How To Handle Your Prospect’s Objections About Investing In Their Home Business
Recently, I wrote an article called, “BUT I DON’T WANT TO SPEND ANY MONEY! Objections About Home Business Start Up Costs.” It talked about making sure your home business prospecting system is clear about start up costs. The last thing any of us want to do is spend time talking to unqualified, non-serious prospects. It wastes our time and saps our energy.
But no matter how strong your system is, these folks occasionally get through. Rather than see this as a bad thing, why not see this as a learning opportunity? Consider it a chance to build your skills, grow your confidence, and maybe even turn a poor prospect into a customer or future home business professional – in YOUR organization.
Here is how to talk to these people…
1. First and foremost is keeping the upper hand in the conversation. This doesn’t mean you should be rude or abrupt. But it does mean you must maintain the confidence in what you are doing. NEVER look for ways to bring someone in less expensively, or for free. It sends a signal of weakness. It tells the prospect you want them in your business so badly you are willing to bend your expectations.
Even if it’s been forever since you’ve sponsored someone, you must still come from a position of strength. If you bring your prospect in any way other than through your system, you have destroyed the system’s credibility and effectiveness. Your new person will learn from your experience and duplicate what you have done. You now have an organization of bargain hunting short cutters.
2. Use the example of franchises to explain the business model to your customer. Every franchise sells not only its products or services, but its organization and brand. There is value in the … Read More