- Being PreemptiveAnticipating what your prospect might say as an objection to your price will allow you to state the benefits of your offer.
You should be clear and concise in what you say, and focus on the tangible and immediate benefits of your offer. Usually, once you have said your piece, your sales leads prospects will not say anything anymore. Sometimes, they even ask you to explain further.
- Keep Your PersistenceIn the event that your prospect is still complaining, well and good, they are actually interested.
The only snag that they see in this is the accompanying price tag of your offer. It is up to your B2B appointment setting specialist to come up with sensible and correct counters to the objections raised. But you have to remember that this is a positive step. It is up to you and your marketing team to make a deal happen.
- Veer Away From the PriceOne way to counter price objections is by not dealing with the price at the start.
There is always another way to convince your B2B leads prospect that you have a better deal for them. It is only after the objection is raised twice or thrice should you stop and think why they are still objecting.
- Learn More About the ObjectionsIf the prospect is has objected again regarding the price, ask them why.
It could be for a lot of reasons, like budget allocations or restrictions on expenditures. It could even be unrelated to price, like the need does not exist or if they are already using a similar product that the competition has made. Knowing about these things can help you and your telemarketing team to come up with a better solution to their concerns.
Related: What To Do With Sales Lead Rejection
- Talk About the ValueIf price is a non-negotiable point on your part, you need to raise the value of your offer itself.
Talk to them why they should purchase your product. You can explain to them why your product is much more expensive, like the quality of the materials, the craftsmanship involved, and the after-sales service that is bundled along, even the value of it as a collector’s item over time.
While that may be true, in most cases there’s actually a different reason, one that’s usually just under our noses, but significantly more impactful.
The fact to the matter is: your content needs to be promoted; hence, the word “marketing” in content marketing.
If you think about it, promoting your content is actually more important than the content itself. It’s like having strong affections towards someone; you can spend the rest of your life nurturing your feelings but if you don’t tell that person, nothing will ever happen.
You need to devise ways for your blog to gain publicity, otherwise there’s no point in creating content. Here are a few tricks for promoting your blog:
- Join a community.
Face it – sometimes you need other bloggers to help you become popular.
Create a list of content creators, website owners, and marketers to interact with and possibly target for linking. Create a blogroll and gain assistance from tenured bloggers.
- Guest posting.
This could go either way, but if you’re a relative newcomer, it’s best to have an expert guest post on your blog first.
After some time when you feel you’ve earned the right, you can offer to guest post on other blogs. This will increase your content visibility.
- Social media.
It’s not news, but it’s not irrelevant, either.
The pull that social media continues to provide to marketers does not show any sign of decline anytime soon, so likes and tweets are here to stay for a while.
- E-mailing lists.
Some marketers regard the act of emailing content as a rather pushy strategy, which could be true if not done tactically.
Make sure your recipients gave you permission, and when they do, don’t overstuff their inboxes.
- Top 100s.
Here’s a clever way to get other bloggers to link to you: create an article consolidating a list of the best 100 relevant blogs in your industry.
Provide links to all of the mentioned sites and give a brief summary of how good they are. The blog owners would see it as a nice gesture and pay you back accordingly.
- Leave comments.
Make it a habit to leave comments (complimentary or otherwise) whenever you read a post from other blogs. Make it an intellectual one, at that.
It is a form of information distribution where a blog material is also republished in multiple sites.
There are tons of blog syndication sites in the market, such as syndic8.com, blogdigger.com and icerocket.com.
Almost 2 years after he has left the world he has changed so immensely, Steve Jobs can still be felt everywhere, not only because of the physical technology he has passed on to our succeeding generations, but also through his philosophies that have inspired millions to achieve their goals.
Steve Jobs is synonymous to Apple, and Apple is synonymous to the iPhone. The iPhone is the symbol of what’s yet to come in the field of breakthroughs in telecommunication. But behind the success of his company, Jobs became the balance between technology and serving the people who have been believers of his brand.
Here are some sales and marketing philosophies from the “gospel of Jobs”:
“Be a yardstick of quality.”
Business is about making the commitment to make excellence as a top priority.
After that, everything else will follow. There should be a standard of quality from the way products are made, services are rendered, publicity is generated, and customers are treated.
“Creativity is just connecting things.”
To be creative doesn’t require doing something from scratch.
Sometimes, all you need to do is find a connection between things and create something imaginative out of it. In sales and marketing, creativity is an integral part, but most of the time, the actions that strike a chord within people are the ones that have successfully made that creative connection.
“Marketing is about values.”
If you want people to recognize your brand or service, you have to uphold certain values that are important to them.
Although some companies are able to make their product popular by unethical means, the true success would still be measured by integrity and high regard from your consumers and competitors.
“Sometimes when you innovate, you make mistakes.”
The risk that comes with being an innovator is the possibility of making a mistake.
But most success stories generally came into form by making something better out of a previous blunder. Sales and marketing people should be able to accept that possibility as a part of the process, and instead of fearing it, make it a turning point for improvement.
“If you haven’t found it yet, keep looking. Don’t settle.”
The great minds, just like that of Jobs, are never satisfied with what they currently have.
They appreciate the triumph, but then they move on to the next project. They find new things to create or improve. They set bigger goals and commit to greater tasks. They keep doing that until they reach a point when they can finally say, “My job here is done.”