Bob Bly Direct Response Copywriter Official Banner

Overcoming Objections

September 24th, 2009 by Bob Bly

A skeptical reader of my e-newsletter recently wrote the following in response to an e-mail I sent him promoting one of my products on starting an Internet business:

“Would any of your how-to information work? We tried different marketing programs and there was very little change.”

How did I handle this objection?

I sent him a 5-word e-mail in response.

It said: “Here’s what my customers say:”

Underneath was a hyperlink to my product testimonial page.

Would you have responded differently — or with a longer e-mail reply?


This entry was posted on Thursday, September 24th, 2009 at 9:46 am and is filed under General. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

64 responses about “Overcoming Objections”

  1. Lou Wasser said:

    It depends on the prospect. Testimonials satisfy some. Others are tougher. Their thinking is you certainly wouldn’t refer them to someone who was going to say (write) something negative about your product.

    In the long period of over twenty years in the face-to-face sales trenches, the following strategy has worked well for me.

    Show compassion for your client. Then treat the objection as a straight-up request for additional information.

    Here’s how this kind of scenario might play out(in person or in an exchange of emails):

    “Mr. Buyer. I can certainly understand how you feel. That has to be tremendously frustrating — going from one vendor to the other for the right answer, only to discover, after spending so much time, that than when you started.”


    “What specific things do you need to know about my guide on starting an Internet business that would set it apart from the other guides and persuade you that your money would be well invested?”

    The advantage of this technique is that it gives you access to the prospect’s thought process and compassionately puts the onus on her for getting back to you.

  2. Lou Wasser said:

    Whoops!! Last sentence in my fifth paragraph down should have finished with the words “that you were no better off than when you started.”


  3. Joel Heffner said:

    Bob, Are testimonials better than your money back guarantee?

  4. Chris Greaves said:

    The link is good.
    I’d preface it with a precis of what’s on that page; enough for the user to read in five seconds, a teaser, a reason to click on the link.
    Without the precis (which means you have invested at least enough of your time to copy-and-paste), the curt response seems to read “I can’t be bothered responding; take this and read it”.
    P.S. I don’t think that’s your style at all, but we run the risk of APPEARING that way to the disgruntled client.

  5. Bob Bly said:

    Chris: I understand your point, but I feel differently. I feel my response says: “It doesn’t matter what I say — what counts is what my customers say. And here it is….”

  6. Overcoming Objections - blog - direct marketing blog « Marketing Direct said:

    […] R­ead­ t­h­e o­r­iginal­ h­er­e: Ove­rcom­in­g Obje­ct­ion­s – bl­­ bl­og – bl&#173… […]

  7. Kamil said:

    Send me his blog I will persuade him/her:)

  8. Greg said:

    Curious! Which particular product were you promoting? I looked at some of your product sites, and the one I thought would fit was under construction.

    A little off topic. I recently bought a book on landing pages, and it was horrible. It was written by a non English speaker and was very repetitive, giving the same advice over and over again.

  9. Kelja said:

    You said it better when you explained what your original 5 word response meant:

    “I feel my response says: “It doesn’t matter what I say — what counts is what my customers say. And here it is….”

    I think that comment would have been a stronger response to the objection.

  10. kissanime said:

    I am so pleased to get this article and nice information post

  11. Independence Day India Quotes said:

    Thanks for this wonderful information. You posts are really nice and interesting. Writing style is also very amazing

  12. BK Experience said:

    The toughest aspect of any sales position is overcoming a buyer’s objections. Your goal is to have a convincing response to these roadblocks standing between you and that coveted sale. As many experienced sales people know, most all sales calls are met with at least one objection.

  13. caia domino said:

    You should always overcome the objections that you might face in your life. There will be ups and downs that you have to face and work hard in order to get success in your life. You have to show your courage and face the consequences and strive hard for success.

  14. essays agency said:

    They rounded out their comparing desk work, held up the trial time frame until they were permitted to this land. Gracious, and they additionally had enough cash, instruction and held legitimate exchanges before they were permitted through traditions. What’s more, no, the primary pilgrims did not start the grapple child precept. Also, they were such diligent employees that they didn’t have to fall back on owning slaves whom would do the hard work, while the experts and teaching materials of other people groups’ extremely difficult work.

  15. Rohaan said:

    This Is Really Great Work. Thank You For Sharing Such A Good And Useful Information Here In The Blog buy slipcovers in Canada

  16. william vriley said:

    The internet is excessive equalizer. In business precisely, it has flattened the live field. Anyone can start a profitable online business anyone with a laptop that is. I am an Essay writer’s expertise in smart essay writing service if you have any questions contact me.

  17. Harry JACKSON said:

    Best Essay Writing Services UK ensures that the entirety of our coursework assignments will be kept in touch with the highest caliber. They are on the whole uniquely kept in touch with your necessities – you will never be given an example paper as your coursework, and your coursework will never be freely shown on or off our site.

  18. gradesfixer said:

    The gradesfixer amazingly has good customer service and very talented writers. If there are issues with your order they will make it right, unlike some unscrupulous outfits. Most of the writers are true wordsmiths and write with great strength and imagery; all talk American English as their first language, and as a result there are no choppy, nonsensical submissions.

  19. MyBKExperience said:

    After providing the MyBKExperience , you will always stand a chance to win a free whopper sandwich or chicken sandwich. You can enjoy it while your next visit to any outlet of Burger King. MyBKExperience

  20. Ryan B Abraham said:

    I am so happy to read this article. I like your way of presentation and keep sharing this kind of information like this. garage door replacement panels I am eagerly waiting for more updates. Thank you so much for sharing valuable information for us.

  21. AppDevelopersIndia said:

    Thanks for sharing amazing engaging information. This has certainly added value to my knowledge. Please keep sharing such information in future as well.
    Android app development

  22. apurvabajaj said:

    I always read such kind of article and this was one of them thanks for sharing this brilliant article.
    Escorts Service in Mumbai

  23. under208 said:

    Back Yard Burgers Survey: Hey guys what are you searching for here? If you are looking for a Back Yard Burgers Customer Satisfaction Survey then you have arrived at perfect post.

  24. Hyamstech said:

    bbnaija application form 2020/2021

  25. Rohit Rathore said:

    I think email marketing attract lots of traffic.

  26. paraphrase Generator said:

    BEst paraphrase Generator for you. paraphrase Generator best online.

  27. said:

    Mobile price in Paksitan online at
    What mobile prices online.

  28. Ryan B Abraham said:

    Wow. Nice to see this post here. In this post, the author shares some more information about the E-newsletter. I like your way of presentation, and it gave me more information regarding this topic. Can you please share it in detail? I am eagerly waiting for more updates. Loans for Gas Stations

  29. Nature's Bounty Pakistan said:

    You can buy every health products at the lowest prices in Pakistan.

  30. Gale J Decker said:

    Good article. Are you having trouble generating random addresses? So you read the best article related to this topic Best Random Address Generator Tools in 2020 .

  31. Ali & associates said:

    Good article. Are you having trouble genera court marriage in pakistan

  32. court marriage said:

    aaa athanks divorce lawyer in pakistan

  33. nikah service said:

    s ss s sadsa d as a aaa
    divorce procedure for overseas pakistani

  34. civil lawyer said:

    asd sa d sad divorce lawyer in faisalabad

  35. lahore said:

    asd asd sa d sad online nikah service

  36. Maria R Jones said:

    Many people will get many benefits by reading this type of information. Thanks for this and also found that some people have a problem to find Where is the Microphone on a MacBook Pro? So please check it out once. After reading this you will get your solution

  37. One Dasty said:

    Bringing home a new puppy is a wonderful experience involving the whole family, which is why we begin training early to ease the transition to their new home and family. Owning a it less stressful. To provide a completely different environment for our puppies, we thoroughly researched and make sure this puppies will only go to respectable families

  38. robert said:

  39. Fotograf produktowy Wroc?aw said:

    Very helpful site for product photography

  40. Bridgette Rossi said:

    Thanks for sharing information on this upload. How did you get this information? Your website is very well designed, and I have read a few articles on it. I appreciate your efforts and encourage you to continue. You may be interested in a recent article Spacebar Test. Learn more about microphones here when you get started. See the article Spacebar Clicker to learn more.

  41. Beverly Gilroy said:

    These are the most impressive blogs I have ever seen. You provide such important information in your article. This is my latest post on Pass a Typing Test. Please read the article and have a good reading experience.

  42. Nelson said:

    Esta publicación contiene información realmente útil. Tu información es muy útil. Gracias. Esta información es muy útil. Muchas gracias. Para obtener más información, lea la publicación. GANE ROBUX GRATIS LEGALMENTE 2021.

  43. GoDaddy Email Login said:

    This is a appropriate weblog for everyone who is would like to find out about this topic. You already know much its virtually hard to argue to you (not that I really would want…HaHa). You actually put a whole new spin with a topic thats been revealed for decades. Great stuff, just excellent! GoDaddy Email Login

  44. thc vape discreet shipping said:

    Took me time to read all the comments, but I really enjoyed the article. It proved to be Very helpful to me and I am sure to all the commenters here! It’s always nice when you can not only be informed, but also entertained! thc vape discreet shipping

  45. seo person said:

    Good stuff here, but i noticed that several of your links are broken. thanks for the content anyway! Nashville Handyman

  46. seo person said:

    Good stuff here, but i noticed that several of your links are broken. thanks for the content anyway! Nocturnal Omissions Clothing

  47. ???????? ?????? said:

    very nice post, i definitely really like this site, persist in it ???????? ??????

  48. Grace Walker said:

    Este também é um post muito bom que eu realmente gostei de ler. Não é todo dia que tenho a possibilidade de ver algo assim. Por favor, leia e compartilhe um comentário. fonte de letra extravagante

  49. business jets said:

    There are a few fascinating points in time on this page but I don’t know if these center to heart. There’s some validity but I am going to take hold opinion until I check into it further. Excellent article , thanks and we want much more! Included with FeedBurner likewise business jets

  50. kup HUAWEI ax3 dual core said:

    Wow I just adore her! She is so darn beautiful as well as a really good actor. I don’t think the show V is all that good, however I watch it anyway just so I can see her beautiful face. And I don’t know if you’ve ever seen her do an interview but she is also rather funny and it all seems to come so natural for her. I personally never even heard of her before The V, now I’ll watch anything she’s on. kup HUAWEI ax3 dual core

  51. HUAWEI E5576 320 cena said:

    This will be a terrific blog, would you be involved in doing an interview about how you designed it? If so e-mail me! HUAWEI E5576 320 cena

  52. Pecorello said:

    Some genuinely interesting information, well written and broadly speaking user friendly . Pecorello

  53. online dispensary said:

    I discovered your blog post website on google and appearance a couple of your early posts. Preserve on the very good operate. I merely extra your RSS feed to my MSN News Reader. Looking for forward to reading far more within you down the line!… online dispensary

  54. dermal filler  said:

    There are extremely a great deal of details like that to consider. Which is a wonderful point out raise up. I provide you with the thoughts above as general inspiration but clearly there are actually questions such as one you retrieve the place that the most important factor might be in honest good faith. I don?t know if guidelines have emerged around such things as that, but I know that the job is clearly labeled as a good game. Both kids notice the impact of merely a moment’s pleasure, for the remainder of their lives. dermal filler

  55. seo person said:

    Good stuff here, but i noticed that several of your links are broken. thanks for the content anyway! Facebook new steps towards building metaverse

  56. ????? said:

    my sister has a dancewear that is full of glitter, it looks cheeky but nice-

  57. Haneen said:

    Thanks a lot for this article!

  58. Amanda said:

    The article I saw was interesting because of the introduction. As I was looking forward to seeing the count of upcoming posts, showing your plan to continue sharing such great stuff, I’m glad to see you. Visit my latest post on Spacebar Remote Control Game Unblocked. It will be a pleasure to visit Thanks for your concern.

  59. PTV Journey planner said:

    PTV Journey planner provides detailed public transport information and maps right across Victoria.

  60. ELC UGA said:

    eLC at UGA is basically an online learning management system. It is called eLearning Commons (eLC).

  61. jackseo said:

    Yes i am totally agreed with this article and i just want say that this article is very nice and very informative article.I will make sure to be reading your blog more. You made a good point but I can’t help but wonder, what about the other side? !!!!!!Thanks Video

  62. Lyrics said:

    my sister has a dancewear that is full of glitter, it looks cheeky but nice-

  63. seo person said:

    Good stuff here, but i noticed that several of your links are broken. thanks for the content anyway! aquarium Barcelona

  64. CPS Test Kohi said:

    Thank you so much for sharing your post on Yahoo! I enjoyed reading it. It is very informative. Click here and read this blog about CPS Test Kohi Here you can test your kohi click speed as well as play games in it with your friends.

Leave a Reply