Another great post from ‘Copyblogger‘ by Nathan Hangen on ‘How to Get Past No‘ and trigger the buying response from potential customer.

What I learned was how to identify and overcome objections, which in turn taught me that sometimes no doesn’t really mean no. Many times, a customer simply wants you to help them make a decision by answering their questions before they pull out the credit card.

Their first instinct says no, but what they really want is for you to convince them to say yes.

Maybe their budget is tight and they just want to be cautious. Maybe they don’t understand your product and want you to explain it to them.

There are a hundred different reasons why people might initially say no to you. Your job is not to shrug and walk away, but to get to the truth behind the no and find out how you can really meet their needs.

Online, it’s your copy that must do the job of getting past no by knocking down every objection.

Here are some simple tips for getting past no online:

* Break the ice with a cheaper version of your product as a lower-risk purchase. They’ll get to know a little bit more about you and will feel better about buying more in the future. Even making a tiny purchase, say a $7 special report, makes it much more likely for that customer to buy from you again.
* If your product is expensive, offer a payment plan. $39.99/month for three months looks much cheaper than $119.97. Any good shopping cart program can handle this for you.
* On your landing page, go ahead and confront the most prevalent objections head on. Don’t be afraid to mention them . . . your customer has been thinking about them from the moment they clicked on your link.
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So if you are planning to or already have an online business then this should serve as some very useful guidelines.