Once you’ve uncovered those qualified objections from the Explorers, make sure your website addresses their most significant concerns, and ensure that your product solves their problems. Blanks and Jesson argue that you have to address each objection with a counter-objection.
In other words, your approach must be tailored for every objection. For example, if your customers haven’t fully grasped the benefits of your product, then offering them a money back guarantee won’t address that problem. The only solution to that objection is to make the product’s benefits perfectly clear on your website and in your advertising.
Blanks and Jesson write, “If the visitors think the product is too expensive, then justify the price. If they don’t trust the company, then show evidence that the company is trustworthy. If visitors are going to think about it, then provide reasons to act promptly.”