Nicolas Cole shows how to handle the objection "What kind of ROI can we expect?" Instead of defending vague numbers, ask the prospect how they define success and what metrics matter to them. Get them to articulate their own expectations so you can tailor your response.
How do I overcome the objection of like, what kind of ROI can we expect? They're like, I want numbers. In the sales conversation, the thing that you have to come back to with a service like this is ask questions where they have to admit the answer to you. So in this situation, it's like, what kind of ROI can we expect? Do you defend your position? Do you try to convince them of something? What do you say to that? How do you measure success? How are you supposed to overcome the objection if you don't know the thing that they care about?
What Every Writer Gets Wrong About Their Audience #writing #creator #writingtips
