What Are Objections And How To Overcome Them
When someone is on social media and they see a product or service that interests them, it's natural that they will start to come up with objections. These objections are reasons why they shouldn't make a purchase, and they usually fall into one of these three categories: pricing, products, or timing.
If you are a product- or service-based business that is selling online, then it's important for you to not only be prepared to handle these objections, but to also anticipate and address them beforehand. That's why we put together this informational blog that will explain what these objections are, how to overcome them, and tips on how to address them.
We hope this helps you in your social media marketing journey! Now let's begin with the question...
What Are Price Objections?
A price objection looks like this: "this product/service costs too much." It is basically a potential consumer telling themselves that they shouldn't buy from you because they don't want to spend that much money. This objection is especially common if you're selling high-end products or services.
But don't be alarmed and start dropping prices! Even if a consumer is objecting to your price, doesn't mean that they won't make a purchase anyway (especially if you learn clever ways to overcome these objections).
Three Strategies To Overcoming Price Objections
Be Clear About Your Product's/Service's Value: think about what is important to your potential customer or client and highlight that.
Offer Your Potential Customers/Clients Discounts Or Incentives: these can be great motivators to make a purchase, but make sure you're not devaluing your own products or services when creating discounts.
Create Payment Plans: payment plans ensure that the person making a purchase doesn't feel overwhelmed financially - so make sure your payment plans are affordable!
What Are Product Objections?
A product objection (or service objection) will look like this: "I don't believe that this actually works or will work good enough." In this case, the consumer is questioning the quality of your product and service. Many businesses will face this objection, especially if they're selling a product or service that is relatively new to the market (like skin care jade rollers).
Your job when faced with this objection is to tell the truth: that your product and service works and works well.
Three Strategies To Overcoming Product Objections
Be Clear About Your Product's/Service's Value: similar to how you would overcome a price objection, highlighting the benefits of your product or service can also help you overcome your product objection.
Offer To Give Their Money Back If Your Product/Service Doesn't Work: this shows that you have full confidence in what you sell, which allows your costumer or client to have confidence, too.
Offer To Let Them Test Your Product/Service For Free: this strategy is only possible if your product or service will show immediate results (like makeup).
What Are Timing Objections?
A time objection is less about what you're selling, and more about your customer's/client's personal life. It can either look like this: "I'm not ready to make this purchase yet." Or like this: "I won't have time to even use this product/service." This can be a tough objection to handle, because you can't control another person's schedule the way you can control the price and quality of your products/services.
However, there are still a few strategies you can use.
Three Strategies To Overcoming Timing Objections
Stress Urgency When It Comes To Your Product/Service: market your product or service as something people must have in their lives immediately.
Offer To Give Their Money Back If They Aren't Satisfied With Your Product/Service: this will lessen the stress they feel about buying a product or service that they might not use.
Offer To Let Them Test Your Product/Service For Free: this is another way to lessen the stress, while also allowing them to see just how useful your product or service actually is.
More Tips and Tricks
And now you know all about objections on social media and how to handle and overcome them! As you move forward in your social media marketing journey, remember these tips, because even if you aren't hearing them said to you directly from a customer or client, your customers or clients might be thinking them privately to themselves.
This means that you definitely shouldn't shy away from addressing these objections. By facing them head on, you will ease your customer's/client's worries and show them that your business is worth purchasing from because you listen to your target audience and try to make their lives easier.
For more social media marketing tips and tricks, schedule a free consultation with Jamie Cocco.
