So overcoming objectives from clients. Well, well, well, this is possibly one of the areas that I spend the most time with when I'm privately coaching, some of my students and freelancers and service providers that work directly with me. Now, in regard to sections, obviously, they come in all sorts of shapes and forms, however, the solution to counter them and basically smooth them over is the same no matter what the objection is. Now, the way that I'm kind of teaching you how to sell and training you in this particular course, you shouldn't really need to handle many objections. And if there are objections, then they should be pretty soft and pretty easy to overcome. And I'll explain why because within the sales call structure that I explained earlier on in the course that you should have already watched by now. So if you hadn't, no noddy, when you follow that structure, it should cover everything that could be an objection. And as well, if you followed the other lesson in the course,...

which ultimately show is the perfect sales page or the perfect persuasive page to get a client to buy from you, then that should also answer pretty much all the common objections that a client could ask or would ask. Let me give you an example of the most common objection that I personally get within my agency and then we can reverse engineer it and break it down to understand how I actually answer it in a way to fill the client with confidence. So the most common objection that I get is for my brand naming service or also for logo design, to be honest. But either one, the most common objection is what if I do not like any of the names that you provide? And maybe eight years ago when I first got this objection for like the first time, I was like a bumbling idiot, I didn't have a clue what to say. I haven't got a clue what to say. I was mindless. I was stupid. I just bumbled and I definitely didn't close that client. I can guarantee it. Um But now I've been asked that question maybe 200 times a year, 300 times a year, something like that. And ultimately, I've learned exactly what to say. And you are also going to slowly but surely learn the things to say at the right time for each objection that's sworn at you. And you're probably going to get five objections that are always sworn at you just, you know, sometimes someone might not give you any objections, but you're going to be asked to questions all the time. Will my website be responsive? What if my website isn't fast? What if I don't like any of the brand names? What if none of the logos stand out to me? What if I don't like the scheme? What if the typography doesn't look right? All this stuff, you will find the answer and if you don't find the answer, then let me know, pop me an email and I'll support you as best I can and give you some ideas. But for example, let's go back to the brand naming exercise. An example. I used to have a clue what to say, but then I quickly figured out actually had to say it was and it's a little bit of shock value as well because I actually agree with them, which is the first step. You need to agree with them and say to be honest, we get a lot of clients who literally asked the exact same question you like, you're not alone. Like we probably get like out of 100 clients, 90 of them are going to ask the exact same question. So I'm really glad that you asked it. I'm really glad. So the reality is that if you didn't like any of the names in the initial name presentation that we send you, that will be the best news in the world. And at that point, the client's like, what, what are you talking about? So you're telling me that if I don't like any of the names then. It's great news, best news in the world. And the reason I say that the first set of names that we send over to you, we're not trying to find the perfect brand name that would be stupid and I'll explain why. So think of finding the perfect brand name as walking through the forest. Ok, we're looking for gold, we're looking for the perfect brand name or at least a couple of brand names that really fit what we're trying to do. So how do we find it? Now, what we could do is just find one plot of land, dig as deep as possible and hopefully hit gold. That doesn't make a whole lot of sense. So what actually makes a lot more sense is if we spread out and dig in five or seven or 10 different places a little bit and hopefully we can see some potential in certain spots and once we find that potential, then we can dig deeper in those specific areas because we know there's something there. So what have I done? I've taken their objection and I've turned it into a benefit because what they thought is if I don't find the perfect brand name on the first try, I'm screwed. And I've wasted $1000 basically, whereas I've completely switched it and framed it as we're a team hunting for gold. I've told them a story. We're working on this together. As a collaboration to try and find the perfect brand name and we ain't going anywhere until we find it. And when I framed it this way, everything changed. If the client was receiving the initial set of names, without the pressure of thinking, which one's the perfect one, I need to find the perfect one today right now. Complete baloney. OK? When you are met with an objection, find a way to turn it into a benefit. OK? For example, a client may say, I don't have much time to keep going backwards and forwards in regards to refinements. So I need this done first time. Perfect as soon as possible. That's it amazing. That's awesome because we like getting things done first time too. So what I'm going to do is I'm going to take as much information as possible from our strategic meeting, which we'll have before we actually start developing the website, for example. And then what we'll do is we'll get as close to 100 per cent as possible. And then what we'll do is just to respect your time. I know how busy you are. We'll have another 15 and minute just to take that little bit of time to get us to the finish line. How does that sound? So, what I've done is I've basically said, OK, we're going to do all the hard work as we should because we're getting paid for it. All I'm going to ask is because I want to make sure we get the best result. We're going to do a quick 40 minute call to basically go through the initial push to get it to about 85 to 90 per cent. And then all I'm asking for is 15 to 20 minutes with you to get it to the finish line. Is that fair enough or not? So, instead of going back and forth all the time, I'm setting two very distinctive milestones, taking up an hour of their time to get it to the finish line. Once they actually see the website or once they actually see the end result and it's really great, they're going to give you more time. They're just saying that just to set the tone for the relationship, once you start working with a client and you get a little bit more friendly with them, they essentially start to become a lot warmer towards you. But at this point, you just need to remember one single thing. If a client is giving you objections, then they are interested in buying from you. Now. Isn't that exciting? Because usually when people are giving you objections, they are basically saying that they don't want to buy from you complete opposite. The only reason that they're giving you an objection is because they want you to solve it. When you start thinking about it in that way, then everything changes. So when someone gives you an objection, in summary, this is what you do one? You agree with them. Can you say it? Yeah, 100%. We get this question all the time from lots of different clients. I'm really happy that you asked it. Thank you. Make them feel good about that objection. Complete water off a duck's back. I get this all the time next. Find a way to turn that objection into a benefit or a feature, mostly a benefit. So you can connect it to the client and what they actually want. OK, then confirm it with them. You know, is this good for you? Does this work? Yes, no, blah, blah, blah. This is the three step process to overcoming any objection to actually go through every single objection in the entire world. This lesson would probably be about 15 hours long to be completely honest because the amount of objections I've heard in all the different jobs that I've had and all the different experiences that I've had in all the different services. It would be a very, very, very long lesson. So what I'd like to do is at any point if you come over an objection that you can't find a solution for, pop me a message, pop me a video on loom or ask me and I will try my best to turn it around and spin it around for you and I love this sort of stuff. It's a good challenge. So just ask me and I will try my best to help you. I promise. Ok, thank you so much for your time. I hope you enjoyed this very interesting lesson and I will see you in the next one. See you soon.

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Scott Lancaster

Scott Adam Lancaster is the leading strategist for startup brands in the world, a serial entrepreneur, Fiverr Pro branding consultant & educator. His online brand building academy has helped over 25,000+ entrepreneurs successfully build their brands to date. He is also the director of Clementine House, a well respected branding agency of 10+ years, specializing in strategic brand development.

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How to overcome challenging objections

How to overcome challenging objections

Lesson Info

39. How to overcome challenging objections

Lessons

Getting over the fear of rejection

Why you should leave a Zoom call after 3 minutes

How to never chase clients ever again

How not to feel nervous on sales calls

How to not take it personal

Slow & Steady vs Fast & Many

The importance of being accountable

The importance of being invested and excited

Understanding the difference between features VS benefits

Assignment - Mindset & Motivation segment

Helpful Doctor Approach

Breathing method for better sales calls

Managing your clients’ expectations

How to smartly discover your clients’ budget

How to come across as more confident

How to improve your pacing

How to structure a sales call

Ghost Opening Method

High converting sales funnel

Shock Method

The Halo Effect

Organizing portfolio to win more clients

Build trust using science

Showing calendar during call

Building unbreakable rapport

Sharing relevant stories

Using numbers to make prices make sense

Using urgency and scarcity

The parrot and captain technique

Using FOMO

The power of mirroring

Always put your clients’ needs first

Assignment for sales techniques

The one who cares least wins

How to price your services

Handling clients who are bullying you

Connecting with clients’ dreams

How to use trial closes and assumptive selling

How to overcome challenging objections

When to mention pricing

Assignment for negotiation techniques

How to get video testimonials for your website

Setting up automated Calendly meetings

How to strategically improve your website using Hotjar

How to get more clients

How to get clients to pay more

Do you need to be liked as a salesperson?

3 reasons why freelancers lose sales

What makes a good vs bad salesperson

How many options should you give clients?

How to know when a client just wants a discount

How to know when a client is interested in your service

When a client doesn't reply

How to practice your sales techniques

How to ask high-quality questions

Which social media platform is best for getting clients

Which social proof is best for winning new clients

How I sold a 10k website with one single email

How to manage prospects and follow-ups

What to do when you screw up on a project

How to handle a client who wants a refund

When a client wants lots of revisions

How to spot a nightmare client

How long should you small talk?

Should you spend time creating proposals?

How to get a sale without being too pushy

What to do when a client says you are too expensive

Assignment - common questions

Realizing who your most valuable customer is

How to use discounts to charge more

Price anchoring technique

Creating product flow and product expansion

How to win client loyalty for the long term

Last assignment project