How to Close the Sale in an Interview Part IV: Handling Objections 2

In part 1 of Handling Objections, you learned about the importance of discovering any objections your potential client has, how to do it, and how to handle an objection if it concerns a skill you don’t posses.

In this post, part II, I’ve listed the top four objections that VAs get, particularly from Coaches, and how to respond to them.

Here goes:

Objection #1: “I don’t know if I can afford it.”

Response: If you want to grow your business and increase your income, you need to delegate tasks that don’t make you money, so you can put your time into doing what does make you money. Whatever stage your business is in, that’s the way to dramatically increase your income as quickly as possible.

Here’s a quote you can offer them: C.J. Hayden, Author of Get Clients Now, says:

“I know sometimes people hesitate to hire a Virtual Assistant because they think they can’t afford it. But the truth is that I couldn’t afford NOT to have Angee [her VA] working for me. With her help, I have been able to earn more—and with less stress—than I ever have before. Hiring her has not only been a smart business decision; it’s improved the quality of my life.”

Objection #2: “I don’t have enough for you to do.”

(NOTE: If you use my Virtual Assistant -Coach Compatibility Assessment and send it to your prospect ahead of time, this objection will never even come up!)

Response: I’ll bet you have a lot more than you realize. I have a list of 101 Ways to use a VA I’ll send for you to take a look at.

You might also start a list to keep beside you for a week, and jot down every day anything you do that isn’t directly bringing you income. Then when we speak again, I’ll go through the list and show you what I can do or delegate out for you.

Objection #3: “How do I trust you if I don’t see you, if I’ve never met you or seen you face to face? How do I know you’re really working?”

Response: When you hire someone full time to work in your office, you’re usually paying them no matter what they are doing. There are times when they aren’t necessarily doing productive work for you.

I’m always doing productive work for you, because I only clock in the hours when I am. You’re never paying me for time when I’m just sitting around. So you’re actually getting more for your money this way. I’m sure you’ll be pleased when you see the results of my work.

Objection #4: “But what if I have an emergency, or I need something done immediately, or I need to contact you immediately and I can’t reach you?”

Response: Almost all emergencies or urgent matters can be avoided by planning ahead. I’ll take some of the load off your plate and help you organize, and we’ll put our heads together and plan proactively to avoid emergencies. That way it won’t be necessary for you to reach me instantly.

You may get some—or all—of these objections, and you may get some unique ones. Whatever happens, you need to make sure you discover and address all of their concerns.

Draw them into a discussion on how to resolve the issue. Or, when appropriate, discuss how to avoid situations altogether which might result in your being unable to meet their needs.

When you’ve eliminated all their objections, it’s time for the final step: The Close! Be sure and see my post Part V: “The Close: Getting a New Client.” -  Coming soon!