The Reason You Feel Sleazy Handling So-Called Objections May Be That You Have it Backwards
Most potential clients are seeking your business because they want to work with someone who provides services like you do. But sometimes, starting a client-lightworker relationship can be intimidating. Many of us have seen or even been taught how to "handle" what get called " client objections" by our prospects.
Some of the scripts I've seen, almost border on browbeating. The script lines make it feel like you have to almost become coercive to get that prospect to say "yes". Have you seen those? Maybe you've been on the receiving end of an "objection handling" script. How did you feel?
I bet most of you know what I'm talking about and it didn't feel great.
When you imagine running through that kind of script, you cringe.
If that's you, read on. I have an entirely different view on how to approach prospects who don't immediately say "yes".
"At Lights On Business, we show you how to get a business you love and a business that loves you back."
Enrolling a client starts way before you hop on the phone with them.
It starts with the collective sense you convey through your social media, blog posts, your website, emails and messaging. You build an energetic picture of what it would feel like to work with you, what you value, whether the person can relate to your chemistry and how you make them feel. Do you convey that your story is relatable to to what they are seeking?
After all, there are some people you wouldn't be a good fit for, right? Let's get that clear BEFORE you consider doing a call.
And before you get into a call, hopefully, your media is making it obvious what transformation you can help them with. If someone is looking for a graphic designer and your service is energy healing, you may not want to call on the phone because you're not a fit.
Now, about those so-called "objections" once you are talking.
If the prospect gives you a hard and firm "NO", ok, thank them and move on. Later, ask yourself what you could make more clear upfront that might not steer likely mismatches to your door.
If they say, "Heck-Fire YES, sign me up", well then, move on with your enrollment.
More often, they are saying "Maybe" or "Not Quite Yet". Noting it to self this way leaves the door open instead of mentally flagging them as "having objections". Who wants to project the energy of "having objectionable prospects"? It's not attractive to your ideal clients!
Let's take an example of a person who has reservations about how much your service or package may cost.
I don't launch into challenging them about why don't they value themselves and their business enough to invest in it. That's pretty "in your face".
Instead, I have several service levels ready to offer. (At this point, I already have a pretty good idea what they are seeking help with). If the first level is too big a step right now, I simply slide over to telling them about a somewhat scaled-down version of the service or product with a more modest price tag.
If that doesn't work for them or they say "I can't afford anything right now", I will refer them to the Free Resources section of my website. There, they can can various items simply by giving their name and email. They get something and I do too. They may later come back and sign up for something. They may tell a friend about the positive resources I offer. In other words, they don't leave telling others that I'm just another uncaring business person etc.
You can connect through other questions in this same style.
Doesn't that feel better?