5 Objections and How to Overcome Them

It’s looking good with your new whale prospect.

Rapport is happening, they seem to need what you’re selling.?

And, best of all, they’re motivated to buy NOW!

But…

Here come the objections.

Given that the average sales close rate is 21% according to Hubspot , you need to do everything you can to make sure that every potential sale becomes a closed sale.

A big part of that is playing a smart ‘objection handling’ game.

While, of course, nothing is guaranteed with business development, there are steps you can take when your potential client throws up one or more roadblocks.

Here are ways you can deal with some of the most common objections:

1. “Thanks, but I already have an incumbent agency.”

One of the most common (and annoying) objections, is often a tough one to get around. That’s not to say you shouldn’t try:

• Respect: Start by expressing respect for their existing agency (NEVER criticise their current supplier - the agency’s owner could be the best friend of the client).
• Differentiate: Identify what sets your agency apart. Whether it's your unique approach, innovative technology, or outstanding results in similar industries, make it clear why your agency offers something they can't find elsewhere.
• Share Success Stories: Demonstrate your track record with case studies and testimonials from similar clients. Showing tangible results can make a compelling case for why they should consider giving you a chance.
• Offer a Trial or Pilot Program: Reduce their reluctance to change and perceived risk by proposing a small-scale trial or pilot project. This allows them to experience your value firsthand without fully committing right away.
• Stay Connected: Sometimes, no doesn’t mean no, it just means not now. Regularly share insights, industry trends, and success stories to keep your agency top of mind. Persistence can pay off when the contract with their current supplier ends or if they face challenges with their existing agency.

2. “We don’t have the budget right now.”

Another common one. Try the following:

• Demonstrate ROI: Provide clear examples of how your services can lead to measurable returns. Use data and case studies to show the long-term value and potential savings.
• Flexible Pricing Models: Offer different pricing options or scalable solutions to fit their budget constraints. Being adaptable can make your services more accessible.

3. “We’re satisfied with our current strategy.”

Clients might be hesitant to change if they believe their current strategy works. Here’s what you could do:

• Congratulate Them: People like praise and recognition, particularly if it comes from someone where there’s no perceived upside for doing so.
• Conduct a Free Audit: Offer to review their current strategy for free and provide insights on potential improvements. This shows your proactive approach and willingness to add value without any immediate reward.
• Showcase Innovation: Emphasise how your agency stays ahead of industry trends and can bring fresh, innovative ideas to the table.

4. “We don’t see the need for your services.”

With this objection, they either really don’t need your services, or you haven’t done a good enough job of communicating the benefits of working with you:

• Educate: Share industry trends and insights that highlight potential areas for growth or improvement. Position yourself as a thought leader.
• Customise: Tailor your pitch to their specific business needs, showing how your services can address their unique challenges and goals.

5. “We’re worried about making a change.”

Change can be daunting, and clients might fear the disruption a new agency could cause. Here’s how you can reassure them:

• Detail Your Onboarding Process: You need to mitigate any potential risk they may be exposed to. A good way to do this is to provide a clear, step-by-step plan for how you’ll transition their account smoothly and efficiently.
• Offer Dedicated Support: Ensure them that they’ll have dedicated support throughout the transition period to address any concerns promptly.

By mastering these strategies, you’ll be well-equipped to turn objections into opportunities and win over even the most hesitant corporate whales.

The other benefit of these positive and value-adding approaches is that when/if the prospect has more projects in the future, you’ll ideally be the ‘next cab off the rank’.

To see how we can help you, book a session with us here .

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