Peter Vander Wall teaches a response to the objection "I could just do this myself." Ask "Why haven't you already?" The prospect will likely say they lack time or knowledge, which opens the door to show them the opportunity cost of not hiring you as the business grows.
If you're ever on a sales call and the person says, I could just.
Do this myself.
You know they're lying. They're not going to do their own taxes or whatever you sell. This is what we call a smoke screen. And a simple question I always ask is, well, why haven't you already? And they're probably going to answer something.
Like, oh, I don't have enough time, or I don't really know how, or I never. I never learned how it works.
And that's how you get them right back into the sale and you can show them why they need to hire you. Well, Mr. Prospect, let's be real with each other here. If you haven't had enough time in the past to learn how to do your own taxes, you're not getting any less busy as time goes on, are you? Do you really think you're going to to find time to do it now that your business is twice as big?
How This Bookkeeper Scaled From $30k/mo → $92k/mo in 2025 [LIVE WORKSHOP RECORDING]
