Welcome back and welcome to Part 3 of our objections mini-series, thanks for joining us! Have you ever gotten an objections while you were talking to a potential customer and stumbled when you tried to respond? Today we’re going to take our objections talk one step further and chat about how to handle objections like a boss! Today we’re basically going to pick right up where we left off last time, so if you missed the last episode called “How To Prevent Objections with An Irresistible offer” you may want to go back and get yourself caught up. In this episode we are sharing our thoughts about how to handle the most common objections you get in business.
We can’t wait for you to hear this episode, let’s do this!
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AIMEE: OK, so we are really excited wrap our mini series about objections! If you haven’t already, you can get the free download to go through the steps we are referencing in this miniseries by visiting businessandmotherhood.co/objections. OK, so let’s just dive in, shall we?
ANNA: Yep, ok, so the last episode was all about how to create an irresistible offer that prevents objections from coming up in the first place….but we all know that no matter how great of an offer you create, you will probably still encounter objections from your leads or potential customers sometimes! So today we’re going to give you our simple formula that any type of business can apply, to make sure that you’re handling objections gracefully and effectively, in a way that feels good for everyone!
AIMEE: I want to stop here and first address rejection. When someone rejects our business/product/service they are not rejecting YOU as a person. It can be hard to separate ourselves from our business and in many ways, it becomes a part of us. This can be a lot easier when you are selling a product. Right? If someone says no to face wash…they aren’t saying they don’t like you.
AIMEE: This was really hard for me to separate as a photographer. When you are in a creative industry, so often, your work feels like it IS YOU. You truly pour your heart and soul into your art, and it can be heartbreaking when someone decides it isn’t their style or isn’t for them. This is easier said than done – but DON’T DO THIS. It doesn’t mean you as a person aren’t valid. It just means you need to keep chugging, keep learning, keep developing until you find your ideal customer. And, to be honest, rejection can be a good thing! The last thing you want as a traditional business owner, is to have a customer that just doesn’t understand your art or doesn’t click with what you are offering. It just isn’t even worth it!
ANNA: That’s so true! The art of repelling and attracting could be a whole other Podcast episode!
AIMEE: So now that we’ve briefly touched on rejection, which could also be a whole other Podcast, let’s move into our main goal for today! How can we handle objections when they do arise?
ANNA: Yeah, there’s a lot you can do for objections around mindset! So first of all, hopefully that when you implement the principles from the previous two podcast episodes, you find yourself dealing with objections WAY less. But – if you’re in business, you’re still likely to face objections – so the first point we want to make is that
AIMEE: One of the best resources for how to prep your mindset for sales and how to act when addressing objections we’ve found is from Eric Worre’s book Go Pro. This book is written for network marketers who are wanting to operate their business in a professional way, but even as a traditional business owner you can learn SO MUCH from him, so we want to share a few things that we’ve learned from him that have stuck with both of us!
AIMEE: Now that we’ve addressed some of the mindset, how do you specifically handle objections when they do arise?
ANNA: Every industry has a set of standard basic objections that you face. This is great! It means you can prepare for them. A huge problem people make is getting defensive OR talking someone’s ear off because they feel like they have to go into convincing mode when objections come up
AIMEE: Overcome them by: “feel (acknowledge)/felt (validate)/found (tell a story)” – Eric Worre
ANNA: So, when you get some kind of objection. Take a deep breath, don’t get defensive, think about where your customer is coming from, relate to them, and use feel, felt, found to respond. Objections are gold, like we’ve talked about throughout this series. And then be quiet and listen. We’ve given you some space in the freebie to work out a couple of examples/scripts for yourself. Instead of using ‘feel/felt/found’ we’ve used the words ‘acknowledge/validate/tell a story’ to help prompt your thinking – but in the future the catchiest way to remember it is definitely that feel/felt/found! The freebie for this mini series can be found at businessandmotherhood.co/objections
ANNA: Price objection, probably the most common one that we hear you guys are struggling with – If someone doesn’t buy because of price – it’s two things.
AIMEE: Sometimes clients just don’t offer objections immediately. They do something even worst. They are silent. When they are quiet or you are unsure where they stand:
If they don’t purchase then:
AIMEE: We always try to have a holistic approach to objections. Ask yourself if there is something in the marketing process or booking process you could have done differently to avoid that objection? Really be objective to find the best way to address the objection now and in the future.
Here are the objections our community members gave us:
AIMEE: We’ve realized how big of an issue objections are for our viewers, so we are actually working on creating something for you to help you with how to specifically address them! We’ll let you know when we’ve released that!
ANNA: OK, so honestly we could talk about this stuff forever, but we probably need to cut ourselves off….good thing we have, well, a podcast haha!
AIMEE: Yes, we will definitely be digging into these topics further and more in the future. But for now, we’d love to know: Did you like this episode? Was it helpful to you? Please leave us a review if you haven’t already and let us know, or connect with us in our free Business & Motherhood community over on Facebook. You can find the link for that, as well as the show notes for all of our episodes at businessandmotherhood.co
ANNA: And again, you can find the free download and notes for this specific episode at businessandmotherhood.co/objections. Thanks again for joining us today, and we’ll see ya next time!
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