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Other Added - How to Overcome Sales Objections With Your B2B Lead Generation Sales Letters
Face it, sometimes work really can get on your nerves. We're only human, and we all have good and bad days. Don't impulsively give up on your job, chances are it is just a nagging case of job burnout. Overload is your brain's way of telling you to take a step back and weigh your options to conquer whatever is bothering you.Figure out what is bothe
"Yes, you will save money in the short term by buying a Blodux 5236. But our Nadag 7876 lasts longer—two years longer. Which means you will pay $125 less per month for the life of our machine compared with its closest competitor."
"WE ALREADY HAVE A SUPPLIER"
Overcome this objection not by bad-mouthing your
competitor but by stressing benef
Targeting New Customers and Encouraging Repeat BusinessThere are three ways to grow your business; 1. Generate new customers, 2. Encourage existing customers to become more frequent repeat customers, and 3. Increase the average amount your customers spend. In this article, I will outline a tried-and-tested strategy to generate new customer
And yet one of the advantages of sales letters is that you are selling on paper, not in person. Face to face, a prospect can interrupt you and change the subject. But on paper, you remain in control. As long as your prospective customer keeps reading, you control the sales process.
Another advantage of sales letters is that you can anticipate objections and answer them in the body of the letter. You can even start your letter with a common objection, and answer it square on.
Here are three common objections, and ways that you can overcome them in your B2B direct mail lead generation letters.
"WE DON’T WANT IT"
Overcome this objection by presenting benefits that
your reader may have overlooked, or may never have
considered. Assume that your prospect understands
the benefits of your product or service only in a
general way.
"We reduce your downtime because we ship your replacement transformer in under three hours, guaranteed. We lead the industry in in-stock, emergency transformer replacements."
"YOU ARE TOO EXPENSIVE"
Overcome this objection by describing the quick
return on investment that your prospect will enjoy
(assuming there is one). Or show how buying a
competitor’s product is actually more expensive once
total cost of ownership is calculated.
"Yes, you will save money in the short term by buying a Blodux 5236. But our Nadag 7876 lasts longer—two years longer. Which means you will pay $125 less per month for the life of our machine compared with its closest competitor."
"WE ALREADY HAVE A SUPPLIER"
Overcome this objection not by bad-mouthing your
competitor but by stressing benefi
Customer bills that are unpaid after the terms that were set are considered past-due accounts. Many business owners and managers have a billing processes, but no process for collecting on past due accounts.One of the biggest dilemmas small business owners face when managing a business in collecting on past-due accounts. Why, do we have a fear of c
Another advantage of sales letters is that you can anticipate objections and answer them in the body of the letter. You can even start your letter with a common objection, and answer it square on.
Here are three common objections, and ways that you can overcome them in your B2B direct mail lead generation letters.
"WE DON’T WANT IT"
Overcome this objection by presenting benefits that
your reader may have overlooked, or may never have
considered. Assume that your prospect understands
the benefits of your product or service only in a
general way.
"We reduce your downtime because we ship your replacement transformer in under three hours, guaranteed. We lead the industry in in-stock, emergency transformer replacements."
"YOU ARE TOO EXPENSIVE"
Overcome this objection by describing the quick
return on investment that your prospect will enjoy
(assuming there is one). Or show how buying a
competitor’s product is actually more expensive once
total cost of ownership is calculated.
"Yes, you will save money in the short term by buying a Blodux 5236. But our Nadag 7876 lasts longer—two years longer. Which means you will pay $125 less per month for the life of our machine compared with its closest competitor."
"WE ALREADY HAVE A SUPPLIER"
Overcome this objection not by bad-mouthing your
competitor but by stressing benef
As a Marketing Practitioner I write a lot of words, mostly on my core subject “How To Win New Business”.Most of the articles I write find their way onto the Internet. I publish a lot online, so I’m always looking for more effective ways to get my points across.Constant writing makes one very aware of the power of each word you type. My searc
"WE DON’T WANT IT"
Overcome this objection by presenting benefits that
your reader may have overlooked, or may never have
considered. Assume that your prospect understands
the benefits of your product or service only in a
general way.
"We reduce your downtime because we ship your replacement transformer in under three hours, guaranteed. We lead the industry in in-stock, emergency transformer replacements."
"YOU ARE TOO EXPENSIVE"
Overcome this objection by describing the quick
return on investment that your prospect will enjoy
(assuming there is one). Or show how buying a
competitor’s product is actually more expensive once
total cost of ownership is calculated.
"Yes, you will save money in the short term by buying a Blodux 5236. But our Nadag 7876 lasts longer—two years longer. Which means you will pay $125 less per month for the life of our machine compared with its closest competitor."
"WE ALREADY HAVE A SUPPLIER"
Overcome this objection not by bad-mouthing your
competitor but by stressing benef
Have you ever been at work and noticed something highly unethical happen. Did it bother you to the point you almost quit? Well did you know that 38% of all Americans have had the same experience? A recent survey seems to indicate that we have an ethics problem in the United States and it is not just in Government or with cheating spouses. It is also preva
"YOU ARE TOO EXPENSIVE"
Overcome this objection by describing the quick
return on investment that your prospect will enjoy
(assuming there is one). Or show how buying a
competitor’s product is actually more expensive once
total cost of ownership is calculated.
"Yes, you will save money in the short term by buying a Blodux 5236. But our Nadag 7876 lasts longer—two years longer. Which means you will pay $125 less per month for the life of our machine compared with its closest competitor."
"WE ALREADY HAVE A SUPPLIER"
Overcome this objection not by bad-mouthing your
competitor but by stressing benef
Why would any franchisor want to terminate a franchisee who pays royalties into the system, assists the franchisor in extending his brand name and helps the franchise system gain market share, growth and profitability? Indeed all good points to the question; why? Well often a franchise outlet is under performing, undermining the system or not accomplishin
"Yes, you will save money in the short term by buying a Blodux 5236. But our Nadag 7876 lasts longer—two years longer. Which means you will pay $125 less per month for the life of our machine compared with its closest competitor."
"WE ALREADY HAVE A SUPPLIER"
Overcome this objection not by bad-mouthing your
competitor but by stressing benefits that your
competitor does not or cannot offer. Or show how
your competitor isn’t really a competitor because
your company concentrates only on selling the
product in question, while your competitor sells a
great deal more, making them a generalist but you a
specialist.
"Your current supplier certainly has a well- earned reputation in our industry for a quality product. But my firm delivers a comparable product backed by better after-sales service. We offer you the personal, customized service that larger firms cannot match."
If you are crafting a sales letter and don’t know the common objections that prospects raise, talk to your sales force. They are the best source for understanding how to turn a prospect's no into a yes.
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