One of the questions I ask during the prospect interview process is, “Have you ever worked with an independent contractor before?” – the response this elicits helps me to determine if there are any negative past experiences that might present itself as an objection throughout the interview process.
Objections are an important part of the process and create opportunities for you to understand the prospect better; helping you to respond to any objection in the most favorable way.
Once the objection is revealed, ask the prospect to give you more detail about the objection so that you’re sure to respond in a way that addresses their concerns. You may also want to ask them if this is the ONLY objection to moving forward.
This allows you to build a stronger relationship, and creates a certain rapport with the prospect to differentiate you from the rest of your competitors.
You may find that through the objection process the prospect reveals something that would indicate they are NOT the ideal client for your business. If so, don’t take this business and hope for the best, try and find another option for them. It’s just not worth it.
Go with your gut feeling about the prospect. If something seems wrong, it probably is. Most of all don’t fear prospect objections. Even if you don’t end up closing on this particular prospective client, It’s a great way to learn what keeps prospects from making the commitment to begin your work together.
Jeannine Clontz, IVAA CVA, MVA, EthicsChecked™, provides marketing and social media support, training and consulting to busy entrepreneurs. For information about finding a VA, download her FREE 10-Step Guide to Finding the Right VA, or lto earn why Social Media should be an important part of your marketing plan with her FREE Report, Social Media Marketing Benefits, visit: http://www.accbizsvcs.com, or contact her at info@accbizsvsc.com
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I was part of a group of women business owners, and members of the St. Louis Chapter of NAWBO (National Association of Women Business Owners) who were invited to participate in a video about the organization which aired on St. Louis television this past Sunday. Sponsored by www.allaboutbusinesstv.com who did a fabulous job. Check it out!
The National Association of Women Business Owners (NAWBO), of Metropolitan St. Louis, recently announced their annual Public Policy trip to Jefferson City which includes their members, and participants from 15 statewide organizations including the St. Louis Minority Business Council, Hispanic Chamber of Commerce, Women Impacting Public Policy – Missouri, MidAmerica Minority Business Development Council, and the St. Louis Black Leadership Roundtable, just to mention a few.
This is going to be a great NAWBO St. Louis meeting – and you get a FREE book with your registration – hope to see you there! 
The National Association of Women Business Owners (NAWBO), St. Louis Chapter, is pleased to announce their January program featuring Susan Elliott, one of the first female programmers at IBM and later founder and chairman of SSE, a national firm recognized globally
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