This post includes a great “close” for the “I can’t afford it” objection. But, first… one of the most frustrating stories I ever tell:
I remember the first time I shelled out money for a $9000 6 month mastermind group. Back then, it may as well have been NINETY THOUSAND dollars, and I had zero idea how I’d afford it.
(I used tax return money to afford it — along with something else, which I detail below — as a P.S.)
But, before I got more deliberate and choosey about who I invite to work with me, I was constantly frustrated by this “I’d love to, but I can’t afford it” objection. Uggg. Here’s what made it worse: These were people who KNEW they needed what I could give them and KNEW that I was the best person to help them in their business. But, they would say this, “We WILL work together… as soon as I can afford it, I’m coming back to you.”
Really?
Because… your business not making enough money is the EXACT problem I solve. I would say,
“Awesome. But, if you can measurably and impressively increase your income without my help, by all means — you don’t need to work with me at all. At that point, you would have figured it out on your own and coming back to me then would be plain stupid. The logic is similar to telling Weight Watchers that AS SOON AS you lose that extra weight, you’ll start working with them. You’re too smart for that logic.”
Yeah — not the smartest close tactic. =) Not one I’m proud of…. Not one that I recommend if you actually WANT that person’s business. =)
The good news is that there IS a way to address this “I can’t afford it” objection tactfully and — more importantly — successfully, regardless of what you sell. I’m not big on ACTUAL verbatim sales scripts, but here’s one to consider, tweak and make your own:
I’d love to… but I just don’t have the money right now.
That’s exactly why you should invest in this now.
What?
Yeah. If you know you need it, and will look forward to buying it “one day.” Today’s the cheapest day… Prices don’t go down over time… they go up. Plus, you want to start seeing _______insert benefits_______ sooner rather than later, right?
I guess.
Now, you’re using good solid logic that is tough for your prospect to ignore. There’s more about this topic in today’s Early to Rise blog post — which is something I do try to read a couple times a week at least. They call this technique the “instant-reverse close.”
P.S. Now, for how I afforded what I PERSONALLY couldn’t afford so many years ago…. Yes, I got some of that money from a tax return. The rest was generated by a clumsy (it was my first time.) sales campaign for my very first information product. I had no blueprint, no mentor helping me, nothing to go on but GUT and INTUITION. And it sold and sold and sold — ENOUGH for me to afford that mastermind.
It was the best money I’ve ever spent, by the way. By far. The high fee my coach charged made me a better, more courageous, more profitable business owner — before we ever even spoke. There’s a lesson in that too, but perhaps for another day.
Do you have a story like this? Or suggestions on this close technique? Please share below. =)
