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Clients aren't always keen to accept our ideas? No matter how brilliant or workable. And we have the same problem with product or services.The resistance is much too high and we struggle to get things moving.
So how do we overcome this resistance from clients? How do we overcome the objections? |
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The way to convince the client is to show them proof
How do we go about this proof? In today’s podcast we’ll cover 3 ways in which you can get a client over to your side of the fence without any of that mini argument or debate. We’ll talk about 1 the proof that you create, 2 the proof that other people create and finally irrefutable proof demonstration.
In this episode we will cover
- Part 1: Creating Expertise On Your Site
- Part 2: Pointing Clients To Existing Material
- Part 3: The Power of Demonstration
Let’s start off with the first type of proof which is the proof that you create
Let’s say for instance you are a web designer and you’re completely convinced that responsive sites are very, very important for clients.
Responsive sites as you probably know are sites that you view on a mobile or on a tablet and they readjust to fit the width and the height of the mobile or the tablet. There you are in front of the client and the client is old school. They built their site in 2005 or 2007. They’re not that keen to switch over to something that readjust their entire site. What are you going to do?
The first thing that you need to have is you have to have content of your own because clients have objections and usually they don’t have a lot of objections. They’ve had maybe 6, 7 different kinds of objections over the years and what you need to do is you need to put together information. A good form of information is a bunch of articles.
You could have a booklet, you could have any kind of information that you’ve written and it’s very important that it comes with your name attached to it because that makes you the expert.
As the client is battling a bit not a lot but just a bit with you, you can point out that information on your website or maybe you’ve got a booklet that you can hand out to them.
To continue reading, download the transcript.
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