3 Sales Objections That Result From Marketing Failures
Are your hot prospects giving you sales objections like “I have to speak to my partner before I can make a decision on this” or similar?
No doubt, you believe that’s because your sales ability is lacking.
That you are not showing up to serve your prospect’s as best you can.
Well, those things may be true.
But, it’s equally likely to be neither of those things at all.
There may well be deeper more fundamental reasons why your hot lead has just effectively told you ‘No’ or rather ‘I’m not ready to work with you, yet’.
In fact, there could be 3 reasons…
The first is that they are confused...
That is that they jumped on a call with you, on impulse without really understanding who you are, what you do, or how you do it so they don't really know what you’re selling and whether it is right for them.
When you drop the price on them, it just doubles their confusion.
No one is going to spend several thousand dollars or more on something they are confused about.
SOLUTION: Jumping on a call with someone too early in your relationship and relying on your sales ability to bring them on board is not the best way to serve your future ‘client’. Rather it smacks of a selfish need to reach monthly sales numbers. The solution is patience. Take time to nurture your audience. And providing real value upfront. Thus removing 80% of the confusion that your future client is likely to have.
Your offer is not focused on their #1 problem.
They believe your offer contains too many solutions, most of which are not relevant to their #1 problem... Either because your offer is bloated or because they don’t understand why those initial steps are necessary.
Providing a detailed explanation in one chat on Messenger or in one sales call would take too long. The result is they don’t believe your offer is compelling... And they don’t appreciate the full value you deliver.
SOLUTION: Take the time to laser focus your offer on the one solution that your audience values most. This may mean you have to review your understanding of your ideal client and their priorities. Remember that people's priorities change all the time. Your offer has to keep pace with these changes. A catch-all offer is not the answer. High-value clients want to solve one well-defined problem at a time. Your big promise has to mirror the outcome they desperately seek.
They don’t believe you can get them the result they seek.
They understand what you do and how you do it. And even understand why it delivers the result they seek and how much it costs... But they don’t believe in you.
This may be because they externalize the responsibility for getting that result. They have taken on the role of a passive observer to whom the result is delivered without them having to do very much.
The result being they have failed to get results before and tend to blame coaches in general for their failure... This is another form of externalization.
Or it may be because they are too early in the getting-to-know-you process and don't fully appreciate your expertise and experience.
Or indeed, it may be a combination of these three reasons.
SOLUTION: Lack of trust implies that your messaging strategy still has not worked its magic. The solution is to find the point or points of failure. You may have become a . expert whose copy is fun but gives no clue as to what you do or how you do it. Write in-depth belief-shifting posts that focus on scenarios your ideal client is encountering.
It is useful to note here...
That the people in your audience who are prone to externalize their problems usually skip past in-depth explanations in favor of quick-fix solutions.
A conventional social media post would wind up here by making a big promise and a call to action neither of which makes any attempt to give you any information about the WHAT, HOW, and WHY of the solution... Or make any attempt to identify WHO gets the best results from implementing it.
This may be the underlying reason you are getting sales objections on your sales calls.
So let’s go all the way and give you that understanding now.
Let me be clear about WHO is likely to get the best results from this…
This does not work for people who do not have high ticket offers that require a high 4 or 5-figure investment. And it’s not for people who have not delivered the desired result many times before.
That presupposes you are an expert service provider who has at least 5 years standing and probably more, who loves to share their expertise and experience using the written word rather than video…
And realizes that investing time and money to level up their ability to communicate their value to their audience will pay dividends long term. You have to be a leader who takes responsibility for their own actions (or the lack of them) rather than blaming other people.
Here’s WHAT my solution includes…
- We review your positioning to ensure that you have REALLY differentiated yourself to achieve optimum leverage. (Part of this involves surfacing your superpower).
- Next, we get clear about who your ideal client REALLY is. Most successful solopreneurs need to do more work on this to get the clarity they need to increase revenue without increasing overheads.
- We dial in your offer in the light of our new understanding so it focuses on the one outcome your ideal client REALLY seeks. During this process, we strip your offer down to the bare essentials.
- We practice the craft of writing belief-shifting posts that are packed with in-depth analysis of the problem, why it occurs and how to overcome it. This constitutes at least 50% of the program.
- I give you a reliable way of attracting new clients without having to waste your time DMing people who have no clue who you are.
This is a simple process that many B2B experts complicate.
These are the 5 steps I use to attract high-level clients consistently and achieve a 5 figure monthly income part-time (25 - 30 hours a week).
This is an intense 30-Day Story-Driven Workshop that requires you to devote both time and energy every single day. We jump on weekly Zoom calls and in between, you have daily access to me on Messenger or WhatsApp (You choose) so you can get your questions answered and not have to wait to run new ideas past me.
You get detailed feedback from me at every stage and in particular on as many posts as you wish to write for my review. Practice makes perfect.
The more you write, the more you will get out of this.
You’ll be amazed at how many nits I pick out of your copy to ensure that you are precise in your wording yet natural with your language.
To benefit from this offer, the investment is a high 4 figure number which is a ridiculous steal given how many programs out there charge higher fees for coaching on methods that you may have already proven to your own satisfaction do not work.
If what you’ve read sounds right up your street, the next step is to ping me on Messenger.
I have a pretty good idea of the profile of the person who gets the best results from this program, so if you are a good fit you can get started almost straight away.
Thank you for reading thus far.
I look forward to chatting with you on Messenger.