If you've been working with WordPress for any length of time, you have probably heard at least one – if not all – of these client objections. Let's take a look at a few of the most common objections standing between you and winning new clients. The difference between losing the project and landing high-paying, long-term clients comes down to how you communicate the value of what you deliver. If you do it right, you can avoid almost all objections. Do it wrong, and you won't get anything but an endless stream of delays, procrastination, and rejections.
Here are five of the common objections clients give all the time. Have you heard any of these before?
- I don't need any more customers.
- My customers don't search for me online.
- I don't need a new website.
- I don't need a website at all. Our Facebook page is all we need.
- I'll just update my own website. I don't need a monthly retainer.
The common thread tying all of these objections together is that they all suggest that your clients think you are selling them something they don't need. People know the difference between when they are being “sold to” and when they are being served. Are your offers really designed to help your clients? Or, are you simply telling them what you can do and asking them to buy it? Most people think that because they have strong skills that they are helping their clients. The truth is, most offers are selfishly motivated and clients can smell that from a mile away.
If you are hearing the objections listed above when you talk to prospects, there is most likely a fundamental problem with the way you are trying to communicate who you are and what you are offering. When potential clients respond to your offer like this, the very first thing that should come to mind is that you are making the wrong offer. We are going to look closely at each of these objections and unpack some very interesting insights into your client's mindset for each one. Then we'll look at what each objection suggests about your marketing, mindset, business structure.