Have you ever encountered this ‘I don’t have the money‘ objection before?
If it is happening more and more often to you, in this post you will find out how exactly you can handle it. There might be some things that you need to consider changing in your process to have a different outcome in Handling Objection #3 – ‘I Don’t Have the Money’.
You see once I started applying what you will learn in this post, I did not have this objection anymore when I share my opportunity.
When you have people in front of you who are not in your warm market but you might have got them through you blog or lead capture pages, you need to be their consultant and really understand what budget they can operate with. So when you sit down with them and build that relationship you need to find their pain or need (how your opportunity can help them). So a great question you can ask is this… “If you saw an opportunity that could help you what you just told me you needed, how much of a marketing budget do you currently have to work with?”
So asking them that question you are basically telling them how you can help them solving their pain or need with the budget that they can afford.
Now, let’s get into when you just finished showing them the presentation.
Here are some reasons that may come up and I actually have a training on each that you might find helpful.
– I Want To Think About It
– I Need To Talk To My Spouse
When the presentation is over and you get to Handling Objection #3 – ‘I Don’t Have the Money’
So the presentation video or power point has ended and you are about to ask them the question…
“What did you like best from what you’ve just saw?”
And they reply… “Everything” or the product/service or both (also the opportunity to make money).
Then you say… “Is there anything else you need to know, before you get started?”
They might tell you… How the comp plan works, or questions about you product or service etc… and then you close again with “Is there anything else you need to know, before you get started?”
Now… you might be signing them up on your laptop if it is the case you are doing a 1 on 1 or 2 on 1 presentation Or you are doing the presentation via skype because your prospect is from outside your state or from abroad so you are guiding them what to do to get enrolled.
So, you told them to type in your link/or click on your link and then put your credit card information and then they get to the point when they say… ‘I’Don’t Have The Money’ or ‘I cannot afford to do this today’ or ‘Can I do it this Friday or by the end of the month because I get paid on Friday/end of the month’. There could be more Excuses than these that are all No Money related.
But what you really want to do is to qualify their objection because it could be either true or not.
I know you might be frustrated as in the first place they said they loved everything you have showed them right? But if they realistically don’t have the money you cannot do anything about it.
So, before you go on the road further to qualify them, maybe you haven’t answered their questions or they are scared of something etc…
This is how I go about it…
“So John, everything that I showed you, you loved it right?. And I said to you that if I could show you a way that I could solve the problem you told me that you have, that you would be interested in learning more about it. Now I am showing you a way and you are kind of telling me that you don’t have the money to join. I understand and appreciate that and I deal with a lot of people in the same situation just like you and that is why they do what I am doing so they can get out of that situation but I just want to make sure that I understand you correctly.”
I will continue by saying… “Ok John, so you are saying that you love everything that you saw today and if you had the money in your bank account today that you would join and do this without question and I want to know if that’s the truth because if you don’t really see an opportunity here for yourself or there is something that I am missing just tell me, it won’t hurt my feelings at all and I can move on. Or you really don’t have the money today to get started?”
This can go two ways.
1. Either they really really really don’t have the money today. What I ask them is “Ok, I undertand you now and glad we are on the same page here. When will you have the money so you can get started?”
So set an appointment after that and write it down on your agenda.
2. They didn’t really understand how to make money with this system. Here is how I go about it. “Ok great, so what you are looking for is for a little bit more of information here and what I really like is for my business partner to get on the phone with us and maybe explain how to get in profit fast and make a plan how we can work together to do that”. Then I edify my business ‘expert’ partner to my prospect which I already told them about the possible 3 way call. Edification is crucial here as it builds the trust and credibility.
Using 3rd party validation is a MUST and it will help you in these situations. What they will see is that this is not just you but there is a team support around it. What they might be thinking is ‘Can they support me?’. So you are showing them that you work as a team and when they need support they can do the same.
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Gordon Attard’s H
ome Based Business Blog
Skype: gordy05
Email: Gordon@GordonAttard.com
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