Episode Details

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?

/ / 00:00:20 Introduction

/ 00:03:12 Part 1: Creating Expertise On Your Site

/ 00:04:48 Part 2: Pointing Clients To Existing Material

/ 00:06:48 Part 3: The Power of Demonstration

/ 00:11:33 Wrap Up + Information Products Workshop: Washington D.C.

I don't know if you've ever heard the story of the white pants of Sara Blakely. Sara's product was an undergarment. It smoothed out the contours of a woman's body making your clothes more flattering, more comfortable but Sara was not able to sell the product. Yet as the legend goes she was at the store at Neiman Marcus in Dallas and she was wearing these form fitting white pants. She invited the buyer to join her in the lady's room. At this very unusual place that Sara proceeded to show how those white pants looked with the undergarments that she was selling which were called Spanx and then she proceeded to show how they looked without it.

Sara didn't stop there she went on to sell to Bloomingdales to Saks, Bergdorf-Goodman and today that brand is worth over $250 million, but what was Sara really doing there? Was she selling a product or was she doing something different? Sara was actually fighting resistance. Often as we go about our day to day business selling products and services we run into clients who are convinced that they are right and often they're wrong. We then try to get into this debate, this mini argument as it were and that's not the way to convince a client.

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. 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 w