{"id":6138,"date":"2016-10-12T23:36:17","date_gmt":"2016-10-12T15:36:17","guid":{"rendered":"https:\/\/www.vappingo.com\/word-blog\/?p=6138"},"modified":"2026-02-25T15:04:12","modified_gmt":"2026-02-25T15:04:12","slug":"objection-handling","status":"publish","type":"post","link":"https:\/\/www.vappingo.com\/word-blog\/objection-handling\/","title":{"rendered":"A Simple Story That Perfectly Illustrates the Importance of Objection Handling"},"content":{"rendered":"

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A Copywriter’s Guide to Objection Handling<\/h2>\n
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Donald, a farmer, needed to borrow a tractor. His own had met a rather sticky end involving an overweight cow, an over-ambitious maneuver and an oil slick, and he had a large amount of work on the farm that needed urgent attention.<\/p>\n

\u201cI know,\u201d he said. \u201cJackson, from the Windy Acres Farm, is a great guy. I\u2019ll ask him if I can borrow his tractor. I\u2019ll only need it for a few hours; I\u2019m sure he won\u2019t mind.\u201d<\/p>\n

So Donald began the 3-kilometer walk to Jackson\u2019s farm.<\/p>\n

After walking for a kilometer, he started to think about whether the tractor would be available: \u201cI hope that Jackson isn\u2019t using it today, he won\u2019t be willing to lend it to me if he needs it himself\u2026\u201d<\/p>\n

After a further kilometer, he started to worry even more: \u201cWhat happens if Jackson\u2019s tractor is worth a lot of money? He may not trust me with it, especially since I crashed my own\u2026\u201d<\/p>\n

As he neared Jackson\u2019s farm he thought some more: \u201cActually, I saw Jackson at the market last week, and he didn\u2019t acknowledge me. Maybe he doesn\u2019t like me. There\u2019s no chance he\u2019ll lend me his tractor.\u201d<\/p>\n

Finally, Donald arrived at Jackson\u2019s farm, walked up the path and rung the doorbell.<\/p>\n

\u201cWell, good morning Donald, nice to see you, what can I do for you today?\u201d asked Jackson.<\/p>\n

Donald replied, with eyes bulging, \u201cYou can take your damn tractor and drive yourself off a cliff!\u201d<\/p><\/blockquote>\n

Handling Objections<\/h3>\n

People are cynics. When it comes to sales copy and websites<\/a>, they always think the worse. They may have actively sought your services out via online searches or by asking friends for suggestions, but as soon as they start to read what you have to say, they become doubters and start to question your motivations and the accuracy and legitimacy of your claims.<\/p>\n

\u201cOh sure, they say<\/em> they can paint my house for half the price. But what will it look like when they\u2019re finished? I expect half of the paint will have chipped off by this time next year.\u201d<\/p>\n

Writing great copy entails anticipating what objections and doubts your customers may have and heading them off before they get in the way of a sale or conversion. One great way to do this is via a smart<\/a> strapline. Take weight watchers for example:<\/p>\n

\"Weight<\/a><\/p>\n

This slogan is great because it overcomes one of the most common objections potential dieters voice, fear of being hungry all the time. It is specific, punchy and straight to the point\u2014the big message here is that you can lose weight without suffering.<\/p>\n

Another great way in which your written copy can handle objections is within the headline itself. Say, for example, you run a site that advertises car sales. Many of your customers may talk themselves out of contacting you because they don\u2019t want to commit to the next step. A useful headline for your site may be:<\/p>\n

Why “Just Looking” Can Cost You Your Dream Car.<\/p><\/blockquote>\n

Copywriting Tips:<\/h3>\n