How To Handle Client Objections (And Get More Bookings)
In this workshop i’m going to give you a structure and answers to handle your client’s objections.
The four most common objections I will answer in the workshop are
- You are too expensive.
- Why are YOU so expensive?
- I need to looking at other photographers.
- I need to talk to X before making a decision.
Anybody else get a mini anxiety attack just reading this list? I’ll give you a step by step process that will give you confidence the next time someone gives you one of these curve balls.
Not only will you be able to be more relaxed during your conversations, but you will get more bookings when you can answer these objections effectively.
Business is ALL about communication. The better we get at communication, the better our business will be overall.
The framework to approach your client’s objections is the AAA Story framework.
The first A is for Ahead. You want to get ahead of your client’s objections.
Notice at the objections you hear over and over.
Is there a point in the experience that you hear a client objection consistently?
If you see a pattern, that’s great! Because now you can be proactive and get ahead of the objection before it even happens.
The second A is for Accept. Repeat after me.. Objections are NOT rejections. They are simply unanswered questions. Often, when we hear an objection, we take it as a personal attack or an attack on our business.
The default reaction to an attack is to be defensive. But what we resist….will persist.
If we want to move someone to our view our find common ground, we must first start with accepting the objection.
I offer up a few very practically examples of what this looks like exactly in the full workshop.
The last A stands for Ask.
“If I say it, I’m selling. If they say it, we are closing” – Mr. Stark… Jonathan Stark, not Tony Stark.
You want the client to arrive at their own conclusion, rather than telling them the answer—the way to do this by asking the right questions.
In the workshop, I give you the questions you should be asking your clients. If you are asking your clients, “How did he propose?”, “What type of photography do you like?”…. Go watch the workshop for the right type of questions to be asking that will get you a lot further.
The last step is Story. When you tell a relatable story, it allows the client to draw their own conclusion without the baggage of the current scenario.
In the workshop, I go over the four most common client objections and apply the AAA Story Framework to handle them!
If you want to learn how to answer potential client objections and turn them into paying clients, click here to watch the workshop!