The internet has opened up a market that was never envisioned years ago. Worldwide seems to not really do justice to what information online businesses can access these days.
It has been calculated that social media platforms have a reach in the billions. Which leads to just an incredible Wow!
With this knowledge, your business can also tap into a market that is far greater than once thought possible.
What does this mean? The normal sales process has always had to deal with the proverbial “No”. Imagine being a salesman on the road, knocking on doors. You probably would have found yourself hearing “not interested” at least 8 or 9 times out of every 10. If one was a really good salesman, you might get it down to 6 or 7.
That means you will have experienced at least a 70% chance of rejection.
Now imagine your reach is now in the thousands or hundreds of thousands. Things have not changed that much in the sales model, you are going to hear the “NO” but now in the thousands. There is no way around it, your confidence is going to suffer. The task of staying positive as a result is a little daunting, to say the least. How does one stay confident? Is it even worth your while to expose yourself to all this negativity?
I have struggled with this throughout my life. Being a very empathetic individual it would pain me to hear the objections and as a result, it was easier to avoid selling than even to try to address the objection.
I regret this now. What I want to share with you is something that would have helped me so many years ago but that is helping me now.
First of all. You must believe in your product or service. When you do the rest gets easier. You cannot feel embarrassed, hesitant or regretful with your product. You must believe the product can help or answer your customer’s needs because that makes addressing the objections so much easier.
Let’s start with the fundamental that sometimes a “No” is not really about your product, but rather more a fear of making a decision. So you need to find out are they actually saying an affirmative no or are they exhibiting a sense of ” I am not so sure about this deal”?
Do not be afraid to dig deeper. Find out if they are interested but may have just a couple of doubts. Learn about their doubts. Ask them questions regarding their concerns. If nothing else their answers, which may not lead to a change in how they feel, may help prepare you to address these concerns in future presentations.
As an online entrepreneur, you have already addressed who your avatar is. If you have not then do so. Your target audience needs to match your specific traits your marketing is based on otherwise you are setting yourself up to fail before you start.
Before you even start your campaigns you must know your product inside and out. Making sure your audience or prospective clients are actually looking for your product or similar products is critical to your success.
Ideally, your marketing plan was to build an audience of like-minded people who share similar wants, needs, and desires. Then, your product needs to satisfy these wants, needs, and desires.
If this has been done correctly then do not be afraid to continue informing them of your product, its advantages and how it is the right product for them. Your audience has a want, you need to be able to demonstrate to them that you can satisfy their wants.
Sometimes your audience just needs to know more about you, your product or your services. Reiterate your positives. Do not be condescending, be positive, uplifting in your approach. Recognize their concerns, help them feel at ease with you.
So that is the “No”, what about the “it’s not you it’s me” deflection. Your customer probably wants to be truthful and does not want to hurt your feelings. Passing the blame onto themselves they probably feel that you can accept the rejection a little bit better and they will feel better themselves. They no longer feel any obligation.
When your sales end on this note, understand they are probably not going to purchase. That being said, try to find out what it is that has made them feel this way. Were they uncomfortable with your presentation? You will need to figure out just why they feel this way especially if your product is indeed something that could help them.
Is your presentation lacking somehow in creating that urgency to purchase? Review it, test it on someone you know and get feedback. Feedback is a positive thing so do not be afraid of it. Be willing to use the information to make the appropriate changes to your campaigns.
If you are faced with the know, like and trust issues, you will need to spend some time creating that. The more people learn about you and get comfortable with you the more likely they are to listen to what you have to say with an open mind.
Obviously the more you go through this the more you should be able to foresee any objections that may arise before they actually do. And yes this takes time for the new marketer, but it is inevitable. Do you throw in the towel, like I did so many years ago and stay afraid of the selling process, or do you sit down and figure out just how you can get better?
Do not fear the objections, prepare for them. Practice how you will handle them.
Objections are not new. The stalling tactics that keep people from purchasing them is not new. So take the time to go over how you would handle them.
Set preparing for objections one of your goals as you plan your marketing strategy.
One great resource for you to read is “Jeffery Gitomer’s“ Sales Bible, the Ultimate Sales Resource”