How to respond to the 3 most common Client Objections in Sales

[@thefutur]

Learn more about our Business Bootcamp, designed to help you attract the right clients and grow your business: ftris.me/eWBmkR

[@ArmedPlaysMC]

Chris, this channel is incredible. as a young 15 year old designer I feel like this chanel helps get way ahead of the curve. thank you for doing this for free, I really value the content you create

[@thefutur]

If you're watching this channel as a 15 year old you are going to be dangerous in a few years if you apply what we are teaching. Glad to have you as viewer.

[@anthonymeszaros8816]

+The Skool Network real talk

[@Culture_Conservationist]

Exactly what I was going to say. At 15 I was doodling on my folders.

[@Minorstepstudio]

Chris, the channel is incredible indeed. As a younger 9 year old designer this channel brings me incredible value. Mucho lov

[@MrTrumpy77]

as an even younger 2 year old designer this channel provides me with substantial amount of value

[@deville295]

"call me when you graduate" I love this interaction

[@nguynee]

A huge value in just 40 minutes by Chris Do. In the fast-paced world we live in, young people, and even not-so-young individuals, are attracted to a lot of short videos out there. I feel lucky that I can watch all of Chris's talks, and I have learned a lot from them. Thank you for your lessons, Chris. I love you so much

[@thefutur]

You’re very welcome ☺️

[@jonathangonza]

I like how the shorts send you back to this golden content that doesn't have the views it deserves, and it deserves millions.

[@zionogunsola3529]

After digesting multiple videos from The futur, I seriously have such a massive man crush on Chris Do!!!! More importantly his mind, and effective delivery!!! Gosh! utterly Impeccable!

[@thefutur]

Zion Ogunsola #bromance. Love me for my mind. :)

[@zionogunsola3529]

hahaha! already do man! great stuff!

[@ziolp]

Oh my goodness, I love this. Well said.

[@thefutur]

thank you. we have more. have you looked around?

[@JonasJanousek]

Cchçz .,,’zlxksua

[@stevenphillips7166]

Just spent 3 hours watching your videos, Chris. Very addictive to listen to! Really interesting perspectives and learning a lot as a young designer. I like how you just get to the point, tackle the hard questions and bring to the fore situations that we are going to face (and how to ACTUALLY approach it). Will take some practice, but worth a go! Cheers

[@thefutur]

Steven Phillips thanks Steven. I've learned that it's the only way to go.

[@ForeverDansky]

This is absolute gold! Particularly loved the section about Embrace and Pivot - will be testing this technique out ;)

[@thefutur]

Dansky it's very effective.

[@aurelianspodarec2629]

How did it go?

[@aurelianspodarec2629]

@rachit bhatia Even if it is, would you manipulate your client to stop walking, when you know he's going to fall off clif, or let him walk off the client anf fall? Is it good to manipulate people that have a smoking problem, porn problem etc... to not do these things anymore? They know its bad, and they don't want to do it, yet they do it. So yeah. Manipulation is good, within context.

[@phongchen9615]

@mr. penguin predator or prey 😁

[@mentorbaba1803]

I am growing with every video that I see of yours

[@thefutur]

Glad to hear.

[@RandomnessProducts]

As a 4 year old designer this is really really helpful. Thanks chris

[@peterbotond7759]

😂😂😂

[@LoktionBanger]

@@peterbotond7759 i dont think he is 4 years old, dude 😂😂😂

[@georeto]

😂

[@jerelvelarde2829]

Man, you started designing pretty young.

[@LoktionBanger]

@@jerelvelarde2829 i don't think you should be calling him a 'man' yet 😂

[@veronicaivy3671]

Fantastic. Here's what this helped me come up with: ‘You don’t know enough about ____.’ You’re right. But I’m an experienced, professional researcher. I will do that research quickly, learn the tools I need, and complete your project. I’m a professional at skill-acquisition.

[@Collin1215]

skills I've acquired over a very long career, skills that make me a nightmare for people like you

[@faithnomore101]

@@Collin1215 i think time is not a factor. is saw many people with 15 + years of "experience". some looked like a beginner because they did only work as usual, hide behind good people, had no work ethic and broke under stress. time is only valuable if you had use it to get better every day.

[@cozmicsev.3479]

Summary: 1) "You are too expensive". You respond: "I'm not sure you can afford us" Now you take control and make them to convince you. You have nothing to lose because they already think you are too expensive. 2) "You don't have enough experience". You respond: " No experience=fresh ideas". My 2cents: If they tell you that you are too expensive I would ask them if they are seeking value or low price. They will always say value but bring an objection of cost so I would tell them that the ROI of not risking with a lower cost option is bigger and potentially saving them money.

[@travishaggerty1430]

The key here that you are missing is that You say "I'm not sure you can afford us" before they have a chance to say "You're too expensive" that way it brings the concern right out into the open and then can dive into the underlying issues.

[@Culture_Conservationist]

Thanks Chris, This is probably one of the most useful videos of yours I've come across. Several of these tactics I've used but there was definitely more for me to learn and apply so I really appreciate it. I think a lot of us can be so desperate to get the $$ and work, that it comes across in our pitch and we'll almost do or say anything to land the job. That works against us in the long runs because we land clients who aren't a good match or want to micromanage and push every pixel themselves. I think not only will these techniques aid in securing the job, but they also help to have the client build confidence in you right out the gate, so they trust your decision making and give you more freedom (aka don't micromanage). So I think this is a great way to set up a client-firm/designer relationship as well as land the job.

[@YannBula]

I use this not as a designer, but as a music producer, and it's helped me move my goal post so much higher!

[@adityagolechha5108]

Guys, keep on providing exceptional value! I love that you guys talk straight from personal experience! Real Challenges and real struggles!

[@thefutur]

+aditya golechha We got to keep it real right?

[@Phoe]

I have been using youtube for such a long time. I just dont know why I didn't find this channel till now. Great content and super helpful towards new designers. Thanks a lot for these videos

[@thefutur]

mursalat thank you. We've been flying under the radar.

[@jameswaters3599]

I've watched this episode many times. It never gets old and is always relevant.

[@lovesamuraisaturn]

Thank you for sharing! There were quite a few moments during engagement I felt as if I were sitting right there in the auditorium participating with the group and taking notes. Looking forward to the rest of your videos. Very insightful information!

[@fuupuppy]

As a creative I feel these skills are required learning so we'll be equipped with a gun on a gun fight, not a swiss blade. Much thanks to Chris and team for this - been searching so long for this type of content!

[@bobbykay485]

I’d offer another path for “You don’t have enough experience”, and one that’s in line with finding the hole in their logic. And I think Chris would support this since it uses questions to get them to find that hole themselves: “You're right, we have less experience than [XYZ Company]. So, is experience your key criteria for making the decision on who will solve this problem for you? So would you say you value the quantity of work in a portfolio/resume more than the quality of it?" Once they admit quality is more important, experience becomes irrelevant.

[@litdav]

This is textbook sales, I like it.

[@MoeJoeInDaMorning]

Yea but in that case, we’re taking for granted the fact that you have “said amazing portfolio” which a lot of people done.

[@bobbykay485]

@@MoeJoeInDaMorning true. but if you don't have experience or the ability to demonstrate quality work (even if amateur), you prob have work to do before trying to sell yourself at all.

[@Jnept5]

Thank You Chris, great presentation! The Embrace + pivot approach is spot on. I will definitely implement it moving forward when I'm dealing with clients. Interestingly enough, this approach will work in so many other aspects of life! Good stuff

[@ChrisDo]

Let me know how it goes.

[@lorenzonf91]

Hi, if someone has an idea about how to deal with this objection it would be greatly appreciated : As a web designer there is one objection Im really struggling with : We dont need to change. Its okay the way it is. Our website isnt the main source of leads anyway. We are talking here about websites that look like they where made in 1993. My answer : I totally understand that, but we have had a lot of clients with the same concern and we have still been able to improve their internet pressence enormously. Positioning and design have a big influence on the conversion of clients.

[@lucidheightsfilm]

Been absolutely devouring your content every day since I discovered your channel about a week ago. So grateful to have come across this channel. Thanks Chris, hope to meet you one day.

[@thefutur]

See you in the real world.

[@lucidheightsfilm]

@@thefutur Bet.

[@RafaelPotenzabr]

I've had a 7 months (it's for real) negotiation with the biggest company of its sector (in Brazil). After 7 months of presentations and maybe about 30 meetings we are not getting feedback of them anymore and I can see some work they are doing with a way bigger agency right now. The work is really deficient (sorry for being honest) and I know we would be making it way better. They would be our biggest client and I assure we would "take care" better than a big agency does, this is a great advantage of having a small agency with a big company, they would not be "the other one". Think like I have said for this client (ex-prospect-client) some things you just go through but wish I could have had this presentation before my first meeting with them. Thanks for sharing and congrats for your work.

[@thefutur]

better luck next time. sometimes, no matter how good you are, the outcome isn't what you want. chin up.

[@bryaneekelder8267]

This video needs more exposure:) Found it in the commentsection on one of the posts on the Futur page, this is a gem!

[@georeto]

Wow man, this is priceless. With every video I watch my confidence is growing more and more. THANK YOU!!!

[@thefutur]

Awesome!!

[@dwiz_9336]

Oh man the experience one got me the best! If you haven't gotten a job yet---YOU need to learn this objections before pursuing any sort of job in whatever field you are doing

[@jadhavparth]

Once I got client from instagram, He wanted a logo. We had a meeting, he asked about my experience. I said 1 year. He was like, you don't have much. Then I said him, Are you going to use the logo for your company or my experience ? And the logo which I've made are good that's the reason we are conducting this meeting. I got the client 😎

[@LeafarMind]

Embrace and pivot... Gold, pure gold. Thanks. I'm going to start practicing.

[@TimConley]

At 37:53, You Don't Have Enough Experience. My advice for students is to tout your training. Use what Chris said about not being a "pretty maker" and tell the client that you've been trained to solve business problems and not just make something look pretty.

[@marinalongo2023]

Chris, you rock! I love the way you know your stuff and know how to share it. Brilliant

[@thefutur]

thanks Marina!

[@BigC83Z]

Hey, Chris Do! As a Designer Fetus. I am still in the womb but I feel, with the techniques I learned here, once I get out into the world I'ma kill it. Thanks!

[@thefutur]

You're very welcome. now go crush it.

[@TrvisXXIII]

You guys are ahead of the curve! Great topic

[@thefutur]

Thanks bud.

[@Jonesrful]

Been going back in the archives. This one came up and can't believe I haven't discovered this yet. Definitely need to digest this one.

[@thefutur]

there's gold in there.

[@mitkomi]

Thanks Chris, this is priceless.. someday when I can afford it, will come to your training session, or will get a consultancy from you, just to give back to what you are sharing with the people at no cost now :)

[@noahcalebwoodland]

I and many others have said the same. The man (AND HIS TEAM!) is truly a gem.

[@Ankz92]

Brilliant stuff guys. I am a marketer with an interest in design starting out with building a UX and Branding agency, and your content is gold to me!!

[@thefutur]

Ankit Kejriwal glad to hear.

[@liammooney9067]

“You’re too expensive” “Compared to what?”

[@AmanBansil]

I’m not an art pro But I am an IT professional. When my manager asked me about compensation and when I quoted a high figure I had to justify that with a “work ethic “ defense I literally told him that there is a reason why a Ferrari costs a certain amount versus a Honda. When matters of performance are concerned, you want a Ferrari. It worked. I had to get creative about the compensation and include higher PTO accrual’s but we got there. Of course, it helps that I actually do execute faster at work and I am able to close projects quickly without wasting time. Something that many others in the team can’t do. Because they don’t know how to control work volume coming to them and they don’t know how to manage time well.

[@Antank8]

37:21 summarized, and mainly you confirm what they believe, pivot and redirect

[@AlexanderEdi]

absolutely amazing! I am in music business, not knowing much about graphic design, but want to know more how to do branding. But I am hooked to your contents! I certainly can see that this principle can make me get way ahead of the curve regardless of the area of ​​businesses.. Thank you so much! Much love from Indonesia

[@winstonsmith6204]

ON POINT!!!!! Chris you are the man!!!!

[@TheArtificerium]

Fantastic episode, great comments from the students!

[@thefutur]

+Gary Hartmann They were hilarious. And then there was Nick who is really sharp!

[@unpopularopinions5188]

As a Fetus Designer still in the Womb, I find this Very Helpful! thanks Chris!

[@shubhamsinghdhanda7023]

I wish I was the only one watching your videos! damn you are a gold mine... the topics you raise are very common.. but the solutions you give are gold

[@thefutur]

Sharing is caring.

[@rajatkharkwal4668]

loved this video. so informative. learned a lot today. Thanks, Chris. Just wanna point out a typo. 18:44 spelling of "because". It hurts

[@intcomaz]

Real story. Case and point. I was hired by this project manager to design some t-shirts and some company flyers for a conference. And with me, she spent more than the budget allotted to her. The design campaign was a success. But later I found that she got fired for over spending.

[@tGxChief1]

intcomaz not your fault my dude. You did great.

[@moongarita]

This talk is bloody excellent. I just wanted to mention, the slide design is amazing. So simple, so clean. Could you speak on how you design presentations, both for public speaking and pitch decks?

[@thefutur]

yes. in good time. i will do that.

[@AlexMcDaniels]

Just Can't Thank you guys enough for what you guys do. Thank you so much! God bless

[@thefutur]

Thank you

[@harshitbhalla1178]

Dang, That was precious. Never thought I could get this info for free.

[@BenGKaiser]

Dang, this is Gold!

[@brightbase5955]

My design business teacher took offence to the "I have fresh ideas" reply when she asked us how we would respond to a client who says you don't have enough experience. She stated that it's not a good answer since it implies that her ideas are stale lol.

[@thefutur]

: ) here's an alternative response: what i lack in experience, i make up for in passion. i know what i know, and i know what i don't know, so i can promise you, i'll work twice as hard as an "experienced" person just to earn your trust but let me ask you this question. if working with experienced people has worked, why are we talking? are you getting the results that you want? all i can do, is to provide you with new ideas and methods.

[@hellomichellen]

Fantastic talk! Thank you so much for sharing your knowledge and experience with us. p.s. I'm sure all of us watching think you have a nice smile :)

[@ChrisDo]

+Michelle Ng Ha. Thanks Michelle. I'll try to smile more often.

[@blueberryblablabla86]

Great talk Chris! I think this whole talk was essentially about understanding people, motives and lateral thinking skills. Though I don't fully agree with the method from Thank you for Smoking because It's a smoke screen (heh). When someone would pull that tactic against me I'd have no problem pulling them back to the essence of the subject, they can tread that semantic minefield by themselves. Lots of food for thought! Thank you for this top tier content Chris.

[@thefutur]

+Blueberrybla right. TYFS, was a dramatization of how lobbyist embrace & pivot. But it does illustrate a point about how digging in only hurts your cause. Thank you for watching and commenting and surfacing that point.

[@linabeckman2174]

Love this video! So fun to see others reflect over these objections and it's so fun when you ask questions and someone says the exact same thing that pops up in my mind, and then get some "confirmation" or whatever that it's a good way to think. The only thing I'm having problems with is to hear the audience sometimes, it would be great if you could add more subtitles!

[@thefutur]

impromptu shooting session. when we don't shoot these, people complain. then when we shoot them, they complain about audio. i know it's not ideal. we can add subtitles but we are a team of 3 full time staff.

[@rob.d6603]

Hey guys, there is a spelling mistake @18.41, no criticism - just observation

[@GiovannaAguilar]

This is great information for all media pros working as consultants, independent contractors or freelancers.

[@thefutur]

Thank you.

[@virginiavcr]

Watching you from Nicaragua since 2016 and still going back to see the old as well as the new content. Thank you for teaching us such valuable lessons. 🙏 You are my inspiration mae! ;). (Btw, "mae" in Nicaragua and El Salvador means "dude" or "bro) 😁

[@learn2085]

Your videos have been helping me learn more about all facets of life, so thank you sooo much. :)

[@thefutur]

You’re very welcome

[@rashiagrawal5936]

Absolutely brilliant video! Definitely going to try out the Embrace and Pivot technique :)

[@thefutur]

you'll be amazed by the results.

[@osiris0408]

Utter gold. Thank you @thefutur!

[@CharlieAquino]

That you so much Chris for this great video. I really love all the videos you produce. I really keeps me inspired.

[@thefutur]

you're welcome

[@Michael-z5g2p]

Finally... after being distracted in three different ways. First, antiquated art school education (1984 Tyler School of Art) focused on pretty-making. Then starting in 2007, UX school pitches saying their field is where the creative money is, but it seems the schools have shown up as a phalanx of time consuming and expensive gatekeepers, when in the end the UX strategy and the portfolio (like the GRFX strategy and the GRFX portfolio as spoken here) are the most important tools to win a job or project. So to increase your business and beneficial impact on humanity I say go find all those designers that retreated into UX after the 2008 crash because UX schools and human resources gatekeepers tricked them into spending a lot of money and going into a career that paid well but might not be as fulfilling.

[@gabrieltrifa3434]

Amazing talk, Chris! Thank you!

[@thefutur]

You’re very welcome

[@victorwestmann]

Books to read to know more are in 40:11 💓

[@gabyu]

There are so many tactics I've applied in my career naturally and it's a great to have it all in a single package.

[@thefutur]

that's what we are here for.

[@girldy]

I needed this, thank you Chris !

[@thefutur]

You’re very welcome.

[@mianala]

They have MBAs PHDs and other acronyms you don't know about 😂 Love it.

[@themichellehuang]

love this! so funny but informative at the same time😆

[@antarbo5060]

Thank you so much , this presentation was awsome , so helpful and full of rich information that I'm gonna start using from today. Thank you again, you are the best .

[@BazilRaubach]

utterly superb presentation Thank you B

[@StephenLee529]

That was value packed. Awesome presentation Chris. Thanks for the book list, I plan on reading as many as I can get through in 2016.

[@thefutur]

Do it and let me know when you're done reading Stephen.

[@StephenLee529]

Will Do...No pun intended...lol

[@thefutur]

+Stephen Lee ;)

[@_tommykuo]

Another great video, Thank you!

[@thefutur]

+Tommy Kuo Thank you Tommy. Glad you liked it. Do you feel that you can use some of this information the next time someone throws an objection at you?

[@_tommykuo]

+The Skool Network For sure, I can use a lot of the suggestions given by Chris and the students!

[@splashboarddesignco.7268]

Fantastic information! Watched 3 times!

[@thefutur]

Splashboard Design Co. come to the workshop sometime.

[@splashboarddesignco.7268]

I will be sure to do that.

[@WilliamWeekesJr]

WOW, this is still valid information. Thanks Chris.

[@ajjames9065]

Such great content here. Thank you!

[@TC-hf8hg]

Excellent content, as always super insightful. It got me thinking about the client's reasons behind asking those 3 questions and of course, the how to answer parts were great. I will be using this approach from now on. Thanks for sharing!

[@thefutur]

if you want a deeper dive, consider the selling strategy kit that we offer. but for now, you should be able to level up your sales game.

[@TC-hf8hg]

Absolutely, I just need to get more clients first :)

[@garryooi3913]

Raise the objection. Let them do the talk.

[@caspermaster-com]

38:10 "you will forget more than we can learn" What does this mean?

[@SyamAraragi]

i wish i found this channel sooner

[@jeremiahjimena1432]

Woah, thanks for sharing I learned a lot from you.

[@thefutur]

My pleasure!

[@leohagan]

What about saying, ‘the collaborative process and my ability to interpret your business’ needs is why I’m the right choice, my understanding grows quickly and exponentially and uses logical intelligence combined with life experience to devise the right mix specifically for your industry.’...?

[@jaikumarsivalingam]

Thanks, Chris!

[@xWatermelonsx]

God damnnnnnn, Chris you are so good! I am enjoying these talks so much!

[@thefutur]

thanks!

[@SevalBiyan]

Love it thank you! Chris use a spellchecker lol... becuase is spelt because... likley is spelt likely. ;)

[@rizqhp]

it's 2017 and i still jump back to this video. Really helping in clien negotiations. Thinking to purchase one of thefutur kits but i have question. Is the kits content will be updated for free if i already purchase it?

[@thefutur]

yes. for sure.

[@ericlewithonee]

Oh man, I really wanted to hear the story at the end

[@tfk884]

i have to ask. was this at artcenter la times auditorium? I swear to god it is cuz i literally go there everyday for lecture classes.

[@thefutur]

Xaqq DeRipper yes. Good eye. It was for Terry Stones class.

[@CMdotPMdesign]

Thank you for smoking! Saw it the first time in 2009, love it! Here is one of those movies you just saw because someone told u to.

[@thefutur]

then there's the broader implications of how to overcome an objection or win an argument.

[@CMdotPMdesign]

Yeah, and this video is very helpful. It has more than 1 year already, and just this views? how? U really beyond your time, I believe that u didn't grow as much because this will be the kind of format at the futur'e of youtube.

[@CMdotPMdesign]

Some issues that I add... If it helps. I didn't saw more videos because I spent too much time looking for parts 2, for some reason youtube doesn't suggest the continuation of the same video titles with different parts in your channel. And I didn't catch more friends to see you because your videos are long and they postpone the view. I don't know if you know "the school of life"! It would be awesome to see some short content like that from you! Hope, my comment help in some way, I want you to grow huge! Thank u.

[@NevRS32]

I´ve been catching up on your videos, but since I am a solopreneur, trying to onboard some new clients, and struggling to sort the whole design business thing out, I just cannot watch anything else! I have tried the embrace & pivot and failed miserably but hey... You don´t get any experience by sitting in the chair watching amazing videos...!

[@thefutur]

Come to one of our workshops. You could just need some finer points.

[@NevRS32]

I´d love to, but being a broke designer from São Paulo Brazil makes it a bit hard to make it true. Unfortunately, KZbin will have to do it for now. Thank you anyway! Your videos really are changing my life for the better!

[@simonchernishoff8311]

The Futur Wait you guys have work shops that people can come to?

[@ShadowHai]

Brilliant and insightful content. Watching your videos is an interesting way to spend New Year's Eve but you guys have really inspired me and I'm very hopeful and excited for 2017. Ordering some of those recommended books for some more insight. Keep up the great content; can't wait to see what you do in 2017.

[@thefutur]

Jude Surin thanks. Use our affiliate code. Please.

[@shannonessers1723]

Was looking forward to that story you wanted off tape!

[@thefutur]

You have to be there sometimes.

[@shannonessers1723]

@@thefutur I'm all the way in South Africa. Maybe one day though...

[@MarcosRochaTV]

So Cool to hear this talk. I learned a lot!

[@thefutur]

welcome to the party.

[@TheMagicSauce]

Very cool. I’m so good at some of these and so terrible at others.

[@aaaa9r]

God, this is a great piece of information. I love you guys.

[@naxwit]

Great talk, a lot of useful things. What is that story he told off tape though??? I like stories!

[@komalupadhya4551]

tysm for uploading this

[@thefutur]

You’re very welcome

[@esjsung8713]

damn! I was so curious to hear the ending..

[@PswACC]

Thanks for sharing this information.

[@keanemaraquin6912]

excellent talk, thanks for sharing

[@ibrahimal-khalaf8008]

amazing! thanks so much for sharing this!

[@jmiscischia]

This is Judo and this is Teddy Rinner the best judokat on earth :)