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Handling Objections When Selling Mobile Apps

Put yourself in a scenario.

It’s your first sale opportunity after developing a solid portfolio. This sale could potentially bring in a large amount of cash flow on a monthly basis for your business, effectively turning your little one-man shop into a real contender in the mobile app world.

Handling Objections When Selling Mobile Apps

You go through the process of showing off some of your past designs, most of which the client enjoys. You explain your development process and talk about what the client would like to see as a finished product.

It seems like a done deal until the client says they have one objection. Your price is too high.

Regardless of how much they would like to cut your rate, this is always a shot to the gut. And it’s not only pricing objections. Hearing anything come out of the client’s mouth that might potentially make you less money, slow down your development or really cause problems down the road turns your stomach upside down.

However, the worst part is not being prepared for objections when selling mobile apps. So we’re gonna show you how to handle them.

Objections to the Project Timing

These objections include:

  • “Contact me in a few months.”
  • “I don’t have the time for this.”
  • “It’s just too much for me to take on.”

In order to handle objections like these, it’s essential to show how you’re the person who’s going to be handling everything with the mobile app. In fact, this should be a major upsell, since you’re basically saying, “I manage everything and you pay me a monthly fee to do so.” The client honestly shouldn’t have to think much about the app at all. Once they see the effectiveness of it, they’ll begin taking part.


Objections About Trusting You

These objections include:

  • “I can’t find much information about your company.”
  • “You don’t seem to have much experience.”

Your client needs to be confident in your services, so that’s where giving them advice upfront and maybe a few free services is a great way to earn trust. Don’t ever lie about your experience. Rather, show off your past clients and testimonials, then deliver wonderful services on a trial basis.


Objections About Certain Changes

These objections include:

  • “We’ve been doing things like this for years and it works.”
  • “I don’t want to fix something that’s not broken.”

You’ll often find that small business owners hate change. In fact, you’ll see that many of your potential clients have been doing business for decades without any problems. It’s a tough sell to get them to change their ways.

Your best approach is to find competition that’s doing digital marketing and the whole internet thing better. Small business owners are still competitive, so many of them aren’t about to let someone down the street beat them out. In addition, it’s important to show them just how well digital tools like mobile apps and social media fit perfectly into their current process without much work.


Objections About Product Effectiveness

These objections include:

  • “Apps are just the new fad.”
  • “I don’t see how an app is going to make us more money.”
  • “The ROI just isn’t there.”

These types of requests are the clients asking for more information. They literally don’t know how this is going to help them make more money, so they want to see the proof. This is where demonstrations of the features come in. Combine this with case studies from past clients and you can generally sway them.


Objections Because of the Competition

These objections include:

  • “I found a competitor that offers a better price.”
  • “I found a competitor that offers better/more features.”

This is usually a way to try and get you to lower your prices or pack more features into your project. They could actually be talking to another competitor, but maybe not. The point is, it doesn’t matter, since it’s your job to talk about the features that are completely unique to you.

If you can’t think of features that the competitor can’t duplicate, boast about your customer service and how the client will always be able to focus on their day-to-day business instead of working on the app.

Over to You…

Let us know in the comments which objections you’ve found most common with mobile app clients.

Joe Warnimont is a freelance tech writer who enjoys playing around with WordPress and his personal Write With Warnimont blog. When not testing new apps and gadgets, he’s brushing up on his German or riding his bike in Chicago.

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