New Client Objections...

Hi, today we’re talking about new client objections presented with a plan in your office. There are 4 common objections.

First being the most common, money. So, if you have new clients who are objecting to start because of money, congratulations, you’re normal! But, what does that tell you? In many instances what that tells you is, you haven’t done an adequate job in communicating the value of your business within the first or second visit, or however many visits it takes before you present the financial plan. So, you may have to take a look at the way you’re presenting your options, the value, and what it would do for them in their life. Whatever it is, that’s something you really need to pay attention to. So, when someone objects to money, because you are completely inflexible; you don’t do payment plans, only accept cash, and don’t really offer the clients different ways to pay you, then you may be running into this problem. But, if you offer payment plans, if you have flexibility in your financial policies, then you will probably be able to take that client who initially objects to money and convert that client into staying and paying for the right reasons.

Secondly, if they tell you they don’t have time, then they were never serious to begin with, about wanting to correct their problem.

Third, “I’ve got to talk to my spouse.” If you’re hearing this, you’re normal. But, the only question you need to ask that client that says they need to talk to their spouse about it is this, and this is a million dollar question! If this plan was free, would you still need to talk to your spouse about becoming a client in this office? Let them answer, because that whole question about “let me talk to my spouse” response is probably just another way in telling you they initially object to the money. So, maybe it’s their spouse who has to say “yes”, they can pay you to become your new client. So, ask that question, you will find the results can be absolutely amazing.

Finally, this is probably one of the most, if not equally as important as the money. That they don’t exactly see the value of your service. Again, I hate to tell you, but that all comes back to you and how you are able to affectively communicate the value of your service. I hope this helps. Have a great day!