|Sometimes you just want to think things over. Not rushing into something.|
When Victor and I shifted back from Christchurch to Nelson, we didn’t want to rush into buying a house or looking for a rental home.
So we decided to live in a motorhome and enjoy housesitting instead. In the meantime, we can have a look around and decide what we’ll do next.
In your business your clients often want to think things over too. It is on of the many objections as to why people don’t want to buy your product or step into your programme. Yet.
Or never. Because they avoid making a decision in the first place.
People don’t want to hurt your feelings, so they come up with an objection, such as ‘I have to think about it’.
In New Zealand you would hear people say, ‘Yeah nah’ that actually means ‘no’ in a way that doesn’t offend you.
Now, what to say when your potential client says, “I want to think about it”. How can you handle this objection in an empathic and empowering way, and help them to make a clear decision?
Because a clear ‘No’ is better than no decision.
Here are 5 examples to try, with your questions in italic:
Let them make a list of all the pros and cons;
start with the pros and help them come up with as many as possible. Then help them list the cons. Handle all cons as individual objections and answer their questions.
‘If you look at all the pros and cons, what decision would you make?’
Tell a story about yourself or another client who experienced a lot of regret because of procrastination; telling a story is a way to help people gain insights about their own situation.
‘<their name>, I know how you feel. It reminds me of a story of <person’s name>, who was very nervous about setting up her business. She got off the fence and got started. With her desire she created success and changed her life for the better’.
Ask this deepening question with sincerity in your voice:
‘<their name> tell me, what’s really holding you back?
and let them do the talking. This might open up some deeper layers and helps to get clarity.
Ask about their gut feeling:
‘What is your gut telling you? Is it something that excites you? That you like the idea of this programme, and you think you might want to do if we getall your questions answered?’
Ask for the truth
Sometimes it’s not because they don’t believe that you can help them, but it’s a lack of belief in themselves that they have what it takes to be successful;
‘<their name>, I’m just guessing, but tell me the honest truth: it seems that you might have some doubts that you’re not going to be successful with this; is that what’s really going on?
Be inspired today by Ralph Waldo Emerson’s wise words, “once you make a decision, the universe conspires to make it happen”.
Monika de Neef, The Wayfinding Entrepreneur
Photo credit: Quentin Dr @quentindrphotography – Unsplash