You're listening to “The School of Client Attraction.” Marquel Russell is the founder of Client Attraction University, a marketing consultancy helping you attract clients on autopilot and scale your business while working 50% less.
Quick disclaimer: a side effect of listening to the show is more clients, more profits, more freedom, and it's more impact in your business. Now, here's your host, Marquel Russell.
Marquel: Hey, what's up, my friend? Marquel Russell here. Welcome to this brand new episode of the School Of Client Attraction, and on today's
episode, I'm going to share with you two ways to deal with those skeptical prospects, those ones where we find ourselves trying to convince them. They want us to convince them. They want to buy. They seem like they'll be a good fit, but they're like, Uh, uh, uh, and now you kind of start going through all kinds of stuff and working way too hard, trying to convince this individual.
I'm going to share with you two ways you can implement, starting today, to deal with skeptical prospects. I'm going to give you two examples. [01:00.0]
Number one, let's say, you have those prospects who try to get you to tell them why they should buy. For example, some of them may say, Why should we do business with you versus doing business with XYZ? While most people would say they'll start going into their catalog, talking about the magazines they've been in, talking about all this different types of stuff, a better way, instead of going into trying to convince them, something you can do immediately is you can just say, Well, I don't know, why should you? and then you just lean out and you let them talk, because one thing they're actually expecting you to convince them.
Yes, these people are actually expecting you. They're coming to the call expecting them to be sold. They're expecting you to try to convince them to buy or persuade them and all that. When they say, Why should we do business with you versus XYZ? and then you say, Well, I don't know, maybe you shouldn’t, and now they're like, Huh. That shakes them to their core because they're not used to that. They're used to somebody trying to sell them. So, that's one way that you can do it. [02:03.4]
Number two, if they say something like, I don't know if it's going to work for me, or I don't know if __________, fill in the blank, whatever skeptical saying that is. You could simply say, one of the best ways to do is to just say, Well, let me just give you an example of somebody who this has worked for, and then you give them a story. You share a story of how this has worked for somebody else.
Now you say, Marquel, what if I don’t have any testimonials? Okay, great. Use your story of how it has worked for you or use some other kind of analogy that may not be you directly, but you're using some kind of other analogy to help tackle it as well.
So, two ways—number one, leaning out saying, I don't know, maybe you shouldn't. That's number one. I'm going to give you a bonus one also.
Number two is you giving them a story, right? [02:52.0]
Then, number three, when they say, I don't know, I need to think about it. I need to do some research on it or whatever, just kind of doing all this different type of stuff, especially, the really analytical people, you can just say, okay, cool, you know what? I'm not even going to let you join right now or let you buy right now. I would actually insist that you go do your research and make sure you run the numbers, make sure it makes sense. Do that and then just reach back out or we can schedule a call now, or you can just reach back out and then we'll just go from there.
Now, again, you shake them to their core. They're not expecting you to actually say that. They're expecting you to lean in. What do you think? What have you’ve got to think about? What do you mean? Aren't you just…? They're expecting you to do all that, but when you lean out, they don’t expect that and now you realize you'll start getting these text messages out of the blue where they're like, Hey, I'm ready to get started.
Apply these three things when dealing with skeletal prospects. That's going to help you increase your closing ratio, and it's going to help you get a higher return on your ad spend as well and be able to serve more people in your coaching or consulting programs or services or whatever it is that you provide.
All right, that's it for today's episode. Have a phenomenal day because you absolutely deserve it. Talk to you soon. [04:00.4]
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