I get asked a lot of questions about what my sales script looks like and how I handle objections during the conversation. As you learned in Episode 102 - What do you use for your sales script?, I don’t have a sales script.
Since I dive deep into my sales process in that episode, I won’t bore you with all the details here. You can listen to that episode by going to rezzz.com/a102.
I mention that episode though because my process preps the prospect into having a productive sales conversation that speaks directly about their project. So much of the sales script is custom.
For me, I’m more comfortable talking with a prospect about the specifics of the project rather than following a specific script. My sales script is given out as an application prior to the call.
That’s not to say that I don’t come to the conversation without any prep. Which is what the answer for today is.
Let’s be honest, it’s hard to answer this question specifically since I didn’t receive any specific objection, but what I’m going to share with you are the 3 objections that are most common in any sales conversation and how I would handle them.
“I’m not sure this is going to work.”
This is something that you may get when first starting out. Mainly because you haven’t put enough in front of the sales call to educate the prospect on the results of your services.
The answer to this question is to followup with some proof of results. This is usually explaining or sharing with them results that you have had with your business.
This could be a particular technology, or process, or even a new tactics and strategy.
I often run experiments or learn new strategies and techniques using my business as a sort of test kitchen first, before I ever offer it as a solution to a client. This way I can confidently offer it up when the opportunity arises.
“I guess this works for you…”
This is where you will want to share results of your past clients.
Preferably clients that are similar in nature that that of the prospect. This is so that they can feel that you understand their business.
This kind of social proof builds a track record of success for you to be able to counter this sort objection from a prospect.
“It’s not going to work for me…”
This is where you outline the process or path from this point in time to what their life will look like after having worked with you.
Make it simple and clear to them of what that transformation will look like.
That doesn’t mean it isn’t complex or time consuming. It just means that by following the process you have, they’ll be able to achieve the results that they are looking for.
If you take a little bit of time, say 10 minutes, before your next call with a prospect and answer these objections before the call, when they appear in some way, shape, or form on the call, you’ll be able to answer swiftly without stumbling or wondering what to say.
You’ll not just be someone who knows their stuff, but you’ll present yourself that way too. Making a great impression on your lead.
Marketing for Freelancers
More episodes in this topic:
Social Media Marketing, is it worth it to do?
What social media platforms to spend time on?
How to get clients when I have no portfolio?
How to get the messaging right to attract customers?
Have advice for soliciting podcasters to be a guest?
Should I focus on SEO or Paid Ads to gain new clients?
Do you get any leads from your content? And what traffic acquisition methods have worked best?
When creating a new freelance service what’s the best way to send cold emails?
What is my second most successful lead generation tactic?
Why is an email list important for a freelancer?
What is the best way to attract larger clients?
How do you market your business to local clients other than attending networking meetings?
How do I pitch some big companies in my niche?
Imagine I was going to bring you $100k in revenue
How does a freelance web designer build a client profile when preparing their marketing plans?
How do you price your services on your site?
How important is branding?
What are some useful tools that you use?
What makes a great case study?
How do you turn the things I do into benefits?
How do you decide what to start blogging with if you’ve never blogged before?
How often should I write a blog post?
Should I put pricing on my website?
How to overcome objections people have about you?
What is the best lead generation strategy?
What is your cold outreach strategy?
How would you get into the corporate business as an independent professional?
What is the difference between warm and cold outreach?
How to answer objections and get clients to say “yes”?
How to grow with word-of-mouth marketing?
How to ask?
All my work has been word of mouth, how do I find work on my own?
How do you handle a good fit for you that doesn’t really fit for your marketing message?
What do you say when a lead comes to you from a bad experience with another freelancer?
What to say when a potential client says you are too expensive?
How do I find the time to create content for my business and what do I write about?
Is this going to get me clients fast?
What is the #1 business trend for 2019?
How to sell on Twitter?
How do you make it simple for a lead to sign?
Why did I move my business from Drip to ConvertKit
How do you sell strategy?
11 Lessons on How to Find Clients
Finding Clients Lesson #1: Targeted Referrals
Finding Clients Lesson #2: Zero Line Item
Finding Clients Lesson #3: The Client Sandwich
Finding Clients Lesson #4: The Sneak Peek
Finding Clients Lesson #5: Buy a cup of coffee
Finding Clients Lesson #6: Get Yourself On A Podcast
Finding Clients Lesson #7: Your Up Level Skills
Finding Clients Lesson #8: Brag about your clients
Finding Clients Lesson #9: Are you priced right?
Finding Clients Lesson #10: Who do you hang with?
Finding Clients Lesson #11: Group Coaching for Leads
Is Instagram a better vehicle for visibility? Sales?
Best of Season 3 - Get out of the comfort zone
Best of Season 3 - Building Relationships
S06 E12 - Undercharging, Targeting the Wrong Audience, and What You Should Do About It with Alex McClafferty
S03 Bonus - Tom McFarlin on Blogging, Balancing Work and Family, and Building a Business that Lasts
S09 E11 - Differentiation, Reputation, and Pivoting From the Top-Down with Peep Laja
S01 E11 - Kai Davis helping freelancers get more clients with outreach