There are many excuses why people don't buy. You may have heard a few: it's too expensive, it's not currently at the top of my "must-have" list, and while the deals are too good to be true, it's too good to be true. Customer objections can be resolved more easily than you think. Let's look at three simple ways to overcome these objections.
It's too expensive
Make no mistake! Most of your customers can get the money they need to buy your product. It's not about having enough. Let's be honest....they say they can get a better deal somewhere else or a deal that gives them better value for money.
Don't be tempted to reduce prices to a minimum just because you say they are too expensive. There are ways to overcome these objections without sacrificing profits!
Make it seem like a better deal. In other words, take a close look at your product. How can perceived value be increased? You can add a manual, CD, or downloadable book with product information. Make them believe they are getting more for their money and the deal will seem much better.
Think about it...we all assume that we have to pay more to see a specialist. Of course, Wal-Mart is great when we're looking for a generic product, but when we want something from someone who knows what they're talking about, we go to a "market specialist."..and expect to pay a little more as part of the deal.
How do you become a specialist who commands respect and gets away with slightly higher prices?
“Find niches in your market that you can exploit. Hey, if you look closely, you'll see groups that stand out in your market...entrepreneurs, men, and women, new mothers, retirees, etc.
“Take a look, do a little research, and find out how exactly your product meets the specific needs of these niche groups.”
“Speak to them like someone who knows their stuff. Revise your sales materials to meet the specific needs of each group. Let them know you understand what they want and need and watch your profits skyrocket.”
2. I have more important things to do now.
Yes, buying now doesn't seem like a big deal until... the deal is too good to pass up and to get it you have to get it today.
This is the prohibition of any possibility of delay. What your customer is saying is, “I have no reason to buy today.” Make the deal compelling and set a deadline. This will encourage them to prioritize purchasing NOW.
3. I'm skeptical... It's too good to be true.
Most customers got locked into deals that seemed too good to be true and ended up costing more than they were worth. The only way to overcome skepticism is to build a relationship of trust.
's unconditional money-back guarantees eliminate the risk of loss and show your customer that you truly care about their satisfaction.
Let the testimonies speak for you. Proof of a history of delivering products and achieving customer satisfaction goes a long way to addressing customer concerns.
Be available. Customers feel like everything is OK when they can pick up the phone or send an email and have their questions answered quickly.
It doesn't take much knowledge to break through the shell of the most eager customers. These 3 tips will help you get started.