👋🏾 Hey reader! How to Answer Objections was originally sent as an email to my newsletter, Sell Out Loud. Please note that some links and info may be out of date. If you love what you read below and want more like it – sign up for my list here so you can stay up to date on the latest and greatest. See you there!

Every service provider needs to learn how to answer objections but not a lot of us want to. They can feel daunting, like the end of a conversation, but they’re not.

I had this grumpy old biology teacher who loved pop quizzes back in high school. Everyone would always groan as he’d smile while handing out the quizzes. I swear he took DELIGHT in our pain! 

But something he said without fail while he passed out quizzes was, “It’s not a test… It’s an opportunity to show your knowledge.“

And while that didn’t exactly land with a bunch of angsty teenagers, it is how I now see objections. They’re not a test of whether your marketing is good enough, but an opportunity to sell your offer.

Now I want to teach you the exact breakdown of how you’re going to answer objections more persuasively. One that doesn’t just say “I got you” or “trust yourself” but actually inspires trust & moves people to buy.

How to Answer Objections

First things first, pick a SPECIFIC topic that your potential client is concerned about. Not basic bish stuff like money or timing – but something that could go in this blank: Am I ready if _____?

Some examples for a potential web design client might be:

• Am I ready for a site if my business is brand new?
• Am I ready if I don’t have many testimonials?
• Am I ready if I only have a few leads?

Once you have a few objections lined up to answer, you’re going to follow these 4 steps.

1. Connect to them and their fear and let them know “I see you + hear you.”
2. Build their confidence that your offer is the right fit for where they are right now.
3. Create safety by showing them 1-2 SPECIFIC things inside the service that will directly support them with that worry or concern.
4. Invite them to join

When you handle objections like this, you’re not pushing or convincing anyone. Instead, you hear them out and show them that you’ve thought through exactly how you’d support them. Not to mention, you’ve now built their confidence to a YES, and they’re ready to get started and buy now, not someday.

That’s the difference between a client who signs and one who says, “sounds nice, but maybe next time.”

When you answer objections like this, people skip the sales calls and long DM conversations. Your marketing is already answering their questions and pre-selling to them.

And it’s also how you get more people off the fence and into your offer! Because you’re speaking directly to the thing that’s stopping them from saying yes – and showing how your offer is the perfect next step.

What’s Next?

If you want to build messaging that does exactly this — showing your right-fit clients they’re ready before they even ask – that’s the heart of what we do inside The Now Factor.

This was basically a free peek into one of the lessons inside Module 3 – where I teach a range of high-converting & persuasive ways to communicate and sell in your sales content.

There are lessons on: how to build urgency, how to build desire, how to shift perspectives, how to answer objections, how to sell your concepts (without overteaching), and how to share client wins in a way that sells.

If you’re ready to upgrade how you communicate and sell – so you’re not just writing reminders with CTAs – but writing high-converting, persuasive content that gets people fired up and reaching out to work with you, check out the Now Factor today.