COVID-19 Price Objections: Sell Your Online Course During a Crisis | Dan Henry

COVID-19 Price Objections: Sell Your Online Course During a Crisis | Dan Henry


– Hey everybody, today
I’m gonna be covering how to overcome coronavirus objections, especially if you sell
higher ticket online courses, or really for any online courses. My name is Dan Henry, I’m the
founder of GetClients.com, and the author of “Digital
Millionaire Secrets.” So right now, I’m gonna
go ahead and go over how to handle these objections, so right now we’re in a state, where if you sell an online course, especially a high ticket one, you may be a little bit worried, because, you’re thinking “Okay, well
there’s a lot of people “that don’t have jobs, how
are they gonna buy my course?” Or maybe your sales
have already gone down. Now, our sales did take a temporary dip, but they’re back up, and what
I’d like to do with this video is go over the major
things that have helped. So number one, you have to understand, and this is the biggest thing, there is really no
difference between this, and any other current event. This has a deeper, more
far-reaching impact, but there’s really no difference
in how you handle this, and this is based on, we
have over 15000 customers that we’ve sold to, and we’ve dealt with all kinds of objections and
all kinds of current events, and all kinds of things that have happened over the past several years, and at first, I got a little freaked out, and I was like “Oh, maybe I should address
this a different way,” and I tried a couple things
and they didn’t work, and so then I went “You know what, lemme
go back to basics here, “lemme go back to basics and
really try to just use the same “problem-solving ability
that I normally have, “for this, and not get emotional about it, “and try to think that it requires “a different course of action.” Most people, they’re jumping ship, they’re like “Oh, I need to
create a different course, “I need to create something low ticket, “I need to do this, I need to do that,” and that’s not the
answer, so let’s go ahead and go over two main things right here, number one is your advertising, and number two is how you
handle objections to the sale. So first is advertising. Guys, like with any current event, any issue in the marketplace, you do the same thing, you use it, and you frame it as a
benefit to the customer. So if you sell a weight loss course, then you wouldn’t just
have your normal ads going, you would say something like “Hey, stuck at home,
don’t have gym equipment? “Download this PDF on 17 awesome exercises “that you can do at
home with no equipment.” And call it the Quarantine
Workout or something, right? That’s how you can adapt advertising. For instance, this, if
you came to this page based on an ad, same thing. Look, a current event
is happening right now, people are concerned about
selling online courses, and high ticket products
because of this outbreak, so I make an ad, and I address exactly how to deal with that, right? So it’s the same thing, just as if, when Donald Trump got elected, there was all kinds of ads about, make ecommerce great again, and make weight loss great,
it’s the same thing guys, you’re just attaching, you’re thinking, “How are people concerned because of this, “and how can I frame my
product to be a benefit?” Now, the second thing is
dealing with objections, right? So, for instance, let’s say somebody says, I’ll give you an example,
I was on a coaching call with one of my Sold Out
Courses members earlier, and they asked a question, they said “Well Dan, people are coming on the call, “and they’re saying “”I’m not sure if I
wanna do this right now, “”because I’m not sure what’s gonna happen “”in the next few months, I’m not sure, “”should I hold onto my
money, I’m just not sure.”” And this guy was selling
a make money offer, start a business offer, and so I said “Okay, the first
thing you must understand “is you cannot address
that objection directly, “because that is not an objection. “They’re telling you how they feel, “they’re not giving you an objection.” So somebody says “Well I don’t wanna buy “because I’m nervous
about the coronavirus, “and I don’t know what’s gonna happen.” They’re not telling you
an actual objection. So instead of saying,
“Well, now’s the best time, “now you should sell, now’s the best time “to get your home business
going, blah blah blah,” that is not what you say. What you say is, “Well, can
you tell me specifically “why you feel that way, can you elaborate? “What about what’s going
on would make you think “that this business wouldn’t
work for you, specifically?” And then they go “Oh, well,” and they could do one of two things, they could say “Well, I
sell to restaurant owners, “and all restaurants are
closed down right now, “that’s my objection.” Or, they could say “Well
I sell to accountants, “and I guess I just, I don’t
know, I’m just nervous.” So if they say the first one, that’s a legitimate objection because, restaurants are closed down, and so that is a direct cause and effect from what’s happening, but
if they say the second one, if they say “Well I sell to accountants,” then you would say “Now wait a minute, “accountants are all working from home, “people still have to do their taxes, “people still have to pay their bills, “people still have to
have their books done, “and accountants are
all working from home, “they can work from their office or home, “so lemme ask you John,
why would that stop you “from selling to accountants?” Now you see, now they
go “Oh, you’re right,” and then you can move on
to their next objection, or their next concern, and eventually, if you knock enough of those down, you get to the yes. But here’s the thing, if you didn’t ask that
question to begin with, you would be sitting there
trying to convince them blindly why to buy your program, when you don’t even know what
the real concern is, okay? Because if the concern
is “Well, I hold events,” then that is a totally
different concern than “I sell to accountants.” Because if you have a
product that is directly, directly affected by this,
then you may have to look at okay, pivoting, or maybe
something like that, but if it’s not directly tied to this, then you would look at
addressing the actual objection, and letting them know that hey, accountants are still working from home, et cetera, et cetera. I’ll give you an example
from two programs. One of my programs is
called Sold Out Courses, and it teaches you how to create
a successful online course. The other one is called 30 to Agency, and it teaches you how to grow a profitable local marketing agency. So, let’s say that there’s an objection from each program, on
“Oh, Dan, I’m nervous, “I don’t wanna spend the
money on this right now.” Okay, so, let’s say it’s Sold Out Courses. I might say “Well, lemme ask you this. “If you were working at a restaurant, “or if you were relying
on somebody’s check “to pay your bills,
you’re relying on them, “wouldn’t you rather,
especially right now, “rely on yourself?” And then they say “Oh, yes,” or if I say “Well why don’t
you wanna sell a course?” “Well I’m afraid people won’t buy it, “’cause they don’t have jobs,” “Okay, well who do you sell to?” “Well, I wanna sell a weight loss course.” “Okay, so right now,
you have a ton of people “that are at home, they need to work out, “they need to stay healthy,
they don’t have gym equipment, “can you fit that need,
can you serve that need, “can you show them how
to work out at home, “without gym equipment?” “Yes I can.” “Okay, lemme ask you something,” and then I would list
off all the businesses and all the people that are
allowed to work from home, I would say “Can accountants
buy your program, “can they lose weight, yes. “Can doctors, yes, can this, can that,” and I would list off all of these people that are currently working
from home, still getting paid. And then they would say yes, I’d say “Well let me ask you a question, “they’re at home, they have
time to watch your course, “they have time to watch your ads, “they have time to work out,
they’re still getting paid, “they’re still working,
people are still gonna buy, “would you agree?” “Oh yes, they would.” “Now maybe not everybody’s gonna buy, “but if you start then,
instead of starting now, “then when everything does open back up, “you’re gonna be behind,
you’re gonna be starting “when everybody else has already been “building their business. “So lemme ask you, do
you think it’s smarter “to start now or start later?” So you see what I did there, I didn’t tell them what’s smarter, maybe I gave ’em my opinion, but I asked them what
they think is smarter, I asked them who their clients were, I asked them if they could
sell to those people. I made them tell me the answer, I didn’t tell them the answer. All right, now let’s
move to 30 Day Agency, so if somebody says “Okay, well Dan, “we’re running ads for
local businesses, right? “they’re all shut down, how
can I make money doing this?” well number one, they’re
not all shut down, you can get more clients for accountants, you can get more clients
for anybody that is allowed to work from home, any
professional services, mortgage brokers, any of that, you can get clients for them, you can help them with their business, and there’s a ton of people right now that need clients, they
need more business, because of how everything’s going, plus when everything opens back up, when everything opens back up, well, there’s gonna be a flood, there’s gonna be an absolute, the floodgates are gonna open, and all these businesses are
gonna need more customers, because they’re gonna need to regain the losses that they took. And if you’re just starting your agency, you’re gonna be behind,
but if you get started now, you’ll be prepared, and you’ll
be able to make money now, when the floodgates
open, you’ll be prepared to scale your agency. There’s always a way to
frame it as a benefit. Do not do a knee jerk reaction, do not tell people generic answers. Ask them, right? So I don’t just tell you, “Hey, you can run a
profitable agency right now, “because there’s accountants “and there’s people that work from home,” I would say “Well lemme ask you something, “accountants right now, they’re
working from home, right?” “Yes,” “They’re still
getting paid, right?” “Yes,” “They need more
customers, right?” “Yes.” “So right now you could be making money, “by landing accountants
as clients, right?” “Yes.” “So would you rather hope and pray “that your boss continues
to pay you every week, “or would you rather get started now, “and take control of your own finan–” see, I’m asking them,
I’m letting them come to their own conclusion, I’m
not telling ’em what to do, I’m allowing them to come
to their own conclusion, on why this makes sense,
they’re saying it makes sense, it’s not just me saying it makes sense, they’re saying it makes sense, okay? So what you guys have to realize is that yes, if you sell a
product on how to hold events, right now you may have to pivot, or, there’s always an
option, think about this, let’s say you sell a
product on how to do events, you could say “Well listen, right now, “all the event spaces are cheap, right? “So what if you got in
now, you got started, “and you were able to go ahead “and lock down event spaces for cheap, “or you were able to go
ahead and do virtual events.” You could say “Here’s how
to do a virtual event, “we’re gonna get you started,
we’re going to show you “exactly the same format that
you would do at live events, “but you’re gonna do it virtual, “and as soon as everything opens back up, “not only will the price
of all the places be down, “and it’ll be cheaper to get started, “but you’ll already have prepped yourself, “you’ll have done a couple virtual events, “so when you get on stage at a live event, “you’re gonna really crush.” You see that’s a benefit. We could tell ourselves two stories, we could tell our customers two stories. One could be “Oh, everything’s
shut down right now, “there’s no way you can
do an event business,” or we could say “Hey, you can get started
doing virtual events, “get some practice in, and
when everything opens back up, “you’re gonna get a ton of event spaces “that you could rent out, that are cheap, “so you’re gonna make more
profit and you’ll have already “done some live events, you’ll
have got some practice in, “and now you’re gonna crush it.” Those are two separate stories, okay? And both of them can come true, but it all depends on what
story you tell yourself, so tell yourself the
story that serves you. Guys, we cannot stop buying and selling. We need trade, we need to buy and sell, that is how our economy works. You can sell and you can buy. You can buy online courses that help you, and you can sell online
courses that help others, absolutely, all right? To sit here and hold onto your money, and think that nobody
is gonna buy your stuff, is a false story, I just
bought a course today that I was interested in, one on trading. I could say to myself,
“Well I don’t wanna buy “an online course right now on trading, “lord knows what the market can do,” or I could say “Wow, this is
a really great opportunity “to make some money trading stocks, “because of what’s going on.” There’s multiple stories
that you can tell yourself, and they’re all fiction because
they haven’t happened yet. So if you’re gonna tell
yourself a fictional story, tell yourself the one
that serves you, okay, the one that motivates you. And so to summarize this video, the big thing is adapt your advertising to take this whole situation
and frame it as an opportunity, as a benefit to your customers, and number two, when they object, dig in, ask questions,
ask why they’re afraid, and then you’ll get to the real, because you can’t overcome an objection just because someone is afraid, you can’t possibly answer that. You have to find out why they’re afraid, then they’ll tell you
a very specific thing, and if they say “Well, I just
don’t think I can land clients “’cause they’re all shut down,” “Well are accountants shut down?” “Well no.” “Well what if we could
show you how to land “accountants as clients, and
you could make money now, “and you could not have to worry “about hopefully collecting a check,” “Ah, that does make sense.” See what I’m saying, guys? There’s a benefit,
there’s a benefit there. Because there’s always a pivot. Yeah, you might have an offer right now that is not gonna sell
because it’s directly related to something that cannot be
done with the coronavirus. Lemme give you an example. We have some clients of
mine in my Mastermind, their offer is, you join their program, and you get to go to events where you meet producers and screenwriters and fashion people, and
this is sold to people who are musicians, actors, comedians, and basically it’s an event where you can meet influential people in the industry, and hopefully get jobs. So obviously, there’s none
of that going on right now, so you know what they did? They switched it to a coaching program, where they teach people
how to audition online, and how to shoot their own photos at home, because right now, the
industry is hiring models that have the ability to
shoot their own photos at home because nobody can do photo shoots. So, they took a quick pivot, and they were able to
sell the crap out of it, in fact they sold 150
people in that program in the last two weeks, okay? So that’s the thing, guys, you don’t have to jump ship, you don’t have to do a brand new business, you don’t have to
drastically make a change, start with this, number one, adjust your advertising to
address the current events, number two, find out the real
reason for their objection and make sure it makes sense and they’re not just being fearful, and if it doesn’t make sense, then tell them why it doesn’t make sense and allow them to come
to the conclusion why investing in your program
is still a good idea, and number three, if none of that works, you can do a small pivot, okay, you can do a small pivot, but don’t get into a
totally different business, don’t shut down your program, don’t freak out and do
a knee jerk reaction, this is all gonna pass, we’re
gonna be back to normal soon, make some small adjustments
now and you’ll be fine. We were able to make the
adjustments that I told you, and we didn’t do the third
one, we just did the first two, and we did great yesterday, we did multiple, one
two three four figures. Yeah, we did multiple four
figure deals yesterday. So, I mean that’s the thing guys, there’s always a solution, you just have to work the problem, you cannot get scared,
you cannot freak out, you cannot be like “Oh my god,
what are we all gonna do,” you just have to calm down and
work the problem, all right? If there’s one nugget I can
leave you on this video, it is when dealing with an objection from a potential client, identify the real objection. Get past the fear, get
past the vague objection, and identify the exact
objection and address that. If you try to address the vague objection, then it’s just not gonna work
out, and you’re not gonna convince anybody of anything. All right, hope that
you enjoyed this video. If you’re watching this on
YouTube, make sure to subscribe. Guys, if you need help with this, if you need help selling
your online courses, right now our clients are crushing it. We’ve had two clients of ours that have had record days
in the past 48 hours, we have clients that are
doing extremely well, why, because they have our help. I myself have sold over eight figures in my own online courses, I know how to deal with stuff like this, and I’m passing that
knowledge on to my clients, I’m getting on coaching calls with them, and we’re addressing everybody’s concerns, we’re helping them with their advertising, we’re helping them with
their objection handling, for their offers, that’s what
being a client of mine is, you get to talk to me personally, you get to also talk to my team, you get access so that we can help you navigate these troubling times. That’s what we’re doing
right now, all right, and so if you wanna survive
in the online course business, right now, you need
help, and you need help from somebody that knows
what they’re doing, and that has a lot of
data to back that up, and that’s our team, okay? So, if you’re interested in
getting help from our team, you can click the link
included with this video, book a call, have a conversation with us, we’ll take a look at
what you got going on, and if we think we can
help increase your sales, we’ll explain how that works and let you decide if you
wanna become a part of it. But at the end of the day, guys, if you want to do better right now, you’re gonna need help, just
like your clients need help, right, you’re selling a
solution to a problem, and you wanna sell more of that, you know what the number
one way to do that is? Hire somebody to solve
your problem, all right? If you want people to
pay to get the solution to their problem that
you have, your solution, you need to be willing to pay others to help you solve your problem. If you sell online courses, and you’re struggling with sales, we can help solve your problem, all right? Book a call, let us take a look, you don’t have to buy anything, it’s no pressure, we’re just
gonna see if we can help, explain to you and map
out a plan for that, and you can decide if you
wanna be a part of it. All right, I love you guys, stay inside, stay home, stay safe, and remember, do not give up, there’s always a way, you just gotta work the problem, hopefully we can help
you work that problem, see you guys soon.

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