Jun 19, 2018
#3 in a series on Sales Objections: How frustrating is it to spend a ton of time with a new agency prospect only to hear them say "let me think about it"? It happens A LOT, right? Is it actually a sales objection or is it a put off?
I get it and it used to happen to me all the time. You work so hard on getting the meeting, creating the proposal, walking them through the plan and then their response.... "let me think about it" - it's so lame!
By asking a couple questions you can determine whether it's a put off or a true objection. A lot of times it's an objection that you can work through and convert into a "yes". Ask them if you didn't explain the plan clearly enough. Ask them if you weren't clear on the results your agency can deliver, or if they don't believe your agency is qualified enough in order to be successful. If it's a legitimate obligation then you can address these issues and move past them.
Another thing to consider is whether you've got the right prospect in front of you. Have you covered NBAT as part of your qualification process? That is: Need, Budget, Authority, Timing.
Comment below and tell me what sales objections you're hearing out there. I'm doing a series of videos on handling objections and maybe I'll feature your question or complaint.
SUBSCRIBE NOW to follow my entrepreneurial journey. https://www.youtube.com/playlist?list=PLDvZHFVeqEMq58q6tMoyMK-ufpp0ysoVP
Thanks for watching. I hope you keep up with the daily videos I post on my channel. Make sure you subscribe and share your learnings with others. Your comments are why I do this, so please take a second and say hello.
JASON SWENK IS AN AGENCY ADVISOR THAT GUIDES MARKETING AGENCIES THROUGH A PROVEN FRAMEWORK FOR GROWING THEIR AGENCY FASTER & EASIER.
Fresh out of college Jason was off to work for Arthur Anderson,
one of the big 5 consulting firms. He quickly realized that he
could never work for anyone other than himself. He decided to
change direction, launch a digital agency that quickly grew to a
multi-million dollar operation working with brands such as
AT&T, Hitachi and Lotus Cars. After 12 years of steady growth,
the agency caught the attention of bigger agencies and Jason sold
it in 2012.
Now, Jason leads http://JasonSwenk.com, a unique media company & consultancy helping marketing agencies grow & scale their agencies faster by applying the framework that he used to grow, scale and eventually sell his agency. Jason has helped over 10,000 agencies in 23 countries meet or exceed their business goals.
Jason currently hosts two shows that are available for download…
The Smart Agency Master Class Podcast, dedicated to providing tactics and strategies to agency owners and decision makers that cut through the BS, focus on exactly what works and what doesn’t; and
SwenkToday a daily VLOG that documents the entrepreneur journey of building another multimillion dollar business, where he share the latest strategies, and answers the most burning questions entrepreneurs have.
MON-THUR VLOG #SwenkToday
Q&A from my digital agency audience
Ask me A Question
(Digital Agency Interviews)
Follow me here:
Music by epidemicsound.com