April 5, 2012

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“I’m not sure your product (or service) is right for me …”

It’s the dreaded objection that most young entrepreneurs don’t want to hear. But, objections can quickly turn from a negative to a positive and become “a good thing” when you’re growing your small business.

The reason is simple.

Objections are a sign that you’re close to making the sale. And if someone is completely uninterested in what you have to offer, they wouldn’t even be on your website, or much less talking to you. They wouldn’t waste their time.

Subsequently, if a prospective customer is actually having the conversation ‘internally’ about the merits of your product or service, then this indicates that there’s some level of interest. It’s now your role, to reassure your new-found customer that everything will live up to the claims you’ve made.

The Nature of Objections

Essentially, objections are self-limiting beliefs we all have. It’s a way for all of us to acknowledge self-doubt or limiting beliefs that could potentially stop us from moving forward to achieve and obtain what we truly want – the result.

As an entrepreneur, it’s your task (one of many) to help customers get out of their own way so they can experience successful results. You can accomplish this by first, anticipating and then overcoming their objections.

The Most Common Buyer Objections

You’ll find that there are many more objections than those I’ve listed below, but the most common objections that you’ll run across include:

1. It’s too expensive.

2. It won’t work for me.

3. It looks too complicated.

4. I’m afraid of fixing this problem or working on this objective.

5. I don’t know that I’ll have time for this.

Simple Ways to Address Customer Objections

Knowing your customers’ objections ahead of time will allow you to properly address their concerns and swiftly share solutions. It’s also a good idea to address the common concerns in all customer-facing communications including your sales materials.

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