847-459-6322

My typical customer grows by 10-20% in their first year of working with me. And since I practice what I preach, I have a lot of buying conversations with prospects each month. Here are the top objections I hear, and my reactions to them. Interestingly, these are the common objections to most new initiatives, not just revenue growth work:

 Consensus: “I need everyone totally on board.”

 This doesn’t happen. People don’t like change, or new things. We like routine. We like safety. And you are proposing introducing a new process, centered on personal communication efforts made to customers and prospects. When seeking consensus, you’re asking if people would like to do new (albeit very fast and easy) work systematically, which they will be measured on. So, you want me to do new work and you’re going to measure my performance? Nah! The timing isn’t right. And don’t forget, we’re hiring those new people soon!

 Timing: “It’s not a good time.”

 Growth work is uncomfortable. We have to talk to people, which, amazingly (for sales people), we don’t like doing. There will always be new hires, or turnover to deal with. You will always be chasing the next big customer, or dealing with the frustrated one. You’ll always have travel coming up, and somebody will always be on vacation. There is never a perfect time to do important new work, and you will always be able to find a reason not to do it.
 
Fear: “I want to get it right. This is a lot of money for us, and I don’t want to make a mistake.”

Interestingly, these folks who fear making a mistake, are the ones who first try doing it on their own, without me! Which is exactly who to make mistakes. This is why I offer a 100% satisfaction guarantee. If you’re dissatisfied, I’ll return your money. I’ve been offering this for nearly a decade, but nobody hasever taken me up on it. So really, what’s your risk? You shouldn’t fear doing the work. The only thing to fear is not trying to help more people more, and growing your revenue aggressively.

 I know new work is uncomfortable. I know it’s scary. I know the timing isn’t perfect. But the question is, is growing your sales worth doing anyway? I think it is. I think you deserve the growth, and your family deserves it. And your staff, who resists it, they deserve it too. Because when business grows,everybody‘s life improves. 

To grow your revenue with simple sales and marketing, call me at 847-459-6322, or just reply to this email. 

If you like this kind of thing, see my latest book, which dives deeply into these things. Forbes called it one of the top business books of the year.