As a digital marketing agency owner, one of your main methods of landing new clients is probably sales calls. These calls offer a powerful opportunity to nurture and engage leads, share about your premium services, and forge connections with potential clients.
But if you’ve conducted even a few of these calls, you’ve probably heard an assortment of objections. Mastering the process of handling objections in sales will help you land more clients and launch your agency to seven figures and beyond.
Nurture the Lead Before the Sales Call
Nurturing a lead starts long before you greet them in a sales call. Prior to the call, you can prepare the lead and prevent objections from arising by:
- Pre-screening the lead. Vet this person to determine whether they would be a good fit for your services. If you discover your company is outside their budget or they aren’t in a position to invest in marketing, you can avoid wasting both of your times by canceling the call.
- Getting them excited. Reach out to the lead prior to the call to get them excited about your services. Share how you have helped similar businesses and how well your company is positioned to meet their objectives.
By the time you enter the call, the lead will already be in a favorable position to consider your offer.
Understand Why Objections Commonly Happen
Overcoming objections in sales hinges on your ability to understand why they occur. When leads object to any aspect of your services, they often do so for one of three reasons:
- They don’t trust that you can fulfill the promises you make in the call.
- They don’t feel a sense of urgency that would prompt them to schedule services now rather than waiting for a better time.
- They don’t understand the value of your services or why they would need them.
Committing these reasons to memory is an important step in the objection resolution process. You want to prepare for these issues in advance and prioritize instilling trust, urgency, and value during the call.
Review and Plan for the Most Common Objections
Handling objections in sales can be challenging when a lead’s concern catches you off guard. Thorough preparation is a key component of this process.
Start by developing a framework that you can refer back to when faced with an objection. It might include these steps:
- Acknowledge the objection as a valid concern.
- Uncover the real reason behind the objection.
- Address it directly and offer a solution.
You might practice role-playing with another member of your sales team or a digital agency mentor. Present the sales call as you would to an actual lead and invite your partner to interject with any objections they can think of.
As an example:
- Objection: ”I need to think about it.”
- Your response: ”That’s understandable. What part of the decision are you unsure about?”
If you find you are unable to adequately address any buyer concerns, take notes and practice responding to them until you feel more comfortable.
Use an “Assumptive Close”
The “assumptive close” is a powerful sales negotiation tactic that may help you prevent sales rebuttals. It encourages you to head into a call with the mindset that the client has already decided to hire you. Rather than asking if they want to schedule services or spending too much time persuading them, you can focus on the details of the transaction, such as the start date and next steps.
After handling any objections, end the call by asking if the client is ready to proceed. You can then schedule the kickoff call and take their payment details, keeping the momentum rolling into the next stage of the sales process.
The average agency owner closes roughly 10% to 15% of all sales calls. But by adopting these closing techniques, you could close 40% of your agency sales calls without issue.
Level Up Your Business by Joining Seven Figure Agency
Handling sales objections is key to sustainably growing your business. At Seven Figure Agency, we understand the challenges many agency owners face in landing clients, delivering results, retaining, and scaling. We’ve developed our exclusive mentorship program specifically for digital marketing agency owners like you to learn the best techniques and solutions from the experts.
Request your free, no-obligation coaching session today to learn how we can take your agency to the next level. Then, explore our Seven Figure Agency podcast for free resources.
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