“Objections are dangerous.” Hiddleston begins, “It's going to greatly reduce your conversion rate and you're going to lose sales, opt-ins or whatever you happen to be doing with your sales or opt-in page.”
He cited 3 major instances:
1. Price objections
2. Ease of use (How easy is the process of achieving the results promised)
3. Achievement of results (The actual delivery of result as foreseen)
A red flag should be tagged in the above mentioned patterns. Meaning, it should be of high importance to overcome as it marks a significant factor in determining conversion rates before it will transform into sales.
Hiddleston formulated a solution below to address and overcome common buyer objections (please see http://www.leanmeanmarketing.com/
• Social proof. These are usually testimonials from the people who had been through your courses and experienced the software or product. These people already have the “results” of your vision. So, you can announce it to the world and share it to prospects.
• Dramatic demonstration. This does not mean you give a “drama”. It is simply showing and giving out to your audience the specific things that your product/service can do. You can demonstrate a part of how it works or what it can do to your clients or customers.
• Provide guarantee. Another thing to opt to is to provide a risk free or money back guarantee. It will basically get rid of your clients doubts on prices. With this, you can gain trust.
He pointed, “Be aware that for every market and niche there's going to be hidden objections that are maybe not quite as obvious as those big 3 and it will be up to you to be a detective and do your research. Understand your market or your prospect, and understand those general hidden objections specific to that group. You're also going to want to address those hidden smaller objections that are specific just to that group in your marketing message, sales process, sales letter, or whatever you happen to be using.”
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