How to respond to the 3 most common Client Objections in Sales
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- เผยแพร่เมื่อ 6 มิ.ย. 2024
- Chris Do tackles the 3 most common objections that creatives face during the sales or new business cycle. He explains how to respond to your client when they say you are too expensive, don't have enough experience or aren't an expert.
Watch and see if you are committing some of the cardinal sins.
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01:28 Top 3 Objections- You are too expensive. You don't have enough experience. You aren't an expert at_________.
02:25 Students respond
20:48 People strive to be consistent
21:40 Embrace + Pivot
22:20 Chris breaks down a scene from "Thank you for smoking".
26:30 Change the conversation
27:55 Win without pitching manifesto: "Kill the opportunity first." #Blair Enns
29:48 Retreat and follow. Stop selling
40:00 Chris Do's recommend book list
Understand what it means to retreat and follow- a concept from the win without pitching manifesto.
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"call me when you graduate" I love this interaction
Chris, this channel is incredible. as a young 15 year old designer I feel like this chanel helps get way ahead of the curve. thank you for doing this for free, I really value the content you create
If you're watching this channel as a 15 year old you are going to be dangerous in a few years if you apply what we are teaching. Glad to have you as viewer.
+The Skool Network real talk
Exactly what I was going to say. At 15 I was doodling on my folders.
Chris, the channel is incredible indeed. As a younger 9 year old designer this channel brings me incredible value. Mucho lov
as an even younger 2 year old designer this channel provides me with substantial amount of value
As a 4 year old designer this is really really helpful. Thanks chris
😂😂😂
@@peterbotond7759 i dont think he is 4 years old, dude 😂😂😂
😂
Man, you started designing pretty young.
@@jerelvelarde2829 i don't think you should be calling him a 'man' yet 😂
This is absolute gold! Particularly loved the section about Embrace and Pivot - will be testing this technique out ;)
Dansky it's very effective.
How did it go?
@rachit bhatia Even if it is, would you manipulate your client to stop walking, when you know he's going to fall off clif, or let him walk off the client anf fall?
Is it good to manipulate people that have a smoking problem, porn problem etc... to not do these things anymore? They know its bad, and they don't want to do it, yet they do it.
So yeah.
Manipulation is good, within context.
@mr. penguin predator or prey 😁
Summary: 1) "You are too expensive". You respond: "I'm not sure you can afford us" Now you take control and make them to convince you. You have nothing to lose because they already think you are too expensive. 2) "You don't have enough experience". You respond: " No experience=fresh ideas".
My 2cents: If they tell you that you are too expensive I would ask them if they are seeking value or low price. They will always say value but bring an objection of cost so I would tell them that the ROI of not risking with a lower cost option is bigger and potentially saving them money.
The key here that you are missing is that You say "I'm not sure you can afford us" before they have a chance to say "You're too expensive" that way it brings the concern right out into the open and then can dive into the underlying issues.
Once I got client from instagram,
He wanted a logo.
We had a meeting, he asked about my experience. I said 1 year.
He was like, you don't have much. Then I said him,
Are you going to use the logo for your company or my experience ?
And the logo which I've made are good that's the reason we are conducting this meeting.
I got the client 😎
After digesting multiple videos from The futur, I seriously have such a massive man crush on Chris Do!!!! More importantly his mind, and effective delivery!!! Gosh! utterly Impeccable!
Zion Ogunsola #bromance. Love me for my mind. :)
hahaha! already do man! great stuff!
Oh my goodness, I love this. Well said.
thank you. we have more. have you looked around?
Cchçz
.,,’zlxksua
A huge value in just 40 minutes by Chris Do. In the fast-paced world we live in, young people, and even not-so-young individuals, are attracted to a lot of short videos out there. I feel lucky that I can watch all of Chris's talks, and I have learned a lot from them. Thank you for your lessons, Chris. I love you so much
You’re very welcome ☺️
Thanks Chris, This is probably one of the most useful videos of yours I've come across. Several of these tactics I've used but there was definitely more for me to learn and apply so I really appreciate it. I think a lot of us can be so desperate to get the $$ and work, that it comes across in our pitch and we'll almost do or say anything to land the job. That works against us in the long runs because we land clients who aren't a good match or want to micromanage and push every pixel themselves. I think not only will these techniques aid in securing the job, but they also help to have the client build confidence in you right out the gate, so they trust your decision making and give you more freedom (aka don't micromanage). So I think this is a great way to set up a client-firm/designer relationship as well as land the job.
As a creative I feel these skills are required learning so we'll be equipped with a gun on a gun fight, not a swiss blade. Much thanks to Chris and team for this - been searching so long for this type of content!
Just spent 3 hours watching your videos, Chris. Very addictive to listen to! Really interesting perspectives and learning a lot as a young designer. I like how you just get to the point, tackle the hard questions and bring to the fore situations that we are going to face (and how to ACTUALLY approach it). Will take some practice, but worth a go! Cheers
Steven Phillips thanks Steven. I've learned that it's the only way to go.
Thank you for sharing! There were quite a few moments during engagement I felt as if I were sitting right there in the auditorium participating with the group and taking notes. Looking forward to the rest of your videos. Very insightful information!
I like how the shorts send you back to this golden content that doesn't have the views it deserves, and it deserves millions.
Embrace and pivot... Gold, pure gold. Thanks. I'm going to start practicing.
Guys, keep on providing exceptional value! I love that you guys talk straight from personal experience! Real Challenges and real struggles!
+aditya golechha We got to keep it real right?
I am growing with every video that I see of yours
Glad to hear.
I have been using youtube for such a long time. I just dont know why I didn't find this channel till now. Great content and super helpful towards new designers. Thanks a lot for these videos
mursalat thank you. We've been flying under the radar.
absolutely amazing! I am in music business, not knowing much about graphic design, but want to know more how to do branding. But I am hooked to your contents! I certainly can see that this principle can make me get way ahead of the curve regardless of the area of businesses.. Thank you so much! Much love from Indonesia
I’d offer another path for “You don’t have enough experience”, and one that’s in line with finding the hole in their logic. And I think Chris would support this since it uses questions to get them to find that hole themselves:
“You're right, we have less experience than [XYZ Company]. So, is experience your key criteria for making the decision on who will solve this problem for you? So would you say you value the quantity of work in a portfolio/resume more than the quality of it?" Once they admit quality is more important, experience becomes irrelevant.
This is textbook sales, I like it.
Yea but in that case, we’re taking for granted the fact that you have “said amazing portfolio” which a lot of people done.
@@mahmoud4757 true. but if you don't have experience or the ability to demonstrate quality work (even if amateur), you prob have work to do before trying to sell yourself at all.
I use this not as a designer, but as a music producer, and it's helped me move my goal post so much higher!
ON POINT!!!!! Chris you are the man!!!!
Thank You Chris, great presentation! The Embrace + pivot approach is spot on. I will definitely implement it moving forward when I'm dealing with clients. Interestingly enough, this approach will work in so many other aspects of life! Good stuff
Let me know how it goes.
Hi, if someone has an idea about how to deal with this objection it would be greatly appreciated :
As a web designer there is one objection Im really struggling with :
We dont need to change. Its okay the way it is. Our website isnt the main source of leads anyway.
We are talking here about websites that look like they where made in 1993.
My answer :
I totally understand that, but we have had a lot of clients with the same concern and we have still been able to improve their internet pressence enormously. Positioning and design have a big influence on the conversion of clients.
Dang, this is Gold!
Fantastic. Here's what this helped me come up with:
‘You don’t know enough about ____.’
You’re right. But I’m an experienced, professional researcher. I will do that research quickly, learn the tools I need, and complete your project. I’m a professional at skill-acquisition.
skills I've acquired over a very long career, skills that make me a nightmare for people like you
@@Collin1215 i think time is not a factor. is saw many people with 15 + years of "experience". some looked like a beginner because they did only work as usual, hide behind good people, had no work ethic and broke under stress. time is only valuable if you had use it to get better every day.
As a Fetus Designer still in the Womb, I find this Very Helpful! thanks Chris!
Wow man, this is priceless. With every video I watch my confidence is growing more and more. THANK YOU!!!
Awesome!!
Chris, you rock! I love the way you know your stuff and know how to share it. Brilliant
thanks Marina!
This video needs more exposure:) Found it in the commentsection on one of the posts on the Futur page, this is a gem!
Watching you from Nicaragua since 2016 and still going back to see the old as well as the new content. Thank you for teaching us such valuable lessons. 🙏 You are my inspiration mae! ;).
(Btw, "mae" in Nicaragua and El Salvador means "dude" or "bro) 😁
Been going back in the archives. This one came up and can't believe I haven't discovered this yet. Definitely need to digest this one.
there's gold in there.
Utter gold. Thank you @thefutur!
utterly superb presentation
Thank you
B
Been absolutely devouring your content every day since I discovered your channel about a week ago.
So grateful to have come across this channel. Thanks Chris, hope to meet you one day.
See you in the real world.
@@thefutur Bet.
Such great content here. Thank you!
Absolutely brilliant video! Definitely going to try out the Embrace and Pivot technique :)
you'll be amazed by the results.
You guys are ahead of the curve! Great topic
Thanks bud.
Thanks Chris, this is priceless.. someday when I can afford it, will come to your training session, or will get a consultancy from you, just to give back to what you are sharing with the people at no cost now :)
I and many others have said the same. The man (AND HIS TEAM!) is truly a gem.
Just Can't Thank you guys enough for what you guys do. Thank you so much! God bless
Thank you
Dang, That was precious.
Never thought I could get this info for free.
Fantastic episode, great comments from the students!
+Gary Hartmann They were hilarious. And then there was Nick who is really sharp!
Fantastic talk! Thank you so much for sharing your knowledge and experience with us.
p.s. I'm sure all of us watching think you have a nice smile :)
+Michelle Ng Ha. Thanks Michelle. I'll try to smile more often.
This talk is bloody excellent. I just wanted to mention, the slide design is amazing. So simple, so clean. Could you speak on how you design presentations, both for public speaking and pitch decks?
yes. in good time. i will do that.
WOW, this is still valid information. Thanks Chris.
Thank you so much , this presentation was awsome , so helpful and full of rich information that I'm gonna start using from today. Thank you again, you are the best .
That you so much Chris for this great video. I really love all the videos you produce. I really keeps me inspired.
you're welcome
I needed this, thank you Chris !
You’re very welcome.
This is great information for all media pros working as consultants, independent contractors or freelancers.
Thank you.
Oh man the experience one got me the best! If you haven't gotten a job yet---YOU need to learn this objections before pursuing any sort of job in whatever field you are doing
Thanks for sharing this information.
Your videos have been helping me learn more about all facets of life, so thank you sooo much. :)
You’re very welcome
love this! so funny but informative at the same time😆
Brilliant stuff guys. I am a marketer with an interest in design starting out with building a UX and Branding agency, and your content is gold to me!!
Ankit Kejriwal glad to hear.
Amazing talk, Chris! Thank you!
You’re very welcome
Thanks, Chris!
Great talk Chris! I think this whole talk was essentially about understanding people, motives and lateral thinking skills. Though I don't fully agree with the method from Thank you for Smoking because It's a smoke screen (heh). When someone would pull that tactic against me I'd have no problem pulling them back to the essence of the subject, they can tread that semantic minefield by themselves.
Lots of food for thought! Thank you for this top tier content Chris.
+Blueberrybla right. TYFS, was a dramatization of how lobbyist embrace & pivot. But it does illustrate a point about how digging in only hurts your cause. Thank you for watching and commenting and surfacing that point.
excellent talk, thanks for sharing
Hey, Chris Do! As a Designer Fetus. I am still in the womb but I feel, with the techniques I learned here, once I get out into the world I'ma kill it. Thanks!
You're very welcome. now go crush it.
loved this video. so informative. learned a lot today. Thanks, Chris. Just wanna point out a typo. 18:44 spelling of "because". It hurts
thanks for the this and the book recommendations!!! :)
I've had a 7 months (it's for real) negotiation with the biggest company of its sector (in Brazil). After 7 months of presentations and maybe about 30 meetings we are not getting feedback of them anymore and I can see some work they are doing with a way bigger agency right now. The work is really deficient (sorry for being honest) and I know we would be making it way better. They would be our biggest client and I assure we would "take care" better than a big agency does, this is a great advantage of having a small agency with a big company, they would not be "the other one".
Think like I have said for this client (ex-prospect-client) some things you just go through but wish I could have had this presentation before my first meeting with them.
Thanks for sharing and congrats for your work.
better luck next time. sometimes, no matter how good you are, the outcome isn't what you want. chin up.
God, this is a great piece of information. I love you guys.
amazing! thanks so much for sharing this!
Love this video! So fun to see others reflect over these objections and it's so fun when you ask questions and someone says the exact same thing that pops up in my mind, and then get some "confirmation" or whatever that it's a good way to think. The only thing I'm having problems with is to hear the audience sometimes, it would be great if you could add more subtitles!
impromptu shooting session. when we don't shoot these, people complain. then when we shoot them, they complain about audio. i know it's not ideal. we can add subtitles but we are a team of 3 full time staff.
Brilliant and insightful content. Watching your videos is an interesting way to spend New Year's Eve but you guys have really inspired me and I'm very hopeful and excited for 2017. Ordering some of those recommended books for some more insight. Keep up the great content; can't wait to see what you do in 2017.
Jude Surin thanks. Use our affiliate code. Please.
Excellent content, as always super insightful. It got me thinking about the client's reasons behind asking those 3 questions and of course, the how to answer parts were great. I will be using this approach from now on. Thanks for sharing!
if you want a deeper dive, consider the selling strategy kit that we offer. but for now, you should be able to level up your sales game.
Absolutely, I just need to get more clients first :)
There are so many tactics I've applied in my career naturally and it's a great to have it all in a single package.
that's what we are here for.
Thanks for what you are doing guys.
So Cool to hear this talk. I learned a lot!
welcome to the party.
I wish I was the only one watching your videos! damn you are a gold mine... the topics you raise are very common.. but the solutions you give are gold
Sharing is caring.
Thank you Chris!!
You’re very welcome.
That was value packed. Awesome presentation Chris. Thanks for the book list, I plan on reading as many as I can get through in 2016.
Do it and let me know when you're done reading Stephen.
Will Do...No pun intended...lol
+Stephen Lee ;)
Greatness... you all are awesome
Hey Chris I must say you are doing an excellent, keep the great works going.
I’m 3 years in website design & development, tho I haven’t really been closing clients for quite a long due to blending with school but I have nonetheless been developing my skills on my own whiles studying.
For a while a now I have been trying to close a client and I’m stucked with a client (still centered on “My price is too high”) from the first day of contact till the followups (now), the client keeps saying he will forward and inform his superiors about our conversation that he or his superiors will contact me further closing of the project.
Please advice, what can I do?
Just wow! Thank you!
Thank you.
Woah, thanks for sharing I learned a lot from you.
My pleasure!
Another great video, Thank you!
+Tommy Kuo Thank you Tommy. Glad you liked it. Do you feel that you can use some of this information the next time someone throws an objection at you?
+The Skool Network For sure, I can use a lot of the suggestions given by Chris and the students!
“You’re too expensive”
“Compared to what?”
it's 2017 and i still jump back to this video. Really helping in clien negotiations. Thinking to purchase one of thefutur kits but i have question. Is the kits content will be updated for free if i already purchase it?
yes. for sure.
damn! I was so curious to hear the ending..
Great talk, a lot of useful things. What is that story he told off tape though??? I like stories!
Thanks for sharing
God damnnnnnn, Chris you are so good! I am enjoying these talks so much!
thanks!
Fantastic information! Watched 3 times!
Splashboard Design Co. come to the workshop sometime.
I will be sure to do that.
tysm for uploading this
You’re very welcome
I’m not an art pro But I am an IT professional. When my manager asked me about compensation and when I quoted a high figure I had to justify that with a “work ethic “ defense I literally told him that there is a reason why a Ferrari costs a certain amount versus a Honda. When matters of performance are concerned, you want a Ferrari. It worked. I had to get creative about the compensation and include higher PTO accrual’s but we got there. Of course, it helps that I actually do execute faster at work and I am able to close projects quickly without wasting time. Something that many others in the team can’t do. Because they don’t know how to control work volume coming to them and they don’t know how to manage time well.
Very cool. I’m so good at some of these and so terrible at others.
Hey guys, there is a spelling mistake @18.41, no criticism - just observation
Real story. Case and point. I was hired by this project manager to design some t-shirts and some company flyers for a conference. And with me, she spent more than the budget allotted to her. The design campaign was a success. But later I found that she got fired for over spending.
intcomaz not your fault my dude. You did great.
Oh man, I really wanted to hear the story at the end
I'm gonna test it tomorrow :D
Thank you so much.
you're welcome.
gahhh that was awesome! thank you:)
that was really good will use it
Let us know how it goes.
this is a treasure :D
37:21 summarized, and mainly you confirm what they believe, pivot and redirect
i wish i found this channel sooner
🙏🙏🙏Thank You!
Love it thank you! Chris use a spellchecker lol... becuase is spelt because... likley is spelt likely. ;)
They have MBAs PHDs and other acronyms you don't know about 😂 Love it.