How To Handle A Common Client Objection
The dreaded line photographers get, “thank you so much, but we have a few more meetings with other photographers before we make a decision.”
This line can be dropped at the end of a phone call, zoom call, or in-person consultation. No matter the situation, a client can end with this line, and it sucks!
The goal is not to convince the client to book with you right then after their objection. Doing so would make the client seem wrong and you “right.” And that never goes well.
Instead, when a client offers resistance, you first want to accept the rejection. Because the famous line goes: whatever you resist, persists.
Embracing the objection can be as simple as saying, “yeah, I get it. It is a big decision to make”.
Then the following line is the game changer…
“Out of curiosity as you are meeting with other photographers. How are you going to make the decision? What metric are you using to decide?”
Without this self-reflective question. The pre-programmed factors of scarcity and fear will often leave them making decisions on price (when that may not actually be what they value most)
When you ask this question and allow space for the client to think and speak into existence what their main values in a photographer truly are. They will then move towards being consistent with those statements, meaning whatever reason they offer, they will want to make a decision that resolves those values.
So the next time you are met with this client objection, ask what they will make their decision off of.
If you want to learn more about handling client objections, I have a free workshop about the most common objections and how to answer every single one to get more bookings.
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