"I don't believe in ____________ (fill in the blank)."
So, what can you do when your prospect tells you s/he doesn't believe in what you sell? I don't believe in advertising. I don't believe in your type of publication.
Well... if you've done a good job fact finding, you'll know what their hot buttons are, and instead of talking about what you do, you'll talk about how you can help them overcome their challenges as it relates to their hot buttons.
Here's another track: Quantify your results.
If you can show how many new customers you can bring to them, calculate their return on investment. Will they reap two, three, ten, twenty times their initial investment with you?
Show prospects how using your publication or website translates into dollars for them, and choosing you becomes the obvious choice.
Welcome to Stress-Free SellingTM,
Jenaé Rubin
Jenae@MagazineAdvertisingSales.com
www.MagazineAdvertisingSales.com
