What if your prospect has doubts about buying from you because you’re a small company? How can you respond in a way that turns this objection around to your advantage?
Well, there are two ways to do this. The first approach mainly applies if you’re also a new company.
Ok. Here’s what you say:
“Sure, we’re a new company. And this just means that we’ll work harder to prove ourselves by the results we help you achieve. Now, I suppose you could go with someone else and pay two and three times as much money, but you won’t get two and three times as much benefits and quality.”
“On top of that, the big companies have tremendous overhead costs, and their customers are the unfortunate ones who ultimately end up paying for it. And, they could very well assign some inexperienced, entry-level person in the company to handle your account. But with us, you’re working directly with the senior management. And with the fees we’ve set up, you’re really getting the most value out there.”
Now, if you’re no longer a new company, you can still win the prospect’s confidence by saying this:
“Yes, we’re an up-and-coming company right now, but pretty soon we’ll be the leader in our industry. And this means that you have the opportunity right now to join us while we’re still on the ground floor. Also, because we’re small, we’ll do things for you that none of those other giant, bureaucratic companies can do.”
“Besides, when you’re here, you’re a very important client to us. With the big companies, though, it’s almost like you’re just another face with no name. And as such, your business will be viewed as insignificant, and you’ll be given very little personal attention.”
In other words, with both of these approaches, you’re emphasizing the reasons why–as the small company–it’s actually to the prospect’s advantage to choose you.
