Handle Objections
People are always thinking about reasons why they shouldn’t buy your product. These are their “objections,” and you’ll want to handle these objections in your sales copy in order to boost conversions.
Obviously, your prospects’ specific objections are based on your specific product. However, here are some of the common objections for a wide variety of products:
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- I don’t believe you.
- This product won’t work for me.
- It’s too expensive.
- It’s too cheap – it must be junk.
- I can’t afford it. (This is an objection that can pop up no matter what the price is for the product.)
- It’s too big/too small/wrong color/etc.
Let’s suppose the objection is that the prospect doesn’t believe you. You can provide testimonials and case studies as proof that your claims are true.
Justify the Price
Whether your product is expensive, inexpensive, or anything in between, you need to justify the price.
Let’s suppose your premium product seems expensive. You can justify the price by explaining how other options are more expensive or difficult.
For example, if you’re selling a premium PLR (private label rights) package for $197, you can justify this price by explaining how hiring a ghostwriter to create this same package would cost $2000.
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Reverse Risk
People are afraid to take a risk on a product, especially if they’re not familiar with the brand or vendor. Longer, stronger guarantees both boost conversion rates and reduce refunds. That’s why it’s better to have a 60 or 90-day guarantee versus a guarantee that’s only good for a couple weeks or a month.
Keep Reading: How To Create a Strong CTA
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