"I'm not seeing am ROI"

Objection Handling Thread

How would you respond to this objection in the advertising space with a client that just started your service.


๐Ÿ‘‘ Sales Strategy
๐Ÿท Advertising
๐Ÿ™…โ€โ™€๏ธ Objections
8
Diablo
Politicker
13
Sr. AE
Dude you are on spam fire ๐Ÿ”ฅ today !
SalesStash
Opinionated
-8
Strategic Account Executive
Quick put me out!!!!
funcoupons
WR Officer
11
๐Ÿ‘‘
your mom puts out
funcoupons
WR Officer
6
๐Ÿ‘‘
It sounds like you want advice - what's your current way of handling this objection?
SalesStash
Opinionated
0
Strategic Account Executive
@funcouponsย More looking for people to share their best practices on setting expectation with a customer!ย 

In my experience its all about breaking the barrier between gambling and actually having a marketing plan in place to see long term success. Working the Real Estate Ads space, a lot of agent think lead by lead or day by day vs think about what type of ROI am i going to see 6-12 months down the road once i work at building a pipeline.ย 

Agree?ย 
funcoupons
WR Officer
8
๐Ÿ‘‘
I think it's important to set expectations from the get go - if your product is a long term investment and it takes approx 6-12 months to start seeing results, pitch it that way and make sure they understand and value that BEFORE they sign. If a realtor expects results the very next day, they likely weren't educated correctly or enough and will probably end up churning.ย 
saaskicker
Celebrated Contributor
3
Enterprise AE
Tell a customer story of someone that was in their shoes that is now killing it.ย 
poweredbycaffeine
WR Lieutenant
5
โ˜•๏ธ
Let's bring in our resident expert, @WCK, to tell you how to handle a DM who doesn't understand what long-tail ROI is when investing in digital advertising.
CuriousFox
WR Officer
5
๐ŸฆŠ
Here's a great article in the Bravado Academy:

https://bravado.co/academy/objection-handling
SaaSam
Politicker
2
Account Executive
Depends on what you mean by just started. But in short I would just state the industry standard when it comes to how long it takes to realize an ROI.

I'm lucky in that regard. In my space, clients don't expect a true ROI for a few years.
JDialz
Politicker
2
Chief Operating Officer
Have you tried overcoming the objection with "open your fucking eyes?" LMK
JohnnyDamone
Opinionated
0
AE Inside Sales
ROI is that you don't go with my solution, your house will be foreclosed upon, wife and kids leave you, car repossessed....and then the real bad stuff happens. Or, at least that what I heard from a guy who didn't buy from me ;)
IYNFYL
Politicker
0
Enterprise SaaS AE
Ha I told someone at Pavilion the other day I didnโ€™t see the ROI in joining which he then said he would take my application out of consideration
15
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