"Let Me Talk to My Spouse": How Christmas Light Contractors Can Handle This Common Sales Objection
As a Christmas light contractor, you’re no stranger to the infamous phrase, “Let me talk to my husband/wife.” While it may sound harmless, experienced salespeople know it’s often code for hesitation—or even a polite no. But how you handle this objection can make or break the deal.
Here’s a guide to turning “I need to talk to my spouse” into a productive conversation that increases your close rates and builds trust with potential clients.
Why This Objection Happens
- Price Concerns: Holiday lighting can be a significant investment, and clients might not feel comfortable committing without consulting their spouse.
- Decision Fatigue: Many families share decision-making, and the thought of making a high-ticket purchase solo can be overwhelming.
- Polite Rejection: In some cases, it’s a soft way to say no without confrontation.
Understanding these underlying reasons is crucial to addressing the objection effectively.
How to Respond: Strategies That Work
1. Invite Both Decision-Makers Early
If you sense hesitation, preempt the objection by involving both partners from the start:
- Example: “I’d love to make sure everyone’s on the same page. When can I meet with you and your spouse to review your options?”
This not only avoids miscommunication but also demonstrates your respect for their process.
2. Empathy and Understanding
Clients often appreciate when you acknowledge their perspective:
- Example: “I completely understand. If I were making a big decision like this, I’d want to check with my spouse too. Let’s schedule a time to follow up—does tomorrow afternoon work?”
Empathy builds trust and keeps the door open for further discussion.
3. Clarify the Real Objection
Sometimes, “talk to my spouse” masks other concerns, such as pricing or uncertainty about your service. Address it head-on:
- Example: “What specifically would you like to discuss with your spouse? I’d be happy to provide more details or answer any questions.”
This approach often reveals hidden objections you can address right away.
4. Use Humor to Disarm
A little humor can lighten the mood and keep the conversation moving:
- Example: “Good idea—let’s call them now! I’m sure they’d love to hear more about how we can make your home look amazing this holiday season.”
Humor makes you memorable and keeps the interaction friendly.
5. Follow Up Like a Pro
Persistence is key in sales, and follow-up is your secret weapon:
- Example: “I’ll follow up with you after you’ve had time to talk. Does Friday morning or afternoon work better for a quick call?”
Regular follow-up ensures you stay top-of-mind, especially as the holiday season gets busier.
What to Avoid
- Assuming It’s Over: Dismissing the objection as a no can leave money on the table.
- High-Pressure Tactics: Pushing too hard may make clients uncomfortable and less likely to choose your services.
- Ignoring Underlying Concerns: If price or trust is the issue, address it directly.
Real-Life Examples
Many seasoned contractors shared their tips for tackling this objection:
- “Encourage clients to discuss with their significant other. It builds trust, and if they like and trust you, you’ll likely get the job.”
- “Ask what they’d like to discuss with their spouse—this uncovers other objections you can address.”
- “Most of my ‘talk to my spouse’ clients say yes after follow-up. It’s all about patience.”
Why This Matters for Christmas Light Contractors
The holiday lighting business is seasonal and competitive. Losing a lead to hesitation or miscommunication can be costly. By handling this common objection with professionalism, empathy, and persistence, you can:
- Build trust with potential clients
- Address their concerns proactively
- Increase your close rates during the critical holiday season
Turning Objections Into Opportunities
“Let me talk to my spouse” doesn’t have to be the end of the conversation. With the right approach, it can be an opportunity to show your professionalism, build trust, and ultimately win the sale. By involving both decision-makers, addressing objections directly, and following up persistently, you can turn this common objection into a win-win situation for you and your clients.
This holiday season, don’t let hesitation dim your success. Use these strategies to light up your sales process—and your clients’ homes!
