Post Content
How to turn purchase objections in your favor with Email Marketing
I don't need what you offer me
It's not the time
I don't trust you
It's very cheap
I have no money
It is very expensive
The decision is not up to me
How to turn purchase objections in your favor with Email Marketing
You have surely encountered a “yes, but” many times when you have offered a product or service . And if this happened with the classic commercial of a lifetime, it also happens canadian cto cio email list with Email Marketing campaigns . Email Marketing tools are interesting for mass mailings, but you have to have the know-how.
Keep in mind that purchase objections do not necessarily have to reproduce the potential client's thoughts . Therefore, it is worth going a step further to provide useful counterarguments (which there are, there are). In the end, it is often not so much about being more insistent, but about being clear about what you are offering. This implies that each objection must be dealt with from a perspective.
It is worth taking a look at the following paradigmatic cases and their possible response when you carry out Email Marketing actions.
I don't need what you offer me
This classic objection conveys, in practice, that what is being offered is not valued . This can be due to two reasons: you have not addressed the ideal client who might be interested or you have not been able to correctly present the benefits of what you offer. In the first case there is not much more to say, but in the second you should clearly explain what the acquisition will solve for them. If you have another opportunity, take advantage of it to correct the error.
Content generation: examples of how to embody it in Email Marketing
It's not the time
The objection that it is not the right time implies, in principle, that the client is convinced of the advantages of what you offer. Here the priority is to close the sale and, to do so, you have to use the different scarcity resources , such as quantity (there are only "X" units left) , limited places or limited time (only until "X" day) . In this case, Email Marketing actions can be effective in giving that push.
I don't trust you
The problem here is that you have not earned the customer's trust , either due to time or weak arguments or professional career . This objection is usually only solved with time; sending periodic newsletters providing information or positive reviews from consumers or users can help minimize this problem over time. And it is worth noting that, in these cases, the priority is to lower this rate.
It's very cheap
This objection is directly related to distrust , but this is a pricing problem , or price strategy . In the end, consider that a price that is too low can also cause problems. Would you trust something that is inexplicably overpriced? Well, the same thing happens with the customer. Therefore, the best advice we can give you is not to go overboard with discounts or offers.
I have no money
This objection may be due to the fact that the customer does not have enough money or that he or she has enough money, but not for that . If the second case occurs, you should focus more on the advantages of purchasing the product or item and on the guarantees . In short, it is about the customer really seeing that it will be worth it.
It is very expensive
Here we put back on the table the value that is given to what you offer . In this case you have to clearly explain what you are going to solve with your product or service , so that what you offer compensates them and, if you are addressing a merchant or businessman (B2B) , you will have to emphasize that this is, fundamentally, an investment .
3 tips to optimize your landing pages
The decision is not up to me
Here we may have made a mistake, but this probability is reduced in Email Marketing campaigns . Remember that, in these cases, it is the client who has previously given their email address. In this case, you must insist with another email and make very clear the benefit they will obtain.
Objections to purchase also exist when we address a customer by email. Using an Email Marketing solution , if you know how to segment the sendings and responses, can make your task easier. Today it is possible to give a personalized response to each objection!
