Objections
Objections Transcript
[00:00:00] Sarah Noel Block: Objections. Okay, so objections you're going to get them, so don't be nervous about it. Basically, as people are going through your proposals, they're gonna some, hand raises on issues that they might find, and it's all right. You can't address them, but you can't if you weren't there. So make sure you have that proposal.
[00:00:27] Sarah Noel Block: How do you respond to those objections? I have found the easiest way to do that is with this Triple F mentality. It's feel, show empathy, that you understand why they're feeling the way they are felt. That's in the past though, because. and then tell them why you don't feel that way anymore and found, provide examples of why that objection is invalid or a fallacy.
[00:00:59] Sarah Noel Block: [00:01:00] So it's a pretty easy way to go about dealing with these objections because you're going to get them and it's gonna feel awkward, and you're gonna okay, goodbye. Then I guess we're not working together when really they're just looking for. you to say you make them feel better. . That's all they really, that's all they really want.
[00:01:19] Sarah Noel Block: It's not a no, it's a, tell me I'm wrong sort of situation. So let's look at an example of that client. I like the package, but I don't think we have the skill in-house to use this strategy to its full extent. It'll end up wasted on us. Now, I came up with that so quickly because. I've heard that objection many, times, but here is the response that I give.
[00:01:47] Sarah Noel Block: I completely understand that I've seen it happen myself when I was in the house, but I designed my package so that doesn't happen because I know it happens. With my next steps roadmap, I found that 90% of [00:02:00] my clients thrive in their content marketing after successfully implementing the strategy. And if you need a partner, that's cool.
[00:02:07] Sarah Noel Block: I can stand with you on this. I can recommend some amazing content creators I've worked with before who can take this strategy and run with it. I can do it myself. It's a really flexible situation. I can give you recommendations, I can execute it myself. or I can make it really easy for your in-house team to, take it and run with it.
[00:02:31] Sarah Noel Block: So do you see how I empathized with them? Hey, I've been there. I get it. But I've learned from that and I've specifically addressed that issue because I know it's an issue for so many people, and that is how you address an objection.
[00:02:48] Sarah Noel Block: video five follow up. So the last step of the five part sales process is the follow up. You [00:03:00] sent your proposal and now what? Let's say it's been three days and you've given them five days to respond to your proposal. What do you do? You need to send an email or you need to call them. now, so you don't forget.
[00:03:18] Sarah Noel Block: Set up an alert in your C R M that okay, I need to connect with them after three days if they haven't responded to my proposal yet. Keep it really casual, but let them know any restrictions you might have. Let's say you are going to be booked up. If they don't accept by this date, or maybe the timeline that was identified in your proposal is invalid if they don't accept by this date.
[00:03:47] Sarah Noel Block: Those are really valid reasons that you're giving them this restriction on when they need to accept their proposal. So make sure it's clear when you're reaching out to them, [00:04:00] why let them know, I hate to do this, but if you don't accept by this date, you'll be added to the wait list and you'll, I don't want you having to wait three months for the strategy.
[00:04:13] Sarah Noel Block: So here's an example of a follow up and feel free to swipe it and make your. Subject line questions. Keep it real simple. Thanks. Name for the chat last week. It was great hearing about blah. After our call, I'm confident we can get your strategy where it needs to be with insert service here. My client acts had a similar problem and we resolved it with this exact package.
[00:04:46] Sarah Noel Block: I'm following up because the deadline is quickly approaching, where does the time go? And after X I'll have a wait list for the service. If you have any questions that came up since our proposal, shoot me an email or schedule a [00:05:00] call and we can review the scope questions. Thanks. Name. It's super easy and you can, you're following up.
[00:05:11] Sarah Noel Block: You're letting them know why you're following up and it will, be that triggering moment for them where they will be like, oh, okay, I can't just sit on this . It's time to make my move. So that is the five part sales process that you can go through and it really does work. I have been, from day one, I've had a six figure business, and it's only grown since then.
[00:05:38]Sarah Noel Block: And this is the exact sales process I use and I. I would, I'm not a salesperson, . I sell through education. I sell through content. That is how I make my money. That's how I get my clients. And you can do the exact same thing and it doesn't feel icky at all.[00:06:00]
