BRX Pro Tip: 5 Reasons Someone Doesn’t Do Business With You
Stone Payton: Welcome back to Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, when someone chooses not to do business with you, over the years have you seen some patterns? Like some of the same reasons pop up for why they choose not to do business with you?
Lee Kantor: I think that there are some patterns in general, but I think that every business has their own kind of reason that people do or don’t do business with them. And I think the way for a person to figure that out is just to start keeping track of what are the reasons.
When you ask people why they didn’t buy, just start writing down why they didn’t buy and then over time have a rebuttal for each one of those reasons. If you’ve been in business for any length of time, you’re going to get the same reasons for people not hiring you, you know?
So, you start a list of those reasons and come up with an elegant rebuttal for each one of them. And then if you want to take it to the next level, then add that list to your website in the Frequently Asked Questions area. And as you get more and more reasons for people not buying, keep adding them to your website. Don’t duck these objections.
You have to get ahead of it, and people are checking out your website and checking you out online before they’re going to hire you. So, get rebuttals to all of that low hanging fruit in terms of why people aren’t buying. So, if you can rebut those objections proactively, you’re going to be a lot closer to getting a sale. Just start paying attention.
When people aren’t buying, write down what they’re saying, the reason, and then come up with an elegant rebuttal. And then not only use that when you’re talking to people face to face, but proactively put the question and the rebuttal onto your website. Because when people are objecting to whatever it is you’re selling, whether they’re talking to you or not, they’re going to have these questions. And if you can answer them proactively, you’re going to have a better chance of selling them something.
