Objection Handling
Things to keep in mind:
You need to know the difference between an objection and a genuine logistical question
because there is a huge difference.
A logistical question is when they ask you how communication works, more about the service,
etc.
An objection is a ‘no’ masked in excuses or invalid problems in order to dance around the main
issue at hand which is that they either aren't happy with the percentage or they don’t see the
value.
Really important you know the difference between the two.
IMPORTANT: Never leave the call/meeting without either a yes, a no or a follow up call within 72
hours.
● General chat for a few minutes
● Crack some jokes, lighten the mood
● Try to find some commonalities.
● Don’t make this part longer than 2-3 minutes
‘I need to check with my business partner/spouse’
● [Only if Zoom Call] No worries, that’s actually why I record every single meeting just in
case someone else needs to be involved in the decision. I’ll send this recording to you
right after our call. Let’s set up a quick 15 minute follow up meeting in 2 days so you
have enough time to think about it.
● That’s understandable, have a chat with them & just remember that because they
weren’t on this call with us, they may not share the same excitement so you really gotta
show them the value of taking this conversation further. Let’s pencil in a quick 15 minute
follow up call 3 days from now?
‘I’ve worked with other agencies before and they never seem to get the results they
promise’
● [Only if you have clients] It’s funny, every single one of my clients said the exact same
thing. I think finding the right agency is like finding a partner, you have to go through a lot
of bad apples until you find the right one… but once you find the right one, you realise it
was worth it.
‘It’s not the right time…’
● I don’t think you’ll ever feel like it’s the right time. That said, the longer you leave this, the
longer your competitors get an edge on you and the longer you leave money on the
table.
‘I can’t afford to give you that much of a percentage’
● You can’t afford NOT to. Let me ask you a question, what do you think the opportunity
cost is of NOT moving forward with this? What’s the absolute worst that could happen.
‘How much time do I have to decide?’
● How much time do you need? What does your gut instinct tell you?
● As I said earlier in the call, it’s a yes or no at the end of this call. Maybe I haven’t
explained the service well enough. Are there any other questions I could answer to help
make this easier for you?
‘I need some more time to think about it’
● Absolutely, that’s understandable. Quick question though, what’s there to think about?
When I mapped out how we get results for our clients, you can see why it’s an absolute
no brainer. Maybe there’s something I didn’t explain well enough?
