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Have you ever come up against the dreaded “Yeah, but”?

You know, when you suggest a blog reader, client, or friend do something to make their life more awesome and they say “Yeah, but…”

That’s usually code for “There’s no way I’m gonna do that right now and you can’t make me!” {Insert toddler-like arms crossing over the chest in here}.

And while some people are happy as a Who during Christmas to just stick to their excuses and never change, there are some people who are genuinely interested in changing.

They just feel like they don’t (or they actually don’t) have the time, money, desire, or some other something they need right now to actually make it work.

And that’s a big problem for you.

Because if people are giving you the “Yeah buts”, in the sales world they call that an objection and that means you’re now gonna have a tougher time getting the sale.

So, in order to help you flex your persuasive power (without being slimy), I’m gonna show you how you can use your blog to help your objection-full readers see things a little differently – and be that much more likely to buy from you.

Now it’s not necessarily your job to change people’s minds.

Sometimes you just need to accept that saying “You seriously need to do this” won’t make someone actually want to do it (it might even have the opposite effect).

But for those people who are on the fence – they’re thinking about it, toying with the idea, asking their mom what to do – they might just need a firm nudge to get over their excuses and get it done.

And that’s where you come in – superhuman cape flying in the wind – to save the day and present them with a blog post that gets them inspired, ready, and able to take the leap and go for it.

What I’m talking about is dealing with objections before they even happen by blogging smartly.

Helping your readers see that whatever excuse they come up with can probably be overcome – with your help, of course.

And, if you do this, you’ll make it easier on yourself to get more sales down the line.

But in order to do that, you need to understand what you’re actually dealing with.

What objections really mean

Objections usually come in 4 flavors…

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But regardless what kind of objection someone has it usually boils down to one of two things…

1. They’ll never buy from you because it’s not the right thing for them, you aren’t the right fit for them, they really don’t have the money or time, or they just honestly don’t need it right now.

2. They will buy from you – because they like you and what you’ve got going on – but they need to know that they’re actually going to get tons of value in exchange for their hard earned money, time and energy.

If your readers fall into box #1 it’s time to take your sales conversations elsewhere. They’re not ready to buy from you right now.

But if they fall into box #2 it could just take some tinkering to help them come to the conclusion that you truly are awesome and they really should snag your offering – today.

And that’s where your blog comes in.

Your blog is a fabulous tool for helping people recognize you as a loveable, capable, fabulous expert who has just the kind of help they’re looking for.

And you can make it an even more potent sales tool by taking some of the objections people have and turning them into blog posts.

That way you’re dealing with their excuses before you even get to the sales call.

So let’s take a look at the 4 most common objections that people have and brainstorm how we could turn them into blog posts…

Objection #1: “I don’t have the time”

Let’s be honest – no one has time these days.

Not even your precious pooch who’s overbooked with dog friend birthday parties, grooming dates and long evening walks.

So it’s no surprise that this is one of the most common excuses that people come up with when they say they can’t hire you as their coach.

“I just don’t have the time to work with someone right now.”

“I literally have no free time to myself right now.”

“I wish I could but between work, my kids, volunteering, taking my car in, my book club, wine club, scrapbook club…”

But what if you were to take this and turn it into inspiring blog posts that encourage people to appreciate that they really do have the time – they just need to use it wisely?

Help them see that it doesn’t have to take hours and hours?

Show them that they could start with some smart, small steps to add up to some big change?

For example, some crafty ideas you could use include…

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The idea is to show your readers that you understand that they don’t have all day to get to the gym, eat healthy, spend more wisely, and get super popular on Twitter.

You’re proving to them that you can help them as efficiently as possible – no wasted time, with awesome results.

So brainstorm some blog ideas that save your readers time and they’ll appreciate you as an expert who can get them results in as little time as possible.

Objection #2: “I don’t have enough money”

Have you ever said “I’d love to but I just don’t have the money right now”?

Totally valid excuse, right?

Sometimes money’s tight and you don’t want to go spending it all willy-nilly-like.

But sometimes it’s just a matter of showing your audience that they don’t need a ton of money to get the results they’re looking for.

See some people may not want to sign up to work with you because they think that on top of your rate you’re going to tell them to buy a bunch of other stuff to make their goals happen. Like this fancy protein powder that costs them a full week’s pay. Or that accounting software that’s on sale for only an arm and half a leg.

So maybe they’ll be more likely to buy from you if they get a full picture of the total cost of the transformation – or you at least show them that it won’t be as expensive as they may think.

For example, you might write some posts like…

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The key is to help people understand that they can get results without blowing their savings – and that you can help them do it as cheaply as possible.

So come up with some post ideas that show your readers that you’re on their side – able and willing to help them save money and still get great results.

Objection #3:”I just don’t want it right now”

Your readers may need your help but in order to actually buy from you they have to want your help.

Kinda like how you may need to clean your house, but do you want to?

Or like how you need to go to bed to get a good night’s sleep but Scandal just came on, so do you want to?

In order for your readers to say yes to buying from you, they need to realize that they want what you’re offering.

It’s totally fair if someone decides that what you’re offering isn’t what they want or need right now.

But what if they were given bad advice elsewhere and they think they need to do something that you know they really don’t? Or they think they don’t need to do something that could really help?

You could use your blog as a way to help your potential clients see what will actually get them what they want – and how you can help.

The idea here is to help your readers see that – even though they may think they don’t need your help – it’s actually exactly what they need.

You’re proving to them that you’re smart – you know your industry and you know what your customers actually need to succeed.

For example, you could pen posts like…

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So, while I’m not suggesting you shove your sales pitch down their throat and ignore their pleas to stop calling them ten times a day, I am suggesting that you educate your audience so they have all the information they need to make a decision.

Sometimes people just aren’t informed enough to make the right decision.

And once you give them the information they need, they’ll be able to more easily see the value in what you offer.

Objection #4: “I don’t really know you so I don’t trust you”

Would you give someone you just met $1,999 (or two easy monthly payments of $999.99)?

Didn’t think so.

That’s why you want to use your blog as a way for your readers (AKA potential clients) to get to know you better – because we usually don’t buy from people we don’t know and trust.

And while you don’t need to fly your dirty underwear on a flag on your website homepage (metaphorically speaking, of course) you do want to give people a taste for who you are.

So it’d be smart to throw in a couple “this is who I am, love me or hate me” blog posts from time to time.

P.S. If this makes you nervous keep in mind that you don’t want everyone to love you. Just the kind of people you’d want to work with. And the only way to attract those lovely gems is to relax a little and show us the real you (I get that that sounds cheesy but you know what I mean, right?!)

For example, maybe you jot down some posts like…

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The purpose of these kinds of blog posts is to help your readers get a peek into your life.

Of course, they shouldn’t all be totally self-serving – still focus on your readers and how you can be motivating or helpful to them with your writing.

What objection are you going to tackle first?

What’s the number one objection that your readers have?

Time? Money? Something else?

Get to know your readers and what’s stopping them from succeeding then help them overcome that obstacle in a blog post (or series of blog posts) to prove to them that you’re just the coach they need.

If you don’t know what objections your readers have, just ask.

Call up some friends who read your blog, or send out an email to your email list and get to know them better so you know exactly what to write about that’ll help.

You don’t have to give them a complicated, over the top solution (in fact, the simpler the better). And it doesn’t have to be a post that’s worthy of a literary award. It just has to help.

That’s the number one key – be genuinely helpful.

Because the more helpful you are in your blog posts, the more likely someone is going to say “If her blog posts are this awesome, I bet working with her would be amazing!”

So get to it and write an objection-defying blog post that has ’em going “Holy toledo this is awesome!”

 

Big hugs,

My Blog Signature

 

 

P.S. What objections do your readers have? Let’s brainstorm some ideas for ya in the comments below.