It’s Wednesday night, the vibe is beginning to pick up at your club. You saunter over to a well dressed customer who has all the classic signs of money. He not only verbally welcomes you, but his body language relaxes as you slink into his lap.
The conversation is light, fun, and flirty. You can tell he’s enjoying your attention…and you don’t mind hanging out with him either. It seems like the PERFECT opportunity to present the VIP sale…until he shrugs his shoulders and says,”Oooh, I don’t know….I don’t think so…how about a dance right here”
Your Response To This Objection is the Difference Between $20 and $500.
What do YOU do? Do you get up without anymore conversation and give him the $20 dance? Or do you explore his objections?
Think about it this way…objections are a requirement to a successful VIP sale. In fact, without them, you’re likely not challenging him, and most men LOVE a challenge. Going through his objections can help you figure out if he’s REALLY a VIP customer, or just a timewaster.
So, in order to turn an objection into a yes, we need to understand the eight basic objections you might be facing. Review them. Know them. Understanding them will help you get one step closer to where you need to be – whether it’s to the VIP room with this guy or investing your time elsewhere.
The objections
- Lack of perceived value in VIP
- Lack of perceived urgency in going to VIP now
- Perception that another dancer might be better
- Internal issues between the group (usually one or two guys don’t want to go)
- Lack of funds to purchase VIP
- Personal issue with the decision maker (if it’s a couple…the woman is the decision maker)
- Initiative with a competitor
- Perception that “it’s safer to do nothing”
Right now, formulate positive responses to these and any of the other objections you hear. The way you respond to his objections will either make or break your night.
What makes the best response to an objection?
Be sure your responses show an appreciation for the objection in a way that validates his concerns, and then address the issue very directly. Any response that could be misinterpreted as defensive, evasive, manipulative or sarcastic should be eliminated. Leave the cute one-liners to your competition: they are selling $20 dances…you are asking for an hourly rate higher than what many doctors/lawyers charge.
Here are a few examples for the “price is too high” objection.
“That’s a valid issue, Larry. You’re not the only one who had those same concerns at the beginning. Let me show you how luxurious the VIP room is and how it can accommodate us better than out here.”
“I understand your price concern, Bob. In fact, I’m sure several others in the room have similar thoughts. Initially, the price can seem high but if you were to pay me $20 for every 3 minute song we hang out…that would cost even MORE”
“Yes it does seem a bit high initially. When you look at the complete value of it over just sitting out here, I think you’ll feel much more comfortable with the added cost.”
Remember… practicing in front of the mirror will help your delivery become more natural and confident, which will give the customer more confidence in you.
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You talk a lot about VIPs but what about the clubs where you make 90% of your money in table dances and the stage? Could you give advice for these?
Good Question Erin!
At most clubs where the money is made on stage…you rarely see a guy tipping a girl onstage whom he has never met. By this, I mean that even if you aren’t do lapdances and VIP rooms…you still have to entertain him during the time between your stage sets. Essentially you are doing a VIP hour or two, just sitting on the main floor area instead of in private. When he makes it rain on you, it’s really just payback the time invested.
So when a customer says no, then you ask “why don’t you wanna go?” Is there a clever way to transition into the reason why besides just asking why?
It depends on the situation, there is no one right way and one wrong way to do things. If he’s a stodgy Green…I’d let it go. If he’s a fun Blue, you can always tease him “Oh cmon…you know you want to”