Every digital agency struggles with some of the most common sales objections. I'm here to tell you how to turn those around and convert more prospects into clients, faster and easier. Have you ever felt your agency’s proposal knocked it out of the park only to have the prospect put you off? It happens to all of us. You put your energy and effort into a stellar proposal only to receive a lackluster response like “Let me talk to my partner”, “let me see if we have the money”, or my personal favorite “Send me more information”. Are these responses just to put you off or simply objections that can be flipped into a more favorable response? In this video, I go through some of the most common objections and how you can actually respond and determine if they can be flipped so you can train your team to handle objections effectively and close more business. The best marketing salespeople answer questions before they’re asked. How to do this? By being transparent and sharing their exact process to build trust. Of course, questions and objections will still be raised, but if you answer 90% of the unasked questions then your salesperson can come in with that extra 10% and bring it to the finish line. I firmly believe there are no bad agency CLIENTS, only bad PROSPECTS or bad PROCESS. So how do you know if your prospect has a true objection or is just wasting your time? There are some steps you can follow to get to the bottom of this faster and turn more of those NO's into YES!   Subscribe Apple | Spotify | iHeart Radio | Stitcher | Radio FM #1 Agency Sales Objection: Send Me More Information If you give your pitch and the prospect's reaction is that they still want more information, this can mean one of two things, either something’s missing or you’re just getting a nice put-off. It can be difficult to determine which one it is, which is why I recommend asking these three simple questions: What, When, and Why. ‘What information would you like me to send you?’ This will help you determine what’s missing from your proposal and what else they need to know before saying yes. ‘When would you like me to send you this information?’ You want to follow up with the right information at the right time to increase your chances of working together. ‘Why do you need this additional information?’ This way you can understand more about the specific goals the prospect is trying to achieve. Moreover, it may also reveal whether you’re speaking to the right decision-maker or not. Perhaps they need more information to pass along to their boss or business partner. In that case, you need to get in front of the right person to answer their questions accurately. If someone is blowing you off, they won’t have good answers to these questions. On the other hand, a good prospect who is genuinely interested in working with your agency will have very specific information they’re requesting, a timeline, and a reason. Pro Tip: If it turns out it is a good prospect who just needs more information, then yes, commit to sending the information but also make sure to schedule the next meeting right then and there. That’s how you’re going to close the deal and stop wasting time on the wrong prospects. #2 Agency Sales Objection: Let me Think About It You spend lots of time on the prospect only to hear ‘Let me think about it”. It’s frustrating and unfortunately very common. Luckily, there’s an easy solution that just needs a couple of upfront questions. If it’s a legitimate objection, then you can prevent issues by gathering more information. When I hear ‘Let me think about it’ it’s usually due to one of three reasons: The prospect remains unclear about the plan. You may be using jargon that makes it confusing to the client when you should actually be talking to them about stuff they know. The prospect is unclear about the results. Remember you’re not selling your agency services to your prospect, you’re selling them results. Do they understand how your solution will ease the