, you’ll overcome a lot of objections.
Keep in mind that customers aren’t always aware of their objections. It’s not always possible for a customer to explain why they aren’t buying your product. It’s your job to act as detective/psychologist and figure out what’s holding your customers back. Start with an objective that you think they might have, and work that into your sales materials. If that doesn’t have an effect, you’ll have to dig deeper for other objectives.
Not every customer has the same objections. One last thing to remember is that every customer isn’t going to have the objections. In this case, you’ll have to use your various marketing opportunities (such as your blog and email list) to address these various concerns.
What objections do your customers have when it comes to your products? Share them in the comments, along with ways you might address them!
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