How to Overcome the "Money" Objection
[How to] handle the "money" objection
Most photo booth owners can't close deals on the phone because they end with a weak close. You pitch, the prospect hesitates, you start fumbling with discounts or “just send a proposal” email. Then you get ghosted.
How to fix it: the "money aside" question
Right after you finish presenting your package and you face an objections, ask:
"Money aside, do you feel like this is EXACTLY what you need?"
Then, shut up.
Why this works:
1 It forces commitment. If they say “no,” they show their real objection. (you can't handle the objection unless you know what the real objection is). If they say “yes,” you move straight to closing.
2 It eliminates sales pressure. Instead of pushing, you’re letting the prospect come to their own conclusion.
3 It makes rejection awkward. If they just admitted your photo booth service is exactly what they need, what reason do they have to say no?
Pro Tip: to uncover their budget use the "Double Tie-Down" - if the prospect confirms the only problem is the price, then say "No problem. So, if this was within your budget then you'll be moving forward with us today? So, how much have you allotted to create the perfect..."
Deploy & enjoy.
Want more bookings for your photo booth business?
We just opened spots for a few people that want to scale their photo booth business (we turn a good portion of people away if not a good fit).
Close more deals,
Svet | Co-Founder (Photo Booth Masters)
P.S.S. you serving a cake to your latest customer after they tried not to pay on the phone
