The 6 Most Common Objections in your Home Based Business (Part 1 of 2)
As you build your home based business you should expect some objections. First of all, have the mindset that you will embrace objections because it gives you the opportunity to find out what their needs are and how to better fill their needs. Some people are afraid of objections because they just don’t like the rejection or the fear of failure. However, remember they are not rejecting you they are rejecting whatever service or product you are marketing. First of all, most people are comfortable where they are in life and don’t like getting out of their comfort zone or they don’t like change. We have to handle their objections so we can help expand their mind, educate them on a different system and challenge them to think or dream bigger. It’s our job to get them to think about the bigger possibilities for their life.
Here are a few quick tips and phrases that I use:
Always answer a question with a question
They give you any objection, then I use “I don’t know about that, all I know is…..”
If I could show (insert objection)…would you get started today?
See the examples below on how I use these phrases.
Here are the 3 of the 6 Biggest Objections you will face:
Objections #1- No Money
Prospect: I don’t have the money to get started.
You: If I could show you how to find the money, would you get started?
You: I want you to imagine if one of your kids were really sick tonight. If they were at the hospital and the doctors said that you need to give them some medicine that costs $500 and if they don’t take the medicine they could die, what would you do to find the $500?
Prospect: I would borrow it, sell something, give blood, etc.
You: Great! Let’s (insert what they just said) so that you can get started today and start making money immediately!!
You: What if you could let your employer pay for your start up costs and write it off your taxes?
Prospect: How do you do that?
You: Go into your employer and change your W-9 to the maximum allowed in deductions (check with your CPA). You will get an immediate pay increase so that you can use the increase in wages to start your business with. It’s your money anyways, you might as well use your money to start your business and then let the tax advantages help you save money on your taxes. Doesn’t that sound like a great idea?
Prospect: Yes, I’ll do it tomorrow.
Here is a great post on Tax Advantages by Dr. Ron Mueller-CLICK HERE
Objections #2- No Time
Prospect: I don’t have the time to build a business
You: Let me ask you a question. If I gave you a stack of books to read. And for every book you read, I gave you $100 and if you read all 10 books I’d give you an extra $5000 for reading them all. Do you think you could find the time to read the books?
You: Notice I didn’t even ask you if you liked to read books. So it’s not that you don’t have the time to build a business, it’s just we haven’t shown you enough for you to see the value and the money you can make. Let me introduce you to one of my business partners. (This is when I would 3 way them into someone in your organization that is having success with your company).
Here is another response:
You: I don’t know about that, but all I know is that my Mentor use to be an Executive in Corporate America. And he was making a high six figure income, very busy with his family and church but he found a way to build his business. He replaced his income, retired from Corporate America at age 33 and now has all the time freedom to do whatever he wants, when he wants and with whoever he wants to do it with. Does that sound like it’s worth your time to find out more?
You: Great! Let me introduce you to one of my business partners. (This is when I would 3 way them into someone in your organization that is having success with your company).
Objections #3- I’m Not A Sales Person
Prospect: I’m not a sales person.
You: Great! You don’t have to be. All we do is share information. Have you ever shared a good restaurant or movie with someone?
You: Did you get paid for it?
You: In our S.Y.S.T.E.M if you share the services/products and opportunity with others you will get paid for it. You wouldn’t mind getting paid to share a great service/product would you?
You: Well then, welcome aboard! It takes 5 minutes to sign up, how would you like to pay? Visa, Mastercard or Discover…
Make sure you read the follow up post to see the last 3 biggest objections you will face. One thing about objections is to have fun with them! Don’t be afraid of them, you just want to lead people through them. You eventually will answer their questions and objections that lead to filling their biggest needs and desires through your home business. Practice these suggestions from above and over time you will embrace objections, get really good at handling objections and sponsor more people into your business!