Face fewer objections during sales calls

Showing customers the post-purchase steps is an ecommerce staple.

But it’s even more impactful for service businesses.

Why?

Because it tackles objections before they arise.

5 tips to remove objections from sales calls

In this episode, we're learning from?Gumroad - an ecommerce platform for creators.

1. Their “Features” page starts with a graph that shows the process of joining and selling products. Gumroad sets post-purchase expectations right away.

2. What follows is?the content of the page laid out to address post-purchase concerns, rather than communicate features. It’s a step above the age-old “features vs. benefits” debate.

3. This is also a theme on the Home page and the testimonials across the website. Gumroad includes testimonials and copy inspiring creators to get started, and then follows up with?what they can expect from the platform?when they use it.

4. Other aspects of the platform mimic?“handholding” by the Gumroad team.

The platform takes care of everything for you, allowing people to focus on creation.

Gumroad makes sure this is obvious. You don’t just get a “payment gateway”. You get peace of mind about currency conversions, VAT in Europe, subscriptions, and much more.?

5. When talking about tools and benefits, Gumroad rarely talks in second person. The heavy lifting is always done by them:

“We can create your license keys (...)”

“We collect VAT as required (...)”

“We can create lightweight DRM (...)”

This highlights how easy it is to use the platform. You do?get?the tools, but the rest is almost like magic. And that’s the important bit.

The ultimate way to tackle objections - your brand

Here's our sixth tip: Gumroad embedded the biggest objection of their prospects right into the brand. “Start small” is an integral part of their brand.

It’s a common fear creators have. They don’t want to spend a lot of time developing a product nobody wants. Encouraging them to start small reduces that risk. So by brand we mean that?the entire company functions to help people ditch perfectionism and just get started. There's at least one other company that does the same. It's a pretty well-known footwear brand. ??

What are the common objections among your prospects?

And do they say them out loud during sales calls, or are you addressing them in your copy?

If you're reading this, you're missing out. This episode is from the 11th of December 2023. To receive fresh episodes every two weeks on Monday, sign up for Webabunga! now.