Rebuttal Toolbox Flashcards
“That sounds like a lot of money/expensive.”
“Well you’re right, this is a real investment… but for what you’re getting in return, it’s very cheap/discounted… it’s only an investment of $1,500/month, if I could help you generate you 20,000 in sales, do you think that would be a fair price to pay?”
“I/we hate Facebook.”
Ask for them to hold off on judgment in the meantime until we get through it, and if they still have questions, then we’ll go over all of them at the end.
“We tried Facebook and it didn’t work for us.”
Tell them that you don’t know why it didn’t work for them before and what they did but offer to talk about it after we get through this… say “I think a lot of questions you have now or maybe. Ask for them to hold off on judgment in the meantime until we get through it, and if they still have questions, then we’ll go over all of them at the end.
“I am already under contract with someone else./ I am already busy with someone else.”
Well [their name], the good thing is that we can work with them.. as they do their thing, we can do our thing…
“Do you do contracts?/do you lock me in?”
“I like to keep it simple… I don’t believe in all the contract stuff and all that technicality… it’s not necessary. I believe that if I get you great results and you’re getting a really good ROI or quality results for what we’re actually spending to get those results, and I treat you well… then you’ll be a customer for life.
And we give you a 30-day guarantee if you’re not satisfied and you want to cancel within the first 30 days, no problem, we’ll give you your money back.
After that month, the only thing I ask from you is just to give a 30-day notice if you want to cancel so we can either fix the problem within that timeframe.. and the second reason is that we use a lot of software that we use to manage and run your campaigns and they charge monthly so if you cancel, we’re not left all of a sudden with paying the invoices from all these software for a client that we don’t even work with anymore.
How’s that sound?
“Why can’t I just give you a percentage of the sales that you’ll generate it”
You have to give them some a piece of humble pie.
Give them a piece by telling them all the work that’s involved with setting up your campaign (it’s around 80 hours to set up and get off the ground and make sure the campaigns keep their momentum over that initial week)
“I want to work with you but I can’t afford it right now. I don’t have the cash liquid and laying around for me to do this?
Well, how much can you afford… we could start off small in the beginning ad then once you start getting more results, we could invest more into it… that sounds better for you?
How about we start and do $[70%] of what we’d usually start off at and then after 2 months, we’d up back to 100%, how’s that.
“What if we get no leads?”
“Well have you ever paid for advertising before?” (digging)
“yeah I paid 3000 for radio advertising and we got no results and we lost it.”
“Gosh that sucks Steve.. were u aware on Facebook, Instagram, and Youtube the platforms that we’re using, that after spending even $5, if we don’t see the return or the lead that u like, we can actually shut it off do something else…
“Steve were u aware that online advertising is nothing like billboards, tv, or radio… that put u in 3-month contracts or they demand all the money upfront regardless of the results… but did you know that we can turn off a bad advertisement at any given time so we’ll never be pouring a bunch of money in an ad that doesn’t work…
Did u know Steve that we can change the ad as many times as u like until we’re getting the result that u want… so that before we go and spend thousands or tons of the ad budget on an ad, we already have tested it and know for sure that that ad is a great ad?”
“So Steve do u really think we’ll run into the issue of not getting any leads?”
What are the two ways to increase urgency in the close?
- Deposit:
If you need more time to be ready, … regardless of when you pay, it’s going to take 1/2/3 weeks anyways to get this ready before u get leads… so if you sign up now by putting down a deposit today, we’ll put you in our queue to get you all sorted and everything built out after we do the projects that are currently ahead…so that when you’re ready to launch this and go, we’ll be all ready and you’ll be able to get leads immediately. If you wait till later to sign up, you’d still have to wait for us to go through all our new sign-ups and projects before we can start building out yours and then the build-out can take up to a week. So you can just put a 30% deposit down today, and we’ll get you in and get working on yours as soon as we can. - You said you want to start getting in leads as soon as possible… it usually takes my team about a week to be fully set up and ready for leads to be coming in… but I’m gonna try to get you leads in early as 5 days (this is for just extra love to help them close - considering, we know they are already close to going with us).
I tried it and it didn’t work.
Humble Pie.
Objection Loop with some humble pie for some serving.
I don’t know enough about you.
Idk how to handle this one yet.
“Call me next month”
“Steve can I be honest with you… It’s been 10 years and you still haven’t accomplished this goal… as a result of not doing this goal/getting to [the desired land]… what has it cost you?”
“I haven’t been able to….”
“Steve let me ask you.. when’s a good time to finally do something about this?”
“right now”
