Common Objections - When Approaching Businesses to Sell Advertising

If you get the objection “it costs to much”, then you have gone to the meeting unprepared.

Make sure you have ‘advertising rate’ comparisons with you! You will find this explained in other posts, but in a nutshell, make sure you know what newspapers, magazines, billboards and other advertising medians are charging in your area.

The business owner will quickly see that advertising in your business card display dispensers is a great option!

Dean

If someone says “it costs too much” my reaction is, “compared to what?” “A business card ad in the local paper costs $300 for a one month contract, and it only appears once a week! Billboard ads are $1000-$5000 for 3-6 months, so are mainly for big advertisers. I’m offering a targeted demographic of people who are likely to need or want your service for only a dollar a day, and best of all, your card with all your contact information is literally handed to those are directly interested in you. So if it’s a better price you want, then I would suggest you advertising in two more of my displays, also located in prime spots, then your investment per location would only be 75 cents per day. You probably lose more than that to your car seat every day.”

Dave D

Hi Everyone!

Here is an idea that you might like to test with your business card displays.

The best way to get leverage in your life is to have EVERYONE on your sales team that you are currently dealing with. If you are having any troubles getting your displays filled, this might be a method that could work for you.

We have been getting feedback that the easiest part of the process is placing the display. Now, why not give the shop owner where you have placed it an incentive to fill the machine for you? With a decent offer to them, there is no reason why this shouldn’t work…depends on your skills in setting up the deal of course.

If you say to a business owner (keep in mind that most business owners are struggling)….

You: How would you like to make some additional passive income without outlaying one single cent? (everyone does)

Them: How do I do that?

You: What I would like to do is place this business card display board here in your store… (explain the concept to them). Now the benefit to you is that every person you recommend to go into this advertising display that goes ahead, I will pay you $…. per person per week ongoing, as long as they remain in the display. So if you speak to all your customers on the benefits of the display, you can make up to $… per week for just talking to your customers and pointing them towards the display!

Does making an extra $…. per week with no outlay Mr business owner (except wall space) have any appeal to you?

Etc etc.

The outcome you are looking for is to have them doing the sales talk for you! This gives you leverage and the opportunity to go set up further business card displays.

Imagine if you had 10 shop owners promoting your advertising boards for you at once to all their customers!!!

Under this scenario, you are now creating an opportunity for them to make money for minimal work. Creating opportunities for others to make money is something that will always be in demand!

You need to be prepared to give alittle away to get anything back. This really should work with almost any business owner. This is how entrepreneurs think, leverage….leverage…leverage.

I could have also placed this post under joint ventures, but I chose ‘objections’ because if a location says “no” to your offer, this could be a nice follow up offer to make … right there on the spot.

Give it a go!

Dean

TURN THE SALES PROCESS AROUND!

When I first started in sales, I used to sit at home and speak to people about buying this little manual and video package that taught them how to make money from home. The way I managed to get alot of sales was by putting myself in the buyers shoes.

I thought to myself, if someone called me about this product, what are all the questions I would ask about it? From there, I managed to develop some great answers.

So, here’s my suggestion that i’m eluding to here…

Write down every question you would ask if someone approached you about advertising in their business card dispensers. And get tough…write down even the most skeptical of questions you would ask…even to the point of pricing and negotiating.

After you have written these questions down, then come up with answers that will sweep them off their feet, so they just can’t say no!

This works, because then you won’t hesitate when faced with the question on the battlefield. Every small hesitation loses you valuable percentage points towards getting the deal.

Let us know what questions and answers you come up with…this will help everyone!

Dean

I can see why you get deals dmiles!!

After reading your post, I can see you get the business done… and from where I sit, it’s all in your mindset before you even walk through their front door. Great post!

Here is another way to get around objections…. (I use this one because i’m aware of what sales objection is coming waaaaaay before it comes…shhhhh)

Tell them about a possible objection before they object. Then handle the objection so it cannot be brought up again.

Make the objection rather weak and the handling rather strong.

Tell them stories of other people who objected and then looked foolish.

2 Examples:
I had one person who initially didn’t like the investment to advertise in my dispenser, but they had not realized that they could have their business cards handed out 24/7 for 12 months, for the same price it costs to run one newpaper ad that gets thrown out one day later…so they quickly signed up to advertise in not just one of my displays, but four! (This makes them feel like they should atleast go for one after you blow it out to four :))

You might find this expensive, but if we can find the right deal….

How it works:
If you answer the objection before they bring it out, then they are unable to voice the objection without appearing to not have heard you!

Then you just need to ask the obvious… “Ok, is there anything else that we need to sort out here, or should I take your business cards right now and get your phone ringing as of tomorrow?”

Last resort question if they say “no”. “Ok Mr business owner, I know you like to make money…otherwise we wouldn’t be standing here at your business, so how about I place one of these business card displays here, and i’ll give you free advertising in one of my other displays… do you like the sound of free leads?”.

You’ll get ‘em with one or the other!

Any other ‘clever’ way to get deals we should know about? If you’re in sales, please let us in on one or two of you closes…we would all appreciate it!

Dean