Você está enfrentando objeções de clientes durante um pitch de cópia. Como você pode abordá-los de forma eficaz?

Facing objections from clients during a copy pitch? Here’s what works for me. First, I listen. Clients often want to be heard. I remember pitching a campaign to Alo Yoga where they had concerns about tone. Instead of pushing back, I asked for specific feedback. Acknowledging their concerns shows respect. Then, I offer solutions. “What if we tweak this line to match your brand voice better?” This approach turns objections into collaboration. Using tools like Grammarly ensures clarity in my revisions, and platforms like Trello help keep track of changes. Keeping the conversation friendly and open is key. After all, it’s about teamwork. When clients feel involved, objections fade, and you create something amazing together.

🤣🤣🤣🤣… You must listen because how else do you expect to get paid? The number one skill in copywriting is listening and understanding. If you can’t listen you can’t find out people’s dreams and desires. If you can’t understand you can’t put it down on paper. Remember your a copywriter to solve sales problems and get paid. Not to become a problem yourself.

Listen Carefully: Understanding their point of view is crucial. Acknowledge Their Concerns: Let them know you understand and appreciate their perspective. Ask Questions: Dig deeper into their concerns by asking open-ended questions. This helps clarify their objections and shows you're engaged. Highlight Benefits: Focus on the benefits and value your copy will bring to their business. Show how it aligns with their goals. Offer Solutions: Propose alternatives or adjustments that address their concerns while still meeting the project’s objectives. Stay Calm and Professional: Maintain a calm, professional demeanor. Handling objections with grace builds trust and credibility.

Play the Devi’s advocate. You see the customer is king. And you know what happens to the king’s enemies right? They lose their heads. This doesn’t mean they’re right… Remember they hired you to solve their problems. Problems they couldn’t solve themselves. But remember to always make it look like the system is against them and that it’s not their fault.

Misunderstandings often underlie objections. Clarify points by asking follow-up questions and restating their concerns to ensure you fully grasp their issues. Use phrases like, "Can you elaborate on what you mean by...?" or "If I understand correctly, you're concerned about...". This technique not only demonstrates your attentiveness but also helps in pinpointing specific areas of disagreement. Clear communication is key to addressing the root cause of objections, enabling you to provide targeted solutions that align with the client's expectations.

Backing your pitch with solid evidence can effectively counter objections. Use data, case studies, and testimonials to demonstrate the success of your proposed approach. Visual aids such as charts and graphs can make your argument more compelling. By presenting factual information and real-world examples, you build credibility and reassure clients of the viability and benefits of your copy. This evidence-based approach can transform scepticism into confidence, helping clients see the value and potential impact of your work.

Package options can be a great way to overcome objections when you’re pitching a project. The psychology of pricing works in exactly the same as pricing tiers on a website - so use it. Not only do package options help you funnel your clients toward the optimised package, but they help them more clearly understand exactly what they’re buying. And ALWAYS present these on a call so you can handle objections live, rather than letting the client stew on them.

When facing objections from stakeholders during a pitch, it's crucial to confirm that you've addressed their concerns. Start by summarizing the main points discussed, including any agreed-upon changes or next steps. This proactive confirmation removes any lingering doubts and reinforces your commitment to meeting their needs. Additionally, emphasize the value of the proposed copy, affirming how it will enhance [specific benefits]. This approach not only resolves objections but also strengthens your position as a trusted partner invested in their success.

Understand what the problem is. It’s not just about listening. Understand what the client is complaining about. Maybe they still don’t understand why you did what you did in the ad or email copy. Maybe what they defending is the very thing holding their business back. Remember to make them see that it’s NEVER their fault.

During a copy pitch, effective objection handling involves listening actively to understand concerns, acknowledging them empathetically, and clarifying any misunderstandings promptly. Highlight the benefits and value of your copy, supported by evidence such as case studies or testimonials. Offer alternative solutions that align with project goals and handle objections professionally with calm responses. Close confidently by seeking commitment to move forward, ensuring clarity and alignment throughout the discussion.