Objections from buyers of consulting services are commonplace.
Yet most consultants find themselves shutting tight like a clam and hoping they don’t encounter a buyer’s objection.
That’s a bad move and won’t get you anywhere.
In fact, if you want to win more consulting business you’ll want to do the exact opposite.
You’ll want to be prepared to deal with objections. Learn how to respond and handle them so you can turn a ‘no’ equivalent into a resounding “Yes.”
In this article I’m going to share with you and together explore four of the most common client objections.
Client Objection #1
One of the most common objections consultants hear is “We don’t have the budget allocated for this.”
When a consulting client or buyer says this don’t accept it and end the conversation.
Prepare to ask the buyer questions and explore the situation with them.
Every company, unless they are deep into bankruptcy has costs. They are spending money.
The question isn’t if they have the budget. The question is, will they direct that money towards and invest it in and with you?
1) Redirect the budget – The first recommendation I have for you is to redirect the budget. Our role as consultants is to demonstrate to buyers that they will be better investing with us. Show them that they will receive greater value and ROI with you than they will by investing in other areas. When you do this effectively they will want to redirect their budget from other areas to invest it in your services.
That doesn’t mean you give up. Instead, ask your buyer the right questions.
2) Where is the budget going? – In order for the buyer to redirect the budget you’ll need more information. Find out where their current budget is going? Where are they spending the money? Can you show them how to direct their budget in a more effective manner? If you can, they’ll often move their budget to you.
3) Is it a priority? – If your offer isn’t a priority for the buyer there’s little reason for them to take action on it now. Probe to find out what their current priorities are. Do they make sense? Is your offer going to solve their biggest problem? Will it help them achieve a result that they see as a priority? If yes, make sure you communicate that to them. If it doesn’t, and they are already focused on the right priorities, encourage them to keep taking action on that. You can always work with them at a later stage. Continue Reading