Many prospects have a subconscious fear of change, which is quite natural. Most of us are to a certain extent comfortable with the status quo, so it is no surprise many prospects refuse a business offer even if, objectively speaking, it would benefit them both financially and in other ways: simply they do not want in any way to change their current situation. Here are five tips on how to deal with conservative-minded prospects so you do not frighten them off with your proposals but instead manage to overcome their inclination towards the status quo.
These tips were published by Forbes.
Prove you are an expert
The client must feel they are in good hands. This is why you have to act like an experienced professional who will not let anybody down if things depend completely on them.
Avoid the word "new"
The word "new" evokes in conservative people the idea of your product being untested. So don't use this word at all. The same goes for similar words, such as "innovative", "unprecedented" or "advanced".
Talk openly about the prospect's fears
The worst concerns and problems are those which remain unexpressed and are left hanging in the air. Gain the prospect's trust by stating openly you have noticed certain doubts on their part and then discuss these fears with them.
Emphasise the option to withdraw
Conservative people do not like long-term commitments. That is why you should think up some option of withdrawing from the contract simply and without any need for explanations.
Compare the prospect to your other clients
This way the prospect will know they are in good hands because you have a lot of experience with the situation they are in.
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