'What's the price?' Objection Solved

Welcome to The Virtual Upline Show. I am your host, Brit Forrester, I'm a wife, mother, lawyer, turned professional network marketer and business coach. It is my life passion to empower women to unlock their full potential in the network marketing industry to have thriving impact and soul led businesses built on strategy and systems that build personal brands and leadership without the outdated hay girl messages. This space is an area to come together for me to share with you my lessons, my own facepalm moments on the path to my first seven figures in business. And best of all, the systems and tools that I've built dating back to the milk crate on the back of my retail store to now my multimillion dollar empire. It is my hope that this is a space where you feel the aha moments, you laugh and cry with me on the journey and together, we get to unlock the unlimited birthright of abundance that you get to create in your business. You can find me on Instagram at Brit Forest for all the ways to work with me to scale your network marketing business. But for now, let's get into the show. Hello, everyone, and welcome back to The Virtual Upline Show. I am so glad that you're here. I am your host, Brit Forrester, and I am so pleased to bring you today's episode talking into all things the objection. Can you just tell me the price? And we are going to talk into that objection today as it surfaces in your conversations when you are trying to recruit, downline, dream team members into your business, and how that typically is a positioning shift that we can very much strap a hold of and make sure that we have under control right from the beginning of our conversation flow. So we're going to have a bit of a chat about the psychology behind why this objection is surfacing within your DMs and on your follow up calls, how we can best handle it and not see this as a full stop, but instead simply a roadblock of value. Well, we need to just reposition our sales conversations and our flows in order to best move the prospect over the line and ready to join your team. So we're going to chat more about that today. Now, today's episode, we are so pleased to be recording around the time that we are now wrapping up the last week of the network marketing summer school, which has been quite possibly my favorite container to date. We have had so much fun in there. We've had over 150 network marketers around the globe coming together for a live six week container, where together we've been diving into all things lead generation scalability, helping you duplicate and lead your teams and also hit the scale button when it comes to building that seven figure CEO network marketing business. So we're wrapping that up and we've had so many wonderful wins within the the students. It's been amazing to see them create such magnetic content that's really sort of formulated disc profiles and psychological triggers that have really encouraged that their dream team members to come in and engage in their content and you know, have the rights to sales language that shifts away from chasing and to be honest, just feeling icky and feeling in alignment with how they want to show up and do business. So it's been such a pleasure to see those moving parts come together. And now as we sort of move into that duplication leadership and scalability standpoint, we are setting up so many systems that protect my students time when it comes to leadership and allow them to produce very resourceful, very resilient leaders within their down line. So we are so excited to come to the final week of that this coming weekend, which is wonderful. Now second to that, we have a very exciting month coming into November. I always love November. Something about it in the network marketing space, I feel like all of my clients end up having stellar months. And it's just like this beautiful run into what I like to call separation season at this time of year, where we get to choose to play at that top 1% level. And when the rest of the world is slowing down, you get to choose how you get to be that point of difference to point out self, set your boundaries, know exactly where you need to be showing up in your business, and just hitting accelerate. So I can't wait to see what November is going to hold. We also have the millions bundle launching coming into the coming weeks as well, which I'm so excited for. We release this every five years. And it is, I can't give away too much just yet giving away a little bit more than I would normally on my Instagram right now to you guys in the podcast. But basically what I want you guys to pitch up is all of the scripting personalized and tailored to you. All of the sales processes harness to your company, your mission, your brand and how you want to do business. And so sort of pair that with my frameworks that built me a multi seven figure per year business. And that's what we've got in the millions. So I can't wait to share what that's going to look like for you guys. So stay tuned for that. If you're a network marketer that is wanting to scale and grow to the seven figure level in your business. This is for you. I have now helped and worked with over 19 six figure earners in the network marketing space, and coach them through to their first million dollars. And I can't wait to plug these systems into your business to help you do the same. That's what this is about. This is the millions bundle. So stay tuned. And the waitlist will be released very soon. And you guys are over on the podcast, you guys can just message me the word podcast to Britt Forrester on Instagram. And my team will make sure that you are added to the waitlist for its initial launch. And you guys get the first podcast discount as well. So stay tuned for that. That is all happening coming into November. Now coming into today's podcast, I felt really cool to speak into this because I get messages daily from network marketers globally where, you know, very often on repeat, I see the same objections that they're facing in their DMs surface. And one of the biggest objections that I think is very universal across the industry is around price. And, you know, the obvious factor for this is thinking about the customer side of things and people coming in and maybe buying the product. But for the sake of this podcast, we're going to talk about it in relation to a downline prospect basically saying to you, can you just tell me what the price is? So this just to give you guys some context, what I'm seeing this surface as with people in my DMs when they're asking me about this sort of question and how to overcome it. Usually when I get some context from them, it's in relation to maybe sending a webinar or going to book in a call. And you being intentional around of course, making sure they have all the right information that speaks like to their why and why they want to do something before actually dropping that, okay, here's what it costs to enroll and join the team, you know, here's the product pack costs, etc. And often I feel like that can be met with frustration from the downline who or the potential downline who's coming in and you know, maybe they don't see the value in understanding all of those moving parts yet and they just want the price. And it can be really tricky to navigate this. And I feel like where most people actually go wrong when I audit their conversations, because I do this daily for my clients, is usually network marketers are giving the price too soon. And what happens there is it actually kills the conversation and the connection. So if they're asking the price, usually what's actually going on, is they're interested despite appearances, because most people think this is like a full stop, like they're asking for the price that already feeling negative, they're probably not going to go for it. But realistically, if they're asking for the price and almost being a bit dismissive of what you're saying, often it's because they're actually thinking like, help me believe this will really work for me, you know, and the biggest mistake that a lot of network marketers make here is they drop the price of joining the team before showing the possibility. And what we've got to remember is that price isn't actually the objection. Clarity is, they just haven't seen enough value yet in either you, the company, the product or the industry. And it's, it's our job as the leader of the conversation to showcase to them what's possible for them, not what's possible for you, not what's possible for the, you know, the upline, it's what's possible for them, they want to see the transformation on the other side for them. Now, don't get me wrong, storytelling and sharing your own story, that's fantastic for social proof. But if you're just leading with that, rather than the transformation, I say this with so much love, but they don't care, they don't care, right, they need clarity. So we need to lead with connection, not cost. We know, we know that we need to lead to show the transformation. We need to have it in the back of our mind and remember that the number doesn't necessarily scare them of starting. And sometimes we feel nervous about the price drop. So we start sort of dilly-dallying around rather than actually getting to the point. But they're not scared of the number. They're scared of staying stuck. And they're worried about making another move, maybe they've done a move before that stepped into business that didn't work out or maybe they got judged by someone at high school or their partners telling them not to do it. So they're scared. But let me tell you, they're more scared of staying stuck where they are. And it's our job to fight for that to change, you know, their opinion on that so they can feel confident around it. So realistically, that objection is so much less about the money than you expect. It's about trust. And when they're not fully sold on you or your story or the transformation that you provide or the compensation plan, what happens is if you drop the number before they understand that value, you've just turned your opportunity into a transaction, not a transformation. And let me tell you, people on Instagram are used to transactions. Every day they're getting pitched and sold something in marketing and advertising and cold reach out those cringy messages. How we be a point of difference is by talking into personalized transformations. Notice how my language changes if instead of me saying something like, as a stay at home mom, you can earn extra income from home. She's probably heard that line about 100 times in the last week. Everywhere on social media talks about that. If instead, you use hyperspecific dialed in language, and you go and ask the questions to get the information to do this, like you understand how old is her little one, what's her daughter's name, and can actually say something like, well, when you're at home on a Monday morning, and you're getting ready for work and getting ready for the nine to five, instead, you get to sit on the play map with little Mia and pick up a little art toy that she's playing with and actually have a good time with her rather than feeling like you're rushing, you're speaking her language because she's visualising herself in that moment. We need to talk about the transformation and emphasise that over the price tag. So when they're actually saying to you things like, what's the price? Tell me what it cost to join you. Okay, what they're actually saying is things like convince me that this is actually worth my time. Convince me that this is actually worth my attention. Show me how this fits into my life. Help me believe this could actually work for me. And when we don't do that, and we simply go in with a number or we try to avoid that price, we're showing and it's appearing whether or not we actually feel this way, it's appearing to your prospect that you don't actually care. You're after a number, you're chasing a next rank advancement or a next whatever it is that you're going for, you're not actually taking the time to personalise you're following a script. Now I speak to network marketers daily who follow a copy and paste formula from their upline and bless them. I know it's just doing the best that they can. And you know, even their upline is trying to just best support them the way that they can. But it's scripted, and it's robotic. And it comes across that way. So when you go the extra mile of maybe you do have the script saved in your phone, like I have, you know, I have scripts, I my clients use my scripts all the time, they're fantastic. But I always have a caveat to them where I very much say like you need to personalise this, you can save it as a keyboard shortcut, but unless you're putting a couple of lines in there, or better yet using your voice in a voice message to personalise it. Excuse me. What you'll often find is that people feel like they're talking to a robot, it doesn't feel tailored to them, it feels generic, and it feels rehearsed. So be a point of difference. And know that when they are asking that question around price, see it as an opportunity that you need to take leadership, and help them believe that this could actually work for them and their personal circumstances. So what I encourage my clients to do as like a step by step formula here is use what I call the mentor frame. Now the mentor frame is basically you thinking of yourself like a mentor, guiding someone through a transformation, not feeling like a salesperson closing a deal, that's transactional. So it's about remembering that they're coming to you with a problem. They're very tired of being stuck, maybe overwhelmed or wanting more income and freedom, but not knowing basically the vehicle or the support system to do so. You're here to diagnose what's really holding them back and show them what is actually possible in this business. So step one is to ask discovery questions that build trust fast. That is the goal here. Be the master question asker focus on being interested in them rather than interesting yourself. So start thinking about some one line. I'm going to give you some examples here of things like what made you start thinking about creating extra income from home, or what's been holding you back from starting until now, or if you could change one thing about your current situation, what would it be? What these do is these uncover why they're actually here in the conversation and what they actually want. If you're having a conversation about this and getting to know their goals, what was working, what wasn't working before you go and pitch a business decision to them. I guarantee you that objection does not come up in those early stages, not within a line team member. They want to talk to you about themselves. People like to talk about themselves. So ask them questions about themselves to start getting that information. Now the next thing that you want to do. So step number two, if you will, is be an active listener. So reflect back what they said. So show them that you understand. It's that concept of that feel felt found, you know, saying things like, so just to make sure I'm hearing you right, you want and then talk about the goal. So it could be something like just make sure I'm hearing you right. You want to have slow present Monday mornings with your daughter, but you're feeling like and then talk about their current pain point or their current struggle. So just to make sure I'm hearing you right, you want to have slow intentional mornings with your daughter on a Monday, but you're feeling like you're unable to be present with her, you're distracted, you're exhausted because you're juggling so many hats wanting to earn an income and be present with her. Do they get that right? So I'm showing that I'm listening to her concerns. And I'm going to sort of paraphrase it, and then come back and just confirm that I've got it right. So I'm just reiterating the same point that she's feeling over and over again. And she's going to come back and say, Yeah, absolutely. And when someone feels understood, instantly, they trust you more. Instantly, they're open to learning more, they're open to talking to you and engaging with you. It removes the skepticism. It makes it less black and white and more conversational in language for them to open up. Now, the next thing that you want to do, so step three, is get permission to share. Know that if you're dropping into people's inboxes, and this will always be such a pet hate of mine, but if you're dropping into people's inboxes, that you don't know, you haven't had conversations with or they've been someone that you've known maybe 10 years ago in high school, and you're saying, Hey, have you heard of this business opportunity? Hey, have you heard of this company? Or I just started my own business. I'd love your support. Instantly, that is full of resistance on the receiving end. And to be honest, it's probably really annoying. And they're not going to respond. So get permission to share. Only after you have gone through those steps that I just mentioned, do you then go and ask. So the language that you want to ask is things like, you know, based on what you've shared, I think I could really help you with this. You remind me of and then trigger your social proof. So you remind me of Jess, this and then talk a couple of lines about Jess. Jess was able to walk away from a nine to five and be present with her kids because after she became a mom, her entire value system changed. You remind me so much of her. Would you like me to walk you through how it works? So what I've done is I have related to her. I've asked heart driven questions to see how I can best support her. I've backed up my point with where I think I can help her by triggering social proof in somebody else's story. And then I've asked this sort of soft pitch, would you like me to walk through how it works? I'm not saying would you like to jump on a call right now? Would you like to watch a webinar right now? Would you like to sign up and join my business right now? Here's our promotion. Here's our current discount. Here's our latest incentive. That is cold, masculine pushing. And for most of you that are probably going to be female listening to this podcast right now, that is met with resistance. This instead keeps the conversation natural. It's never pushy. And it triggers the herd mentality with social proof, which is exactly what we are going for here. Now step number four is leading with transformation, not terms. So this is kind of going back into what I was just saying before, like don't pitch the discount or the startup incentive or the sign up options or the product packed options, instead lead with the vision. So talk about the transformation. Remember, you could have the most lucrative incentive available to you in the history of your business operation, where maybe they get I don't know, they get to double rank advance when they start between now and at the end of the month. That means nothing to the prospect. That means everything to you because you know the language, you know the industry, you know the company, they don't understand any of those things. So it has nowhere near the same impact when you start leading with those terms. What they do feel like they're going to resonate with is the transformation. So the vision. So start painting it, talk about when they make a move. How are they going to feel so language like you're going to go from feeling stuck and overwhelmed to building consistent income with me mentoring you every single step of the way. Here's what we're going to do in your first week. So that's assuming the sale. So it's already saying things like, you know, this is what we're going to do in your first week. Here's how you're going to feel. Here's what's possible. Already, the assumptive close is there without me actively going in and saying, Hey, would you like to join the team? I'm assuming already, based on me doing a really good job of asking the right questions and then presenting the opportunity that this is a no brainer. Yes. And once they see what's possible, that's when the price makes sense. Plus, you're already assumptively closing. So it's easier for them to be like, Oh, great, cool. Like when do my products arrive? Or when do I get started on this? When you finally share the price? And they actually maybe you're discussing it? It's not a matter of can I afford it? It's can I afford not to do this? So at the end of that point, they're already visualizing a start date, they're already visualizing the transformation. Naturally, at the end, you're talking about next steps, you're talking about what they're going to do from here. But when you do talk about the price, like the price of starting with you, it's kind of just like a comma in a sentence as as you continue the sentence on to like what's happening next, right? It's like, okay, what we're going to do today is get your business started. We'll order your product so you can be a product of the product. Then we're going to onboard you, introduce you to the team and get you started. What are you most excited for? Notice in my language, it hasn't been anything like, do you want to join? Do you want to sign up? Does that sound good to you? This is this is the price? Is that okay? Imagine if I did that? Do you think they would be feeling very certain in me as the mentor? Absolutely not. They wouldn't feel aligned with me at all because I didn't have confidence in myself and the opportunity, let alone in confidence in them. Instead, it just becomes a natural comma in the sentence, not a full stop. And because we're already focusing on the transformation, our focus or their focus, I should say, is literally on can I afford not to do this versus can I afford this? Because when they understand the value, they see the transformation and they trust you to guide them there because you have gone the extra mile that most network marketers, most salespeople to be completely honest, won't do, they won't personalize it, they won't go and do those extra steps. So humanizing the process gets to make it feel good. It gets to make it feel good on your end and on their end. And it doesn't feel forced or pushed or clunky or uncomfortable. It feels effortless. And when you can create a relationship online with somebody when you're talking to them in the DMs or your on a sales call, where it doesn't feel like you're pitching, you're instead dream casting, you're talking about what's possible. That's when the game changes. That's when you become magnetic with what's possible. So the next time that someone says to you, what's the price again? Promise me, you will think of this podcast, and you will think to yourself, I'm not going to go and drop this price right now because that isn't serving someone that isn't serving me, my business or them. And instead, you focus on remembering that dropping the price before showing the possibility is going to hinder their journey and your journey. Instead, we remember that price isn't the objection. Clarity is instead, we focus on learning to lead with connection, not cost. And because once they see the transformation, the number doesn't scare them and staying stuck does as bigger priority. That's when we move the needle. That's when we become magnetic. That's when we're the leaders that we were born to be in this industry. So go and change the game. I can't wait to see you guys rewriting this script. And I so hope that this served you today. So thanks so much for tuning into this episode, guys. As always, if this was helpful, be sure to send this to someone in your downline or sideline or upline that could really benefit from this today. And I can't wait to see you guys implementing it into your businesses. As always, feel free to tag me at Brit Forester in your stories of your biggest takeaways. I always love to see them and I always love to celebrate your wins in implementing them and what results you've got as well. And be sure to DM me and the team at Brit Forester with the word podcast to get on the waitlist for the millions bundle as well. So we can start putting this into action together. Thanks for tuning in, guys. I'll see you on the next podcast. I hope that you love today's episode of the virtual upline show. I am obsessed with bringing you these real and raw snippets into my journey as a network marketing business coach. Whether you are brand new in the profession, a seasoned professional or an industry leader in this space, I hope that this served you today. Don't forget, if you love this episode, you can leave a five star review on the platform that you listened to this episode on today, or share this with a team member or sideline friend to help them grow their network marketing businesses. You can connect with me on Instagram at Brit Forester and fly the link in my bio for all current ways to work with me to scale your network marketing business. Until next time, beautiful. Thank you for tuning in.