Last updated on Aug 7, 2024

You're facing skeptical clients questioning your value. How do you address their objections effectively?

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Abhishek Bordia

Associate Director at RSM India
Piwe Motshegoa (MBA)

Broadcasting Sales | Multi-platform Video Entertainment Commercialisation | Content Commercialisation Maverick | Media…
Marion R. Clark, RPLS

MANAGING PARTNER MAJESTIC SURVEYING and Business Development Professional-BUILD AND GROW SURVEY OPERATIONS

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When clients question your value, it's crucial to address their skepticism with confidence and a strategic approach. To turn doubt into trust:

- Demonstrate past success. Share case studies or testimonials that reflect your ability to deliver results.

- Listen actively. Understand their specific concerns and tailor your responses to address them directly.

- Offer guarantees. If possible, provide assurances such as a satisfaction guarantee to alleviate their hesitations.

How do you handle skeptical clients? Engage in the conversation with your strategies.

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Abhishek Bordia

Associate Director at RSM India
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Client skepticism can be answered based on following: Show Proven Results - Share case studies or examples of past successes. Concrete evidence of how you've helped other clients can build trust and credibility. Offer a Trial or Guarantee - If possible, offer a trial period or a satisfaction guarantee. This reduces the perceived risk for the client and shows your confidence in delivering value. Open Dialogue for Feedback - Encourage an open dialogue and invite feedback. This not only addresses any remaining doubts but also helps build a stronger relationship based on mutual understanding. Lastly, building up mutual respect and reputation is long term activity. It takes time..!!

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Piwe Motshegoa (MBA)

Broadcasting Sales | Multi-platform Video Entertainment Commercialisation | Content Commercialisation Maverick | Media Sales | Sponsorships | Revenue Driver.
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A showcase of your track record, with evidence and preferably case studies specifically addressing that particular client issue(s), is essential to gain credibility. Additionally, it’s important to be authentic at all times when trying to earn trust. If you don’t know, say so. Put client’s needs first, and mean it! Listen to hear and understand, not to answer - this way you’ll give yourself the opportunity to come up with effective solutions, therefore positioning yourself as the subject matter expert to client. Most importantly, remember that solving for client is the primary goal, and selling your product secondary - once client sees this, they trust you more.

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Marion R. Clark, RPLS

MANAGING PARTNER MAJESTIC SURVEYING and Business Development Professional-BUILD AND GROW SURVEY OPERATIONS
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The first step to assuage the trepidations a potential client may have in questioning the value of your service is to determine what is the reason for their skepticism. This could include a face to face meeting, a phone call, or a virtual meeting. Listen to their concerns objectively as if you were in their shoes. Perhaps they have good reasons to be skeptical, either from direct previous experience with you or your firm, or from hearsay passed around in the industry (bad reputation). Not until you understand from where the negativity emanates, can you attempt to solve the problem. Solving the problem does not include emotional arguments, but sound reasoning and logic has to prevail. Determine the root cause of the skepticism.

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Jamila Javanshir (MBA)

Director of Business Development and Stakeholder Engagement
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Be transparent, address concerns directly, if there is an opportunity, try to understand the client and what underlies the skepticism, try to tailor your approach and messages, show proof, (data or case studies), offer trials with minimal risks, always deliver on promises, be consistent, be honest.

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Panagiotis Zikos

Co-Founder & CEO @ iLink New Technologies | Telematics, IoT, former CEO at multinational companies holding strong experience in M&As, Growth Development and customer centricity.
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The value of a company is often tied to its brand, but large brands don't always guarantee valuable solutions. For SMEs, where value takes time to establish, there will inevitably be customers or critics who question your worth or demand proof of your claims, products, or services. In such cases, and even for larger companies, the best way to communicate your value is by grounding the conversation in your core principles. Values such as innovation, ethics, quality, and a human-centric focus (on both customers and employees) are key. While products and services evolve with market trends, these core values remain constant, helping to build trust and align your company with the shifting demands of the market.

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