Let’s say you’ve successfully convinced the client to use your agency's services. The next step is to get them to share their payment details without delay. I will discuss some of my favorite techniques in a second but before that, I want to share my key strategy: 

Once you ask for the payment details, remain silent and avoid speaking first. The first person to speak may inadvertently reveal information or weaken their negotiating position.

By remaining quiet, you convey your confidence and force the other side to clarify their position. If there is a conflict or objection at this stage, avoid resistance and instead find ways to address the issue. 

Let me illustrate: You asked for payment details. Suddenly, the client begins asking unrelated questions, such as adding more features to the website. To handle this effectively, I advise to politely postpone addressing these questions. Explain that you’ll answer their inquiries shortly, but you first need to complete the necessary customer card details. 

This approach helps prevent the client from raising further objections and allows you to navigate smoothly through the conversation. Once you circle back to address their questions, they may find that those concerns are no longer of primary importance since they’ve already provided their credit card.

And now, it’s time for my favorite techniques.

1. 
   Sense of Urgency - If needed, offer a limited-time discount like paying only $1,000 instead of $1,800 if the client provides payment details now. 
2. 
   Guided Imagination -  Provide the client with a detailed description of what their website would look like. The more detailed your website description is, the more your client can envision their ideal website. This attachment makes it harder to cancel the deal, as they don't want to let go of their vision. 
3. 
   The Profile Method - Involves creating a customer profile by collecting basic information about the client's business, such as their agency's name and address, and then requesting payment details. As you delve deeper into the information gathering process, the client becomes more invested and it becomes harder for them to back out. 
4. 
   Design Coordination - Instead of discussing payment upfront, I like proposing to schedule a production call with a designer at the client’s convenience. Once scheduled, you create a client profile in the system and update payment methods. Your argument for getting the payment details is the need to purchase the site's license for design. This will allow your designer to commence work and ensure a timely delivery of the final product. It's crucial to highlight that this isn't something you are imposing, but rather a necessary step in the process.



By establishing a work conversation first, the client will understand that payment is necessary and will be more likely to move forward. If they do not wish to proceed, they will need to provide a clear explanation as to why after we have already made arrangements.

Want an extra tip? To avoid potential client hesitation after closing the deal, send the client an email immediately, requesting specific website materials and scheduling a call with a designer. This solidifies the agreement and shows the client that you are eager to move forward with the project.

Final Thoughts

Even with all these techniques up your agency’s sleeve, you’d still want to arm yourself with methods to overcome specific sales objection examples. That’s what my next blog post is for. Watch me share sales objection categories as well as specific, effective methods for overcoming sales objections any agency experiences at some point.

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