Episode 17:How to Strategically Overcome Objections

Hello, Hello, everyone. Today on the podcast, we're going to be talking about a hot topic, which is objections, how to overcome them, why they're important, and I'll give you some examples about ways that I use having those objections within my marketing. But first and foremost, I want to let you guys know that if you do not know already, the six figure systems mastermind is open for a brief period of time, and it's going to be closing on, on August 11. This, if you're listening to this in real time. So just a heads up, if you're looking to join this round of the mastermind, it's six months. It's going to go from August, February of 2025. And I would love to have you join us in that group. We are going to kick it off with a systems week, which is just going to be a week long live event where you're going to get every single system that you need in order to scale right in that first week. So we're going to have Monday, the 12th is going to be marketing, or it's going to be your offer. Tuesday is going to be about marketing, Wednesday is going to be about sales, Thursday about how to manage leads, and Friday is going to be planning. This is something new that I am trying out in this round. So we'll see, um, um, if this sticks. But it's going to be amazing. And I already have all the materials ready for you. So the important thing is that you know that you have to be in by the 11th because I literally am gonna be teaching on the 12th. So make sure if you are thinking about the mastermind, I'm including a link. Um, um, so you can sign up for a consult or just sign up right from the website. And that will be from twelve to two every single day that week. And then afterwards, the mastermind will go from six week, it'll be for six months starting on August 21, on a, uh, Wednesday. And those calls will typically be from eleven to one. It'll be a two hour time period, all in eastern time. So with all that being said, heads up mid, make sure you knew about the enrollment. And I want to talk to you all about how to overcome objections within your marketing. So one of the things that we want to be considering as you are scaling to six and multiple six figures is that people are going to have objections. And I hope that you have done your six figure formula you figured out exactly or with your goal is different, figuring out the exact number that you need of clients to hit your goals. So you probably already have this in mind. You know, how many clients you want to sign, and I think it would be crazy to assume that you're going to get through all those people that you need to bring in without encountering people having objections. Now, an objection is just, I like to think about objections as they're just questions that people need a clear answer in order to take them to the next level of knowing, liking, and trusting you enough that compels them to take the action of actually signing up to work with you over a set period of time. So objections are things that it could be a question, or it could be something that people have just had on their mind that either they have, or it could also be a subliminal belief from a partner that they've gotten. So some examples of objections are money objections. You might see time objections, and a lot of those objections really get down to their belief in themselves. So you have to kind of overcome all their belief in you, their belief in themselves, and their belief in the program. So what you want to do is people will ask you questions and say things, and you just want to listen. I typically include, uh, this as a part of the end of the sales call where I say, okay, like, we're ready to get started working together. Here are the times, lots I have available. Here's the price. And at that point when we're locking into a time in or locking into the group starting, depending on which offer you're selling one on, m one or group, you're going to encounter people who have that moment of hesitation where they're like, hmm, I've got thoughts. I have feelings about whether or not this program is actually going to work for me. So typically, when you do a consult, you've taken them already. You know where they are, you know where they want to go, and you're just trying to figure out, okay, how this is how I can support you and have explained that, and then it's time to decide whether they actually will start working with you or not. I found that a lot of people think that objections are a problem. They will think that, oh, my goodness, just because I have an objection, if they're like, oh, that's a lot of money, or, I'm not sure if I have time for that, or I don't know if I believe that I'm actually going to get the results. Usually that one's like a teased in one. What happens is we think that we've done something wrong, that we have messed, uh, up the consult, or they're not going to buy just because they have an objection. And I want you to know that is absolutely, absolutely not the case. Just because you're answering a clarifying question does not mean that you are have done something wrong. And it doesn't mean that person doesn't want to buy. In fact, it usually means that they're really, really close. They just need a little bit of support to get them over the hurdle of investing in themselves. Now, investing time, money and energy, these are all key pieces that you want to make sure that they feel so safe when they're working with you, that they know that you are the best fit for them and they still might feel a little bit nervous. Maybe they've never done anything like what you serve, how you provide your service before, but they absolutely will get there. So within your objections. What I like to think about them is frequently asked questions. So I actually have, um, a document, I send out an email with it. I have a, um, Carousel post that sometimes I do about all the frequently asked questions. And those frequently asked questions will typically fall into one of two categories. There's going to be logistical objections and then there's going to be, um, belief questions. Logistical questions answer about the just experience overall. And then there are belief questions, which means they don't have the confidence yet within you and your service to actually believe that they are going to get the results. So within this, what we want to do is we want to tease out and answer both. So we want to make sure that we're clarifying both things a lot of times with the guarantee, with the logistical objections is they have a question that is just like specific in timeline. Right. So you're going to have questions about like if I'm, and what I'm going to do is I'm going to go through, um, I think I have like 18, um, frequently, uh, asked questions and I'm all go through like the difference between logistical and, um, mental questions. So a logistical question, it could be what kind of support do I get outside of the calls? They've never maybe worked with you. They've never gotten the service that you provide before. So you want to make sure you clarify that. Uh, you want to say, hey, like for instance, I'm going to give you examples of my mastermind within six figure systems. When you are not on the coaching calls, you are going to get support in the stream 24/7 you are also going to get support in an individualized progress tracker that you fill out every single week. So it answers that question. What do you, another question is what do you do? If I want one on one support, a lot of people ask me because they're like, oh, I love one on one coaching. I want to make sure I get that support. And one of the things that I say about if you want one on one support is I'm like, there is this form that you fill out. It's at the very beginning of a call. And what I do is if they're concerned that like, oh, I don't know if I'll have time to fill this out, I give them the first ten minutes of the call. So I'm like, I will give you time to fill it out so you don't have to take any time outside of the call. Another question that is more of a logistical question is uh, what is systems business coaching? Like, what makes systems business coaching different than regular business coaching? So for you it might be like what's the difference between a nutritionist and a dietitian, for instance? But for me I would say the difference between systems business coaching and regular business coaching or typical business coaching is I include the mindset piece, but I also include a lot of the tactics. You're going to get templates, you're going to have things to work with that are tangible, that are not in typical business coaching, which focuses on more of the confidence. I give a little bit of both. Um, um, another question says that is a logistical question is how can I join and still get the return on my investment even if I can't attend calls? And for me, one of the things that I tell them is that like I travel all the time. I definitely like, I'm going on, I think, twelve more trips this year. I'm going in a ton of trips. And uh, one of the things that I've found is that sometimes I will miss calls live as well. And I wanted to make sure that they got results no matter if they could attend the calls live. So I'll say you can watch the recordings, fill out the form and in order to get the money back, guarantee you only have to attend 18 of the calls live. So you could know that, have that in your back pocket and make sure you're filling out the forms on the weeks that you're not there. Another question that I get is what if I don't want to do the things that you, that you teach them? I think a lot of times people think that my systems are really rigid and they get a little nervous and think about your objections. Like maybe people think that you have to do things like in an exact perfect way. And so what I tell them is I'm like, yeah, you. I hope that you take my systems and you can adopt them completely. You can adapt them to fit your business's needs, or you can abandon them, and you and me will create a new system that works better for your business within the six months we work together. You see how I'm just answering their logistical questions. Um, um, how do you track progress? I talk a lot about progress tracking. And so what I say is like, I'm, I m used to be a teacher. Fun fact. So I make sure that with the form that you're filling out, I'm making sure that you're growing every single week that there's never a point of regression. That would be, I've never had people regress. So if that happens in some week, may we just discuss about the confidence levels they're having and make sure that they get coached on at the following week. What does it look like behind the scenes when we work together? This is be where I would talk about systems week. This is something new. So if you ever, like, do modules, there are modules, a, uh, ton of modules in my program. So I have the five essential systems. Then I have the additional systems, which is covers everything from financial projections to how you're setting up your annual goals throughout the year. And then I also include additional systems and guest speakers. So some additional systems are like how to use quickbooks, making sure that you know how to, if you want to do Google classroom, where I'm currently housed, I teach you how to do that. I also show my clients, I, um, have additional guest speakers that come in and we'll go through everything from, like, how to make an email list to how to do a profit, uh, and loss statement. All those things are included. So a lot of times, people don't know that, and I want to make sure they have that logistical situation. A lot of times people are asking, how much time will this take? So think about your program. How much time are they expected to take outside of the calls? For some of you, it might be like, just show up to the calls and you're good. Like, when I was doing one on one coaching, that's all I did. But because I have a group now, it's a two hour call every single week. And then every single week I recommend, uh, having systems in place to manage leads. And it's around 5 hours a week. Market an hour and a half a week, and then plan, and you develop those skills over the six months that we're working together. However, if they don't have that amount of time. Like, I have many, um, of my clients are parents and they have children and so they'll be like, and they're maybe working another job. So we adapt and fit the requirements to fit their needs. How many people have gotten results? This is one of my favorite questions because I have never had a single client that has ever worked with me that has not gotten results. Every single person that goes through the six figure systems program improves with their CEO skillset. So every I track them. Um, I have proof. So they have, uh, marketing. They get more confident with marketing. They confidently know how to manage leads, they know how to sell and they have a plan for growth. So that is a big question, is like, how many people. I'm like everyone. Every single person has gotten results. Um, when we're thinking about like, what business coaches actually do, I talk about like, how I provide support. So people might be like, what do you do as a personal trainer? And this is where I say, I will give you support. So let's say you want me to look over, um, a post or you want me to give you feedback on your offer. All of that I include and I do. Outside of the coaching calls within, um, how do I know if I need a business coach? I would say that if you look back on the last six months of your business and you feel like you're struggling to grow, you're not really sure you have any points where you're stuck, you're overwhelmed, you don't know exactly what to do during the day to make your business grow. Hiring a coach is a really good decision. So think about like maybe your people are wondering, when do I know it's time to work with you? You want to make sure you answer that. I also say, how do you know six figure systems isn't for you? Especially when I was doing general life coaching, I'd be like, if you are in intensive amounts of therapy right now, m for a diagnosable illness that you feel like you are having suicidal ideations and things like that, I would like for you to make sure that you are for sure working with a therapist and you have other mental health supporters. Before I would ever touch that as a case and I would be very clear, what I don't do is diagnose, prescribe or give any, any, um, like, I will not be coaching on the suicidal ideations. So I just mentioned that I have and I typically will tell those clients, get out of that phase and make sure that you have the support that you need. And then I, as a life coach personally, then I would be able to take them on as a client. So, for instance, if we're thinking about six figure systems, how do you know it isn't right for you? I would say that, like, I've had people say, like, I'm thinking about starting a business. I don't know what I'm going to start a business in. Do I want to be a travel agent? Do I want to be a home organizer? But it's like, I really like you and I want to work with you. I would say that six figure systems will teach you the basics of business. But I would say that the best people who get results are the people who actually know what they want to do for their business. They have an idea already and they want to just take it to the next level. So that is what they'll say here. Now, when we're thinking about the belief questions, this is where I talk about, do you guarantee results? So it's like they're scared. They're feeling like, I don't know if I'm going to get results. And I say, I guarantee that you will grow as a CEO of your business. I know that you're going to develop the skills to market, manage, lead, sell and plan. I've done that for every single person. If you just show up and fill up the forms and do the work that we provide, I know that you are going to grow as a CEO. Um, so much so that I literally do a money back guarantee that if you attend 18 of the sessions and you fill in all the information and are making attempts to get coached every week along with the form, then I will literally give you your money back. It's like if you just show up and do the work, I will give you your money back. So I do guarantee results, and I just mentioned that so that they feel a little bit safer with me. Now, you don't have to do a money back guarantee. You can just tell people that you guarantee that they're going to grow intangibly, or you might even include tangible growth. Like, I do say that you will most likely work less in your business and you'll make more money. But I also, I don't have, like an income specification. Like you're going to grow this much. So those are things that you want to be thinking about. If. How fast will I get results? So this is a good question. Your clients might have this, too. And I say it's going to depend on your circumstances and your drive. So sometimes people come in and they've got an email list of 3000 people, 30,000 followers, and if they implement the systems, then they might get results faster. I also have other clients that come in that have never had social media ever. And so depending on that, you might get different results. However, what we focus on is your drive. How determined are you, how ready are you to implement these systems, how willing are you to give new things a try, even if it's something you've never done before. And that will guarantee that you get results. If you are driven, if you are ready, if you are ready to be efficient and focused, this program will absolutely work for you. So you can think about that as well as within your business. Why do I include mindset coaching? I, uh, that was a question I got like, yeah, you teach the things that I need to do. Why do you include mindset coaching with it? And I have pretty much given on this podcast everything that I would recommend that somebody does to start a business. And I think you, you know it, but we don't do it. A lot of times we don't follow through. We don't actually take initiative to get the results done. So what we want to do is, the reason why I include mindset coaching is because you're probably, you might be feeling stressed, might even get into some burnout phases, you might feel less than confident at times, and you need thoughts to help you keep organized around that work life balance mentally. So I include mindset coaching for the full six months of the program to make sure that you can implement all, you learn all the systems, but then you have time to implement and customize it as needed. Um, is this the best use of my resources? That tells me there's a belief issue that they're kind of feeling nervous. And I say this is a one stop shop for everything. I teach you how to, to use search engine optimization, I teach you how to make your own website, I teach you how to file for an LLC with my accountant. Like, I wanted to include every single thing I could to really get your business up and running in a scalable way. So I would say that if you're thinking about your resources, it's time, money and energy. This is a one stop shop for all of those things. So then again, it makes people feel like, oh, wow, I understand this now. Um, um, and why should I do a consult now when people are thinking about that you want to be thinking about, like, why it's important for them to actually sign up, do a consult, really just get started. And so what I say is, I'm like, I would say it's worth it just to do a consult now. So you have a six month game plan and you're also going to get the, um. I'm including a canva template if you sign up for a consult, um, um, within the first 48 hours of, um, enrollment being open. So I say it's worth it so you can get the bonus and you'll find out exactly how I can support you. So objections are normal, and what I like to do is I like to include them in my marketing. I speak to them on posts. I want you to have a list of your objections and I want you to overcome them before you get on a consult call so that you have something in your back pocket in case you feel, like, triggered and your body's like, uh, I'm feeling stressed that someone asked me a question about my business and you can answer a lot clearer. And then I also like to include these on webinars. So, for instance, if you guys don't know already, on August 5 at 08:00 p.m. eastern, I am doing a eight hour work week webinar. Definitely make sure you're setting up for that. And within that eight hour workweek webinar. Towards the end, I know that people might be scared to ask questions. They might be feeling a little nervous. So I'm just going to go through and read these if there are no questions in the, uh, chat. And I'm also going to do a, uh, frequently asked questions, um, just day. I'm going to do that within the, I think on Thursday, Thursday at 02:00 p.m. i'm going to do a frequently asked questions and I'm going to go through all of this along with showing people a behind the scenes tour of the little back end of the business so that people can see and be like, oh, I feel like this sounds really good. This is something I want to be interested in and I feel safe enough to buy. So with all that being said, remember that objections are normal. Create a list of objections and answer them yourself. Think about whether they're logistical or whether they're belief questions. And last but not least, use them in your marketing. Make sure that people feel safe to actually get support from you. Because every single one of you that's listening to this, you're an amazing service provider, and I want you to help as many people as possible. So definitely make sure that you are answering those objections ahead of time, that you know what they are. And like I mentioned at the beginning, if you're interested in signing up for six figure systems. The deadline to apply is August 11 at midnight, so make sure you apply, make sure you join. Book a consult if you need one, and I cannot wait to see you there.