Will it work for me?

Have you ever had a client say to you: “Our business is different. Can your system work for us?”

If you're getting that objection, you haven't done your sales process well enough to be able to address obvious objections during the sales process. Of course, this is assuming you’ve qualified the customer in the first place and you know it will work for them.

If you know that they are the people that you can help, then you need to eliminate this objection by making it clear to them that, yes, you can help their business, that you do understand their needs and challenges and that you can work with them.

How do you convince them of this?

It could be a case of showing them testimonials of people in the same industry that you've helped with the same problem that they have.

Case studies work really well here. If you can show them a case study of a customer very similar to them then it's much easier for them to understand the benefits and understand that you can help them.

This should come within your sales process not after. (They may not ask the question that will allow you to explain after.)

In your sales process, make it clear that you can help them and that you understand their needs and challenges. It’s a crucial part of the sales process but it’s often the part that gets missed, or dismissed as unimportant.

I deal with this in my 5G Copywriting System course, where one of the steps in your copywriting should always involve bringing attention to the fact that you understand the problems they're going through by stating what those problems are and being empathetic.

If you can't make your customer understand that you understand, they're not going to trust you enough to buy from you even if you have the right product.

If they don't feel that you understand them, it's going to be difficult for you to earn their trust. So this is a crucial stage in the selling and copyrighting process. Empathise and then testimonials and case studies that illustrate that you’ve helped similar clients like them.

Flip your script by including these crucial elements.