"I’m concerned about hidden fees or long-term costs."

Underlying Concerns:

• The prospect is worried about hidden fees or unexpected long-term costs that could arise after committing to your platform.
• They may have had previous experiences where costs were not fully disclosed upfront, leading to unexpected charges later on.
• They want clarity and transparency to ensure that there are no financial surprises after they adopt your solution.
• The prospect is likely focused on making sure that their investment will be worthwhile in the long run, without facing additional costs that could affect their budget or ROI.

How to Tackle the Objection:

1. Acknowledge their concern: Validate their worry about hidden fees and emphasize that this is a legitimate concern, especially when dealing with financial platforms.
2. Reassure with transparency: Emphasize that your company prides itself on complete transparency, laying out all costs upfront, with no hidden fees or charges down the road.
3. Offer a pricing breakdown: Offer to send them a detailed breakdown of costs based on their specific needs, ensuring they have a clear view of what everything will cost, both upfront and long-term.
4. Keep the conversation open: Invite the prospect to review the breakdown and follow up with any further questions, positioning yourself as a partner committed to clarity and trust.

Sample Script (Detailed and Simple Language):

Prospect: "I’m concerned about hidden fees or long-term costs."

You: "I totally get that, [Prospect’s Name]. Nobody likes surprises, especially when it comes to money."

• "One thing we focus on is complete transparency—we make sure to lay out all the costs upfront, so there are no hidden fees or unexpected charges down the road. You’ll always know exactly what you’re paying for."

• "In fact, I’d be happy to send you a detailed breakdown of what everything would cost based on your specific needs. This way, you can review it and feel confident that there won’t be any surprises later."

• "Would that help clarify things for you?"

Probing Questions to Engage the Prospect:

• "Have you had experiences in the past with platforms that surprised you with hidden fees? I’d love to know what specifically concerned you."
• "Would seeing a detailed pricing breakdown for both upfront costs and long-term expenses help address your concerns?"
• "Is your focus more on keeping monthly costs predictable, or are you more concerned about one-time fees that might come up later?"

Call to Action:

Offer to provide a detailed pricing breakdown that addresses both upfront and long-term costs, and invite the prospect to review it for clarity. This ensures they feel confident about the pricing structure and understand the total cost of the solution.

Example:
"How about I send you a breakdown of all the costs based on your specific requirements? That way, you can review everything and see there are no hidden fees or charges. If you have any questions after that, we can go over them together. Does that sound good?"

Key Points to Emphasize:

1. Transparency of Costs: Reassure the prospect that your pricing is completely transparent, with no hidden fees or unexpected charges, ensuring they know what they’re paying for upfront.

2. Detailed Breakdown: Offer a detailed cost breakdown, tailored to their specific needs, so they can clearly see all costs—both immediate and long-term—without any ambiguity.

3. Predictability: Emphasize the importance of predictability in costs, helping them avoid any surprises in the future and ensuring that the investment is clear and manageable from day one.

4. Open Dialogue: Position yourself as a partner ready to provide clarity, ensuring that the prospect feels comfortable asking questions about costs and that you’re available to address any further concerns.