Here's how you can address objections from potential clients during a sales pitch.

When clients have objections during a sales pitch, it's key to listen actively and really understand their concerns. Acknowledge their points, empathize, and respond clearly with data or examples that address their issues. Turn objections into opportunities by highlighting your product’s unique benefits. Be proactive by addressing common concerns early, and offer demos or trials to let them see the value firsthand. Emphasize the return on investment and stay engaged for any follow-up questions. By doing this, you show you care and build trust, making it easier to win them over.

Even more impactful than having a plan, understanding the client's needs, and deep knowledge of our product's competitive advantages or added value, the asset that has created my most stable and long-lasting business relationships is the highest commitment to customer service and customer success. Being resourceful and demonstrating a true commitment to engaging with all clients' goals, and overcoming obstacles and challenges with and for them, builds a very special kind of trust, and creating a safety-net-kind impression for them to continue working together with us. For them you are a solution, instead of a concern, so they can pay more attention to other issues.

Really understanding their concerns is key. Ask questions to make sure you understand their arguments. If for example they express that your media does not deliver enough reach, that the impression is too high, etc. Ask how they are measuring and benchmarking this and which other media they are comparing you to. The more you understand about the concerns the better you can address them.

If there is some truth to the concern and it is fact based, it is important to agree in part. Show you know the numbers and acknowledge that there is some merit to the concern. This will build trust and avoid turning the conversation into an "arguement". After making the acknowledgement provide your reasons why this should not impact the result of the campaign. If possible try to offer something that would offset the concern. If we are talking broadcast, this could be more primetime, or perhaps slight more discount.

Ask if the client have any facts that have made them raise the concern. If the concern is more subjective try to provide some objective facts that would prove that the client has no cause for concern.

During your sales pitch, listen actively to potential objections from clients. Acknowledge their concerns empathetically and then propose alternative solutions or adjustments that align with their needs. For example, if cost is a concern, offer flexible payment plans or smaller initial commitments. If timing is an issue, propose phased implementation or faster delivery options. Tailor your suggestions to demonstrate flexibility and willingness to accommodate their specific challenges, showing that you're committed to finding solutions that meet their needs.

Respect the clients' decision if he/she chooses to walk away. There are some times when after all our maneuvers the client may feel discomfort with our solution or affinity towards alternate solutions. At that time, it's better to acknowledge and respect the decision. But we have to make sure to highlight the potential risks in a way that client feels that we are on his side as a consultant and not in a way as competitor. This will enhance the rapport and earn the much prized respect and trust. By doing so we can turn a loss into a short term setback and win a long term relationship as a reward. Even if we lose this sale opportunity, I can guarantee a referral out of this.