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Magicsharpie1 Regular user 136 Posts |
Hi Guys
I was recently listening to an audio course called "art of closing the sale" by Brain Tracy. He talks about certain objections that will prevent a prospect from buying, and if you can answer those objections your will be able to close the sale. I'm trying to compile a list of possible objections that a customer might have, and give them compelling answers so there won't be any sales resistance. So far I can only come up with a few -I am not yet convinced you are the right fit entertainer for my event -Pricing is too high -I am still shopping around and comparing you to different entertainers I would love to hear how you guys would answer to these objections. And of course if you can think of any other reasons that may prevent a prospect from booking please add them onto the list and how you would solve it. -Perry |
misterillusion Special user Roseville, California 748 Posts |
I use "feel, felt, found": "I know how you feel, I felt the same way myself, but here is what I found". Here is how I use this concept: In the course of conversation on the phone I indicate that if I myself were looking for a magician I would like to see a "sample" of the magician's performance. When I say this, I usually can sense immediate agreement by the prospect. If I am performing at a public show somewhere in the near future I invite them to that performance. More than likely, though, I refer them to a Youtube showing me performing.
As far as addressing the objections you mentioned, I try to emphasize the benefits of hiring me: many happy clients, for example, and refer them to my web site where they can see the "accolades". As best as I can, I try to put myself in the prospects place by picturing them holding a "sign" saying "what's in it for me?". That could be a total satisfaction money back guarantee, or coloring sheets for all the attendees at a kids show, or whatever. I'm not an expert for sure, but this is what I do and what I have learned from the true experts. The one thing I am certain about that is true about most everyone is that we buy based on emotion primarily and not logic, so I try to keep that in mind. I hope that helps Charlie |
Mindpro Eternal Order 10587 Posts |
Quote:
The one thing I am certain about that is true about most everyone is that we buy based on emotion primarily and not logic, so I try to keep that in mind. I think you've hit on a big key. The trick or answer is to appeal to them and reach them with emotion and on an emotional level in a way that is supported by logic. This combination has great impact and usually fantastic results. |
Paddy Inner circle Milford OH 1571 Posts |
When I get the "I'm shopping around" objection I tell them;
Good, I know that I am higher priced than other entertainers. But look at what they offer compared to me and remember you can't get a Rolls Royce for the price of a used VW." |
Carducci Special user Denver 543 Posts |
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On 2013-03-19 12:20, Paddy wrote: Apparently, you can http://cgi.ebay.com/ebaymotors/1979-ORIG......6wt_1167 http://cgi.ebay.com/ebaymotors/1971-ROLL......5wt_1167 |
Carducci Special user Denver 543 Posts |
But in all seriousness I find two primary objections.
Budget - (some people are really unprepared for the reality of what a good magician costs) Image - Some people just can't imagine having a magician at a corporate event. They can only picture an outdate tophat-and-tails magician, or a birthday magician and can't see how either could possibly fit with their event. There really isn't much I can do about someone else's budget. I can, however, continue to polish my promotional materials to project the right image to my target market. The most important thing to do, however, is find out what the objection is. If you're not doing that, you can't turn it around. |
charliecheckers Inner circle 1969 Posts |
One way to overcome objections is to avoid them. One way to avoid them is by focusing efforts on those who are willing able and ready to hire an entertainer. They tend to be knowledgable about price ranges as well as other expectations. Most of my efforts are focused towards these venues. If you are still getting objections frequently - work on your show content and make sure it is really a competitive offering for today's demands. I find many who hire me are doing so at the expense of yesterday's magicians. Never the less, we all face objections so I am happy to improve my ways to address them. For price, I try to work with them to make it work for both of us. Sometimes it is multiple shows or getting bookings close by on the same day that allows us to come to agreement. I am careful not to come across like I am trying to walk them through some selling technique - they see right through it.
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