I have been in the industry for the last 20 years and I hear that from many of my students as their main problem - prospects just don’t buy from them.
I wanted to dive into this topic and explain how you can avoid all this and just not waste time talking to prospects that will never buy from you and most importantly attract those dream clients that will.
This will be a long post, so if you want, just skip to the end where I tell you the secrets. But trust me, you’re gonna want to read the whole thing to really understand where I’m coming from.
The first thing you need to understand about objections that come up in a sales call, is that there are specific techniques that you can use to tackle them. The goal is to change prospects' mind to the point where they realize that your service is what they were looking for, as a solution to their particular problem.
Of course, this takes practice and it only applies to prospects who are actually qualified to work with you. This “qualification” essentially means that you will know with a great degree of certainty, that your offer can deliver your potential client, the results they’re looking for. When you start thinking this way, a sale becomes a win-win situation, rather than you trying to convince someone to buy from you.
Let me repeat this again - it is super important. When you are SURE that the prospect can benefit from your services (or a product), only then should you continue talking to the prospect and offer your services
What happens is that you start feeling defeated - 10, 20 discovery calls, only to hear the same excuses from your prospects overand over again. This leads to frustration, and doubts that your service is even the right thing for your audience. In some cases, people even give up, thinking that business is just too complicated to figure it out!
Especially if you’re just starting out, as a coach or a consultant, and you’re learning as you go, you might be just setting yourself up for failure, if you are thinking that everyone you are talking to is your perfect client.
Let me say it again: MOST prospects you are talking to, are simply not qualified to work with you! Of course unless you are using “filtering” before you let them book an appointment with you. That is a whole different story and is a super powerful technique within the sales process.
With that said, how do you actually know if a prospect is qualified to work with you or not; and most importantly - how NOT to waste your time with people that won’t buy from you? You can also think of it as wasting THEIR TIME - won’t you agree that if they are not a right fit for your talking to them will waste their time as well as yours?
First DO NOT skip a very important step in sales: the qualification process. You can’t go from prospecting customers to directly trying to close them over a call.
If you present your offer without knowing that they’re qualified to work with you >> that can lead to nightmare clients.
If you have one set price for your offer >> you’ll probably hear that a lot of your prospects can’t afford your services. Asking them what their budget was is a simple way to avoid this! That one question, alone, can open up the possibility of selling them a smaller package now, and upselling them to a bigger premium service, down the road.
So what I’m trying to say is that qualification is essential not only to find out if that client is indeed someone you want to work with; but also to be ready to downsell or upsell them if they are qualified but do not fit all the criteria perfectly, right at this moment.
The qualification process allows you to find out if the potential customer has the resources to pay you, if your services are actually a good fit for their needs, if they’re ready to pull the trigger, etc.
Hope this helps - Alex