​Overcoming Client Objections - Coaching or Consulting Firms

Most Potential clients are seeking your business because they want to work with a business that has the products or services that you provide. Be aware though that starting out a relationship with any potential client can be intimidating to them. Usually, the objections that clients have are just mere stumbling blocks and can be overcome easily if you are prepared for them and know how to professionally answer the concerns.

1. Objection: "I don't have time."
     Possible Responses:

• "What are the causes for your lack of time?"
• "With such a busy schedule, your stress load is bound to become unhealthy."
• "That's what I like to hear! I'm here to help eliminate some of that stress. My top clients are those who don't have time for me."
• "Fantastic! That's an excellent place for us to start. How about we focus on getting you ahead of your busy schedule as our first task?"

2. Objection: "I can't afford you."
     Possible Responses:

• "We can always afford what we really want or need. What's your goal for the success you really want?"
• "Is your current financial situation that extreme?"
• "Excellent! Let's get started on your financial reserve."
• "I understand. I would be willing to provide a discounted rate to you for the first 90 days. What rate do you feel is fair and affordable so that we can get you on the track to success?"

3. Objection: "I don't know where to start. I don't know how to use your service."
     Possible Responses:

• "I get that all the time. That's the place we start: figuring out what your goals are!"
• "Can you list three major challenges you are currently facing?"
• "What obstacles in your life are wearing you down?"
• "What could you lose if you don't get in gear?"

4. Objection: "I don't think your service can actually help/be effective/is worth it."
     Possible Responses

• "Why do you feel that way?"
• "Does that make you feel overwhelmed?"
• "Have you ever worked with a coach before?"
• "Can you explain what part of this relationship makes you uneasy?"

5. Objection: "I already have this service in place."
     Possible Responses

• "What do you currently need help with that you are not getting from your current service provider?"
• "Do you have a specific goal you think deserves immediate, dedicated attention?"
• "That's great! What are they doing to currently help you?" (LISTEN to what your potential client says and try to pinpoint what you can offer)

With marketing, it is important to note that a lot of these questions, concerns and answers can be preloaded through Sales Funnels and your standard marketing. Think about addressing these concerns through landing pages, email campaigns and social media campaigns that have clients already warmed up and ready to engage you and discuss your services before your phone even rings. If you are interested in this, please let our team know! We would be happy to discuss strategies we can help to implement to increase your leads and decrease your potential client objections.

If you would like to discuss what Appalachian Digital Services can do for your business, please contact us at (703) 935-0023.

If you are looking for help in your business with SEO, Web Design, Local Map Rankings on Google Maps, Facebook Leads, Google Leads, Pay Per Click Ads (PPC) or any other digital marketing solutions, we here at Appalachian Digital Solutions would love to have a no stress conversation to see how we can help you.