As you work towards reaching an agreement with the buyer of your consulting services you may encounter objections. Luckily, most objections can be easily overcome, if you’re prepared.
Here are 5 common objections and suggested ways to deal with them:
1) “We don’t have the money” – Unless the company is on the brink of bankruptcy, they have money. They are likely paying overhead in the form of rent, utilities, and so on…not to mention salaries benefits and the like. All of that costs money. Your mission my friend, should you choose to accept it, is to find money that is not being well spent and shift it to a place where it will generate a greater return and value.
As a consultant your job is to get your client thinking in different ways.
2) “We don’t need these kind of services” – When you hear this a few possibilities exist. You’re either talking with the wrong person, ie, not the true buyer. Or you’ve misjudged the market and you’re talking with a company that clearly isn’t your ideal client. If the client is an ideal consulting client and you’re talking the true buyer, when you hear that ‘they don’t need’ you, it’s most often the case that you haven’t created the need for your services. Meaning you need to do a better job explaining the value you bring to the table.
3) “I need to check with ….” – You’re talking the wrong person. When you’re talking with the true buyer they won’t have to check with anyone. If you hear this, find out who makes the decisions and arrange to meet with them.
4) “We’ve always done it this way…” – Companies get comfortable doing things the way they always have. If it’s clear they can value from your services you need to ask them, “Is what you did 15 years ago still working just as well for you today?” The answer is almost always ‘no’. Technologies advance. Competition comes and goes. Things always change. Your job is to make it clear that the buyer will be better off when they attack change head on rather than hide from it.
5) “I’m just too busy to do this now” – This is often an excuse. The longer the buyer waits to make the necessary changes in their business the longer they will have to deal with the challenges they currently face. Or the more money they’ll lose. You get the picture. Time is a valuable resource. As a consultant your job is to get your client thinking in different ways. Ask questions like “How much market share could your competitor capture in 8 months if you put off doing X?” and “How important is X to your company’s future?” If the issues are important enough the buyer will rethink putting things off.
What other objections have you had to deal with? Share them in the comments below…