Today on the Stop The Hey Girl Podcast I'm going to be giving you my top tips on how to overcome common objections and learning not to tie your worth to your work because I have been getting DM’s and comments in a Facebook community where people are asking how I handle objections.
When you are faced with objections, it's really easy to retreat and run away because you're being challenged in a way, and it's not easy to do. And then it's also really easy to get caught up in associating your worth with whether or not someone buys. As someone who has been struggling with tying my worth to my work a lot lately, I will say one of the most powerful things that have ever happened with me is that very quickly in my business, I have been able to not be attached to the outcome of whether or not someone buys and have that be the key.
Now I understand you might not be there yet. And I don't blame you. It took me a while to get there. But I think through the empowered responses I'm going to share with you today on how to address these common objections that you're getting, you are going to feel so much more equipped with handling them with confidence.
An objection is merely a request for more information. So you are getting an objection for it's likely one of two main reasons:
Selling right is making the decision that you want something. Closing is creating an environment where someone is excited and confident separating from their money for something that they know they want. So, when you operate your business from a place of client attraction, especially on Instagram, your content is what sells them on it. Your job at that point is closing right. And closing is not convincing. It's not begging. You're not selling when you're closing, you're closing someone that's already sold. And your job from that point is to create an environment where they're excited to give you their credit card.
So, when you face objections, reason number one that's happening is because you're trying to close before they're sold. You're trying to close before they're sold. And we don't tell people how to spend their money. But when that happens, that's powerful information for you to have because it's not an affordability issue. It doesn't mean that you did anything wrong. It means one of two things. They don't want it and they are just trying to be nice or they don't see the value. With number one, we bless and release. Have a nice life! We can't do anything about that. And we're not going to. But number two, not seeing the value means that we have an opportunity to better communicate, become better creators, become better at serving our audience to pull the right people in.
If you're getting to the point of a close conversation, the only time objections are coming up is because you didn't do the best job communicating or there's fear. And what's so great about both of those is once they're already sold, and it's just the close, you get to coach them through that fear to help them make an empowered decision.
So, we're going to go through some scenarios right now that you have been getting, and I am going to share with you on the fly how I would respond. These are not prepared responses because when you're in a closing conversation, you get to think on the fly.
So when someone says “that sounds awesome, but since COVID resources have been a struggle…”
This is something you are probably hearing, or I've heard a lot because what's been going on in the world right now has impacted people's lives, livelihoods, jobs, and finances. So, when you are communicating with someone who is expressing this to you, it is really important to make sure that you are not trying to close someone on something that they don't truly need. That is the first place where you need to give yourself a gut check. When someone says something, empathize. And if you've been in their shoes, or you are in their shoes, share that:
“I definitely get what it's like to be in a spot where you just don't have the money handy to work on ‘blank’. If I were to share with you a solution that is significantly cheaper. Would you be open to hearing more about that so that would be something that I would share?”
“Totally understand if I could share another option that I think will absolutely get you the results that you want, but potentially fit in better with your budget is that something you're open to something else that you can ask is what their budget is.”
Now that's another great way that you can tell if it's a true money objection, or if it's something coming from a place of fear. When it's a money objection, someone knows how much they can spend. There's nothing wrong with asking someone what their budget is.
Another thing that I hear a lot is I'm already doing x solution. “I'm already doing these workout classes or I already have a product that solves that problem.”
I would respond “I am so glad that you have something that's helping you achieve X goal. Is there anything else in your journey that you feel like you could get support with? Or is there anything else that I can do to help?”
So if someone already has a workout solution, and you're in the health and wellness space, you can talk about nutrition, for example. So that is an option as well, where you can see how else you can help. But no matter what, I always say “I'm so happy that you found a solution that works for you.” Because that's what we're here to do.
We're here to get people in front of solutions that are going to help them whether they buy from us or not. And if you don't feel that way, you're in the wrong business, and you should go do something else. We want people to get what they want. And that sometimes is working with us, and sometimes that's not.
And then when someone has no money, I always say “you know what? I totally understand. Here is a free resource to get you started, and when you are ready to work inside of this container or to work with this, you know that I'm here for you.” That is what I recommend responding to that with something said that if someone's in a rough spot, it's just not a good time in their life, something's going on. And they just don't feel ready. This is a great opportunity to coach someone through what's going on or not like through what's going on. I will also say something like, “I understand that this is a bad time. And I definitely understand that you want to start this journey or you want to purchase this or whatever that happens to be when you're in a good place, when would be a good time for me to check in with you?”
Because a lot of the time these objections are rooted in fear. And when you put the ball in their court to overcome the objection themselves, that's very empowered decision-making. And people are very responsive to that because you're not convincing them to do something, they are coming up with the idea themselves. That's powerful as heck.
It's just the little details of how to help them and ensure that they're getting what they want. When you focus on allowing your content and your social media presence to sell, closing becomes easy, closing becomes simple. And you're not saying anything fancy or doing anything fancy, you are allowing the content to do its job. And then you are helping them get what they want. That's how closing gets to be easy, simple. Also when your content does the selling, you barely get any objections in the DMS. If you're not doing that when you're selling or when you're launching, you're missing out on a lot of opportunities to help fence-sitters get off the fence.
I hope this was helpful to you. And if you ever need help with using social media to grow your business and increase your sales, enroll in my signature course Stop the Hey Girl Method HERE.