How do you handle objections and questions from your prospects in your email?

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As a catering sales professional, you know how important it is to communicate effectively with your prospects via email. Email is a convenient and fast way to showcase your value proposition, address your prospects' pain points, and move them closer to a booking. However, email also poses some challenges, such as how to handle objections and questions from your prospects without losing their interest or trust. In this article, we will share some tips and strategies on how to respond to common objections and questions from your prospects in your email, and how to use email templates to save time and increase conversions.

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1 Identify the type of objection or question

When handling objections and questions from prospects in your email, the first step is to identify the type of objection or question. Price, value, timing, competitor, and information requests are all common types of objections and questions that require different approaches and responses. For instance, price objections may involve your prospect believing your catering service is too expensive or not worth the investment. Value objections could involve them not seeing how your catering service can solve their problem or meet their needs. Timing objections may involve them not being ready to make a decision or commit to a booking. Competitor objections could involve them considering another catering service that offers a similar or better solution. Information requests could involve them wanting more details about your catering service such as menu options, availability, delivery, etc.

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Omar Adel Omar

LOZ?N - Founder & General Manager
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When addressing objections in emails, first identify the type: price, value, timing, competitor, or information. Price objections may be about cost or worth. Value objections involve seeing how your service meets their needs. Timing objections relate to decision readiness. Competitor objections concern alternatives. Information requests seek details like menu options, availability, and delivery.

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2 Acknowledge and empathize

The second step to handle objections and questions from your prospects in your email is to acknowledge and empathize with them. This demonstrates your respect for their concerns and shows that you are paying attention. You can use phrases such as “I understand your concern about...” or “I agree that...” to demonstrate empathy. Furthermore, by acknowledging and empathizing, you can build rapport and trust with your prospects, while avoiding sounding defensive or aggressive.

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3 Provide evidence and benefits

The third step to handle objections and questions from your prospects in your email is to provide evidence and benefits that support your value proposition and address their pain points. You can use facts, testimonials, case studies, awards, or guarantees to demonstrate your credibility and expertise. Additionally, you can emphasize the advantages of your catering service, such as saving time and money, reducing stress and hassle, enhancing the quality and experience of their event, satisfying their guests and clients, and meeting their specific preferences and requirements. Showcasing the evidence and benefits of your service can also create a sense of urgency and scarcity to motivate your prospects to take action.

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Jerome Dees Jr.

Entrepreneur & Community Activist
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Facts Tell, Stories Sell. If someone is objecting to something, it's one thing to say "don't worry, we can take care of that". It's another to say "we just support the Warriors the other day and delivered to the stadium for 450. Event with multiple layers of security, our team had everything set-up and ready to go, so I am confident we can get your delivery there on time". A good story can paint a picture that can/should alleviate concerns that may be had.

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4 Ask for feedback or a commitment

When handling objections and questions from your prospects in your email, you should ask for feedback or a commitment. This conveys confidence and assertiveness, as well as a desire to move the conversation forward. Open-ended questions such as “How do you feel about…?” or “What are your thoughts on…?” can help you assess the level of interest and readiness of your prospects, as well as uncover any remaining objections or questions that need to be addressed.

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5 Use email templates

The fifth step to handle objections and questions from prospects in your email is to use email templates. These can help save you time and effort, while also ensuring consistency and professionalism in your communication. You can create email templates for a variety of scenarios, such as following up after an initial inquiry, sending a proposal or quote, responding to a price objection, responding to a value objection, responding to a timing objection, responding to a competitor objection, responding to an information request, asking for feedback or commitment, and confirming a booking or contract. Furthermore, you can customize and personalize templates according to your prospects' needs and preferences in order to make your emails stand out from the crowd.

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6 Test and improve

The sixth step to handle objections and questions from your prospects in your email is to test and improve your email strategies and templates. You can measure the effectiveness and performance of your email campaigns by tracking metrics such as open rate, click-through rate, reply rate, and conversion rate. Additionally, feedback, surveys, or reviews can be used to collect insights and suggestions from prospects and clients. Testing and improving your emails is an excellent way to optimize and refine your communication skills, as well as increase catering sales results.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you handle objections and questions from your prospects in your email?

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1 Identify the type of objection or question

2 Acknowledge and empathize

3 Provide evidence and benefits

4 Ask for feedback or a commitment

5 Use email templates

6 Test and improve

7 Here’s what else to consider

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