Sales Call Objection: "I Can't Afford You"
STEVEN S SAFAK VC
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If you are selling high ticket online & struggling to close on your calls, you’re in luck.
Do you get the Objection: “I don’t have the funds for that right now” (see picture)?
It’s NOT an objection!
Let me tell you a story.
Someone recently paid me $400 to solve this challenge for him.
(He was selling $1k-$5k but if you’re getting this objection at $100k, you likely are making the same mistakes).
Like I just shared with you, I first told this consulting client that not having funds for his product is absolutely not an objection on the prospect’s behalf.
If you want to win in business, you need to set sustainable energies into motion.
Perceiving everyone as an adversary, competition, or target to be hunted - is absolutely not a sustainable mental foundation.
Understanding principles of teamwork, collaboration, & going farther together is what actually enables the creation of a multi-generation legacy business.
So if a prospect doesn’t have the funds for your products, you should respect that.
More importantly:
**You Should Never Be Having This “Objection” In The First Place**
Why?
Because that wasn’t your ideal prospect.
Your ideal prospect can afford your services!
You need to be *prequalifying for funds* at some (ideally multiple) points in your marketing funnel.
We can start with the brand itself.
What kinds of logos, colors, & fonts speak to people who have way more money than time?
Oh, you don’t know?
Me neither!
That’s why I always outsource branding or design work to people who speak that language!
Is your brand strategy appropriately dialed into a market that has money?
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What sort of positioning, messaging, or unique brand promise are those folks subconsciously seeking?
Why are they buying your sh*t?
What’s their end transformation: physical, mental, emotional.
Are they buying their time back?
Are they paying for fun?
Their WHY needs to be very clear.
What pain points has your ideal client experienced in attempting this transformation before?
Does your website or any of your funnels mention the pricing (marketers will debate on the best step to disclose it so I’m not going there - it totally depends).
Do any of your promo materials anchor a price or hint at a particular price range?
Do your scheduling &/or application forms ask about budget?
How early or late in your sales & marketing process are you asking about their desired budget?
These are all ways for YOU to be getting on calls with people who are like “Yeah I have the $ I’m ready to go let’s rock and roll”
THAT’S where REAL objections come into play!
AFTER someone DECIDES to work with you.
They might have a couple of questions or things pop up that matter to them.
Usually it’s expectations around timeframe or scope of work - or they might want a last minute no charge value-add.
Does this all make sense?
So if your CONVERSION between CALLS HELD & INVOICES SENT sucks because you’re talking to people who can’t afford you, try implementing this stuff.
All I ask is that you report back to me & let me know what worked for you & what didn’t.
Hope this helps.