Have you ever experienced putting so much effort into creating your quotes for a building project where you spend so many hours in putting it together, you perfected what you have to say, you prepared yourself physically and mentally… but still they’ll say, “Can we have a cheaper price?”
You can just imagine the frustration!
However, the biggest mistake that builders and contractors do is treating objection as a huge problem instead of an opportunity. Objections can be scary if you just look at the negative side it brings… to the experienced builders, objections can be a huge benefit.
How?
Here are some of the things that you can benefit from objections:
An Objection is not a “No”… Yet!
The prospect just had an objection, they didn’t say “no”. At least not yet.
Objection means that they are interested in what you are offering, they are just having a bit of a problem with it. So you shouldn’t lose heart immediately when you receive an objection. Instead, think of it as a chance to show how professional you are and why is it better to choose you over the competition.
The way you can resolve this is to address their problem and offer a solution that is beneficial for both sides… and remember to not make impossible promises that you’ll have a hard time delivering.
You Learn More
To a business owner, every day is a new opportunity to learn. More so when it comes to receiving objections from your prospects.
Objections let you know what part of your marketing and sales you are lacking on. It lets you know what you are doing and saying wrong which is the reason why you don’t get leads or prospects into your funnels. It gives you the opportunity to hone your skills and to find the answer to the questions that were previously asked of you.
For a professional builder, you wouldn’t want to be caught off guard again when the same objection is being presented to you. Unless if you’re a new builder, you’ve probably been asked of the same things many times before. Well, even if you’re a new builder, you should be able to do some research on what the common objections people have when it comes to building or renovations.
Being curious pays when it comes to finding answers to common objections. Take note of these common objections, write your response to them, and when you find a new objection, write that down too and search for an answer. Knowing the answer to their objections might not guarantee you a sale, but it does increases your chance and improves your professionalism.
Segregates Prospects
Objections help you segregate possible clients from time wasters.
When a prospect has a small objection, that could mean that he’s not ready to commit right now but he might be after a few days. So it’s important that you give him some time and space, but not to the point that he’ll forget about you.
However, there are those prospects that the moment you hear their objection, you know that it’s a total “no”. So instead of wasting time trying to win them over, you just have to let go and move on to another prospect who has more possibility of working with you. Making this decision needs to be done efficiently so that you don’t have to waste too much time and spend that time instead on better prospects.
The problem with objections depends entirely on the person facing them. But since you, as a businessman wants to be successful, treat these objections as your stepping stones to getting your business to where you want it to be. Don’t let objections hold you back as it’s not necessarily a rejection but a chance for you to prove that you are the best builder or contractor to work with.
