How To Handle Objections To Increase Sales
In this very short post, I want to talk about some tips on how to handle objections in your VSL or sales letter.
[su_heading size=”24″ margin=”30″]Handling Objections[/su_heading]
If you have done your market research properly, you will be aware of what your prospect is skeptical about. In other words, what sort of objections are they likely to have against buying your product?
So instead of avoiding all objections, you should tackle them head on if you want to increase sales. The way to do this is to turn your objections into something positive.
This psychological technique is called cognitive reframing. Traditionally, this concept was about restructuring a negative perception and turning it into a positive one. Well that’s how I understand it and if you want, you can quickly ask Dr. Google more about cognitive reframing.
How does this apply to internet marketing and objection handling?
[su_heading size=”24″ margin=”30″]Reframing Objections[/su_heading]
Well, it is probably best if I give you an example.
Let’s say you are promoting a certain IM product and your prospect is thinking:
“I have no money to spend on this product.”
That’s the objection. You could counter that by saying something like:
“This means that you are fed up and ready to do anything to finally create your own success and live the life you deserve.”
Can you see what I did there?
Let’s try another one.
Objection: “I have no clue how to set up my own online business.”
Reframed version: “This is a step-by-step newbie-friendly guide that will allow you to develop skills to create professional looking websites from scratch through a simple 5-step formula.”
For practice you can try to come up with your own objectives that your prospects might have before they buy your product. Then ask yourself, how can you tweak the angle of the objection to turn it into something positive?
I dare say all objections can be restructured into positive things.
That’s it! Hope you found this useful.
If you have other tips on how to handle objections, please share them in the comment section below.