Nicolas Cole says never respond to a client objection with a statement. Ask what their current priority is first. Once you know it, reframe your offering as a tool that supports that priority, turning the objection into a selling point.
the single greatest objection handling mental model that I've ever come up with, which is anytime someone gives you an objection, the very first thing that you should say should not be a statement. It should be a clarifying question. What does that mean? Let's pretend that the client says, I really like what you just walked me through. I think a newsletter is an interesting idea, but it's just not a priority for me right now. A novice would proceed to defend why they think a newsletter should be a priority. They would start talking, they would start saying statements. Someone who is more proficient at sales would pause and they would respond with a clarifying question. So the client says, I like the idea, but I just don't feel like newsletters are a priority. What is a clarifying question that we can ask? So what is your priority? Why would I start trying to convince them of something when I don't even know the thing that they're evaluating it against? I'm like signing myself up for a losing battle. You say, what is the priority? And the client goes, our priority right now is just to keep running ads. They just told you the answer. So now when you speak to that objection, you should speak to it in a way that benefits their priority. Client says ads are the priority. You say, that's great news because a newsletter will make your ads better. You ask the clarifying question because the answer that they give you is what you speak to with your service.
What Every Writer Gets Wrong About Their Audience #writing #creator #writingtips
