Turning Objections into Opportunities

Turning Objections into Opportunities
By guest contributor, Sarah Petty

Sometimes when you’re selling to your photography clients, it can feel like you’re constantly being met with objections, and the feeling can be daunting. But, if you aren’t getting objections when selling to your clients, then you are done selling.  You have either closed the sale, or your clients want to leave without placing an order.

While objections often get a bad rap, hesitation from your clients doesn’t necessarily mean ‘no.’ Rather, the objections they bring up are opportunities for you to find out the real reason they aren’t buying, and then you can work to overcome those feelings so that selling to your clients is much smoother, and everyone involved is tickled pink.

Take, for instance, one of the most popular objections we hear as professionals who understand cost of goods sold and set our prices to be profitable: ‘You’re too expensive.”

There are a few different strategies you can use here to overcome this common objection, but here’s one that I use in my business.

Feel, felt, found. This strategy shows empathy and gives an example of how other clients who felt the same way were able to justify the investment.

For example: “I understand how you feel. Others have felt the same way, but let me tell you, they decided to make the investment and here’s why. What they found was that among all of the furniture they have purchased over the years that wears out – not to mention the many other home décor pieces they purchased for their home, when they look back, the thing that meant the most to them was the custom photographic artwork they invested in of their family.”

By handling objections from your clients as opportunities up front, you’ll find the sales presentation to be a simplified, low-pressure ordering appointment that will leave both you and your clients thrilled, and you’ll see an increase in your average sales as a result.

We’re giving away a scholarship worth $1299 to Sarah Petty’s course that can help you master selling your photography without being pushy.

Learn more and sign up for your chance to win this great prize.