Upload & Sell: Off
| p.2 #8 · "Are you local?"- how do you respond to this @ bridal shows? |
Makes sense... I suppose next time I'll try a balance of this + Deep Blue's observation that if someone's mind is set that only 1 of their neighbors can help them, well, just let 'em go.
Well, the reason I say not to throw ready made answers at them (about how you're not that far away/how you don't charge for travel/etc) is twofold:
You don't know if you're actually addressing their real concern (which is why I wrote you need to ask why they're asking the question to find out what their real concern actually is) AND when you have a ready made answer fired right back, it sends the signals that A. other people have this same objection about you - and that's not a good message to send, plus B. you don't care about them, you care about saving the sale.
It's true that you can't convince people of something against their will. The idea is to give them reasons to convince themselves. Sometimes you'll find they talk themselves out of their own objection when you ask them why they ask. Other times when you hear their actual reasoning you can point out something they're not aware of and haven't considered that has them changing their mind.
For example, with travel, sometimes people want to book someone local because they don't want to do a lot of running around and they imagine they'll have to travel to your location to select images and/or pick up albums or whatever and they view it as a hassle. In a case like that, you might point out how much of the process is online, and that you ship albums, or come to them, factors which don't require them to step outside their home. Maybe it turns out the local guy has people come to him, and so, dealing locally actually would require them to do more traveling than with you.
A response like that shows you listened and involved yourself with their actual concerns rather than throwing set answers at them hoping one will do the trick. And that may be all you need to say. Again, the key is to deal with their actual thinking.