Normally, it’s the salesman’s job to overcome your objections, but as we’ve already told you, we’re not pushy. So we’ll share a few objections that we’ve heard, offer a defense, and leave it at that.
Objection #1: I can’t afford it.
Answer: As true as that may seem, whatever you’re doing now is costing you something, right? (Old bucket truck breakdowns and unreliability issues, working inefficiently off dangerous ladders, renting, subbing-out your work, or simply missing opportunities because you don’t have the equipment). Once you see the affordability of our financing options, you might be asking yourself if you can afford not to have a Van Ladder.
Objection #2: It won’t do all of my work.
Answer: You’re right—it won’t. But it will do 60% – 70% of your work more efficiently than anything else on the market. So is it better to buy a big, expensive truck that will do everything, but most of it inefficiently? Or, would it be wiser to make really great profits on most of your work and farm the rest out? (That’s assuming you don’t already have a bigger truck in your fleet, in which case, the Van Ladder doesn’t need to do all of your work.)
Objection #3: I don’t know you guys. You must not be very big.
Answer: You’re right again. We don’t have as many customers as the big guys (and by “big guys” I mean most everyone else). But if there were a way to compare our percentage of happy customers, I’m confident we’d win hands down (In fact, we’ll give you all the names you want). You see, the big guys welcome you into their institution. We welcome you into our family. There’s a difference. Our customers will be happy to tell you that because, well, they’re family.
Objection #4: I didn’t hear good things about your first models.
Answer: Twenty-three years ago, we were a well-meaning company that didn’t understand the sign industry very
well. We had some reliability and design issues, and it cost us greatly to make things right with our
customers. But as painful as that bloody nose was, it changed us in a profound way. So we wouldn’t
trade it for the world. Here’s a short video about that chapter of our history.