As a real estate agent, do you find that your prospecting strategy is somewhat lagging? Perhaps you find it hard to get help, or to create authoritative articles which might help you to move out of a slump.
Many articles focus on the latter stages of the buying cycle – neglecting the important concept of prospecting. Getting the first meeting with a client can often be the biggest hurdle in a sales cycle.
If this sounds like you, then heed these 3 tips on how to respond to the most common sales objections. They’ll help you to get the attention of the client.
Perhaps Another Time
Have you made a cold call and been told to come back later? Maybe even next year? This is a common occurrence and can be one that’s hard to get over. The reason being because it is so immediate – straight-up rejection from the word “go”.
When selling to professionals, it’s worth remembering that they’re already likely to have a lot on their plate. They don’t want to be dealing with cold calls or 30 second sales pitches.
If you can offer your target audience something to make their lives easier, you’ll likely be able to overcome this common sales objection. Business owners will always want more hours in the day – so remind them that your service can do just this.
If faced with the issue of being told to go away until later, you should respond by saying “sure thing, I don’t want to waste your valuable time – in fact in five minutes I can [insert the benefit here]”. This proposition will position you to land a potential meeting.
I’ve Already Got An Agent
Nothing is more frustrating that being told your potential customer is already working with a competitor. An objection such as this is often a good opportunity however – one in which you can differentiate yourself from the competitor.
In this situation, your target is thinking to themselves “if it isn’t broke, don’t fix it”. Your job is to change this mind-set so that they want to come to the dark side with you. To do this, you’ll need to communicate value to them.
Respond by showing that you don’t want them to make a dramatic change – just one that benefits their current needs. If possible, make sure it’s something your competition can’t offer.
My Budget’s Not Big Enough
If your potential client says they don’t have the budget to work with you, you’re in a sticky situation. Most of the time, they do have the budget – they just don’t want to spend it in this way.
If a client doesn’t have the budget currently, it doesn’t mean that they won’t have in the future. If you can dig deeper here and schedule a follow-up call, you can find out their needs. It’s important to position yourself as a solution here.
The client needs to understand that you’re not pushing expectations on them though. Position yourself so that they understand you have a good strategy for boosting their revenue – even if this isn’t at the present moment.