Are you finding yourself faced with objections when it comes to following up and closing your new prospects on becoming a customer or distributor in your business?
I find this is where most distributors tend to get stuck. They’re posting content, they’re having conversations, but they’re not comfortably overcoming the objections...so they either don’t follow up, or they do, but they don’t close the sale.
Common Objections
These can be objections around time, money, or resources...or maybe they’ve tried something like this before, spent a ton of money, and they didn’t get the results they were looking for. And what you’ll actually find over time is that most of the objections you come across, they’re common, and many people have them. So it’s our job to overcome them, before they have a chance to give them to us. And we have that ability now because of Social Media.
I speak with my team all the time about this topic, and I wanted to give you a couple of tips that I was sharing with them that I think you’ll also find helpful. So first of all, the biggest issue most people have when it comes to objections is that they think it’s rejection and they take it personal. An objection is simply a request for more information. And the thing is, if you’re finding yourself hung up on a few peoples objections, you’re simply not having enough conversations. As a business owner, you need to be constantly expanding your network. The more people you're talking to, the more people you have filling your pipeline, the less problems you have. If I’m honest, half the time, I forget to follow up with people because there's just so many people!
Overcoming Objections
But one of the things that I really encourage my team to do is to create content around people's objections. The more you can create content in a story form that helps somebody overcome their objections before they even reach out to you, the less you're going to have those objections come up in your conversations and your follow up. People are watching, they're following your feed, they're following your journey. They're curious. Most of the people who reach out to me to learn more are ready to get started, because they’ve been following the journey and the content I’ve been sharing, and they know it’s time. So they take action on watching the videos, they connect before I can follow up, and they make a purchase because they’ve seen me consistently showing up and getting results. And because I've been creating content that's helping them overcome their pain points and inspiring them into action.
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Content that Crushes Objections
But one of the things that I really encourage my team to do is to create content around people's objections. The more you can create content in a story form that helps somebody overcome their objections before they even reach out to you, the less you're going to have those objections come up in your conversations and your follow up. People are watching, they're following your feed, they're following your journey. They're curious. Most of the people who reach out to me to learn more are ready to get started, because they’ve been following the journey and the content I’ve been sharing, and they know it’s time. So they take action on watching the videos, they connect before I can follow up, and they make a purchase because they’ve seen me consistently showing up and getting results. And because I've been creating content that's helping them overcome their pain points and inspiring them into action.
Mindset around Objections
That's the beautiful opportunity that we have here with social media. It's a platform where you create conversation, right? It’s an opportunity to connect, to expand your network, to form relationships, and to build trust. So it's not about selling, you know, and posting deals and products, and blah, blah, blah. It's about education and inspiring people and it's about entertaining them, you know? So try to keep your posts light, fun and engaging. Create conversation, ask people what they're currently using, ask them what their struggles are...be more interested than interesting and ask people questions. Create educational posts, speak to the benefits of your product/service, and share social proof of why they should show interest. And I'm not talking just about the surface level benefits. I'm talking about the emotional benefits, how you solve people's biggest struggles...the kind of stuff that they're going to bed at night and they're lying awake thinking about it or crying themselves to sleep kind of problems.
You have to think bigger. And the more you can create that bigger picture content and share your stories more vulnerably, the more your audience will resonate with you and what you do. Be the kind of person who they see as a friend sitting on the couch next to you having this conversation rather than somebody who is on the other side of the table trying to sell them something. Be the person who actually cares about helping them solve their problems. Does that make sense?
Pro Tip: Create Content that Crushes Objections
Okay. So quick pro tips. So the quickest way to create this kind of content is to go through the conversations you've been having, whether you're having them with your team, prospects, or customers. Start to brain dump all of the questions that they're asking, and then plan your content around these questions in your content.
I recommend than breaking these topics into categories and then sub categories so you have multiple pieces of content to use. You can then take this content and create multiple forms of it: videos, stories, posts, blog content. Remember, it's always about giving them value, and it's about being of service. If you’re answering people's questions, being helpful, and connecting with them, they will receive your business posts well because they know that you care about their needs.
I know if you start thinking differently about how you create content, you'll find your business processes a lot smoother and converting a lot quicker into paying customers and active distributors. When you start implementing this, you’ll find more ease with bringing in qualified leads, having better conversations with decision makers, and improving your results. Great content overcomes everything, even the algorithm.
Recommended Resources for building your brand on social media
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Did this help you? Do you have a friend who would get some VALUE from this? Please share the love. The more we raise the bar on how we do business on social, the better of an experience it's going to be for everyone. xo Johanna
