When selling custom apparel, objections from potential customers are a common occurrence. Whether it’s concerns about price, quality, or turnaround time, objections can be challenging to overcome, especially in the custom apparel industry.

As a custom apparel decorator, you want to ensure that your sales efforts result in happy customers and repeat business.

That’s why in this article, we’ll be discussing how to overcome objections when selling custom apparel. We’ll provide tips and strategies to help you address common objections and increase your chances of closing the deal.

So, let’s dive in and explore how to sell custom apparel effectively!

1. Common Objections when Selling Custom Apparel

Whether you’re a screen printing, embroidery, DTF, DTG or Heat pressing shop, you’re likely to face a range of similar objections from potential customers. Some of the most common objections, when selling custom apparel include:

• High prices: Customers may be hesitant to pay a premium for custom apparel, especially if they have a limited budget or if it is for a once off event

• Low quality: Customers may have had negative experiences with a previous supplier in the past and may be wary of investing in your promised quality.

• Long turnaround times: Customers may be on a tight deadline and require their custom apparel to be delivered quickly, which can be challenging to accommodate.

• Limited design options: Customers may want more design options or greater customization, which can be difficult to provide depending on your production capabilities.
• Stock shortages and substitution of garments: Due to supply chain disruptions, there may be stock shortages or delays in receiving certain garments, leading to the need to substitute with different garments, which can impact the final product.

It’s crucial to anticipate and prepare for these objections in advance. By doing so, you’ll be better equipped to address them effectively during sales conversations and avoid losing potential customers.

In the next section, we’ll explore how to understand and address these customer objections.

2. Understanding and Addressing Customer Objections

To effectively address customer objections, it’s crucial to first understand where the objection is coming from. Active listening, empathy, and not taking objections personally are essential skills for understanding customer objections and addressing them effectively, when selling custom apparel.

When a customer raises an objection, take the time to actively listen to their concerns and ask follow-up questions to clarify their needs. Once you understand their concerns, empathize with them and explain how your products and services can address their needs.

By showing empathy and understanding, you can build trust with your customers and increase your chances of closing the deal.

Here are some tips and strategies for addressing each of the common objections mentioned in section 1, when selling custom apparel

High prices:

• Explain the value and quality of your products or services, and how they differ from competitors.
• Offer package deals or discounts for larger orders
• Highlight any unique features or benefits of your products or services

Low quality:

• Showcase samples of high-quality work or provide customer testimonials
• Explain your quality control processes and how you ensure that each product meets your high standards
• Consider offering a guarantee or refund policy to reassure customers

Long turnaround times:

• Provide a detailed explanation of your production process and estimated timelines
• Offer rush order options for customers who need their custom apparel sooner
• Manage customer expectations by setting clear timelines and communicating any delays or issues proactively

Limited design options:

• Explain your design process and how you can work with customers to create custom designs that meet their needs
• Offer mockups or pre-made designs for customers who want a faster and easier design process
• Consider partnering with a graphic designer or design agency to expand your design capabilities

Stock shortages and substitution of garments:

• Proactively communicate any potential stock shortages or delays to customers
• Offer alternative garment options that are similar in style and quality to the original choice
• Consider expanding your supplier network to reduce the risk of stock shortages in the future

Again, when selling custom apparel, by understanding and addressing customer objections effectively, you can build trust with your customers and increase your chances of closing the deal.

In the next section, we’ll explore how to handle objections during sales conversations.

3. Overcoming Objections in Sales Conversations

When selling custom apparel, handling objections during sales conversations can be challenging, but it’s a crucial skill for custom apparel decorators.

Here are some tips and strategies for overcoming objections during sales conversations:

Acknowledge the objection and express empathy:

• Begin by acknowledging the customer’s concern and expressing empathy for their situation
• Use phrases like “I understand why you feel that way” or “I can see why that would be a concern for you”

Ask questions to better understand the objection:

• Ask open-ended questions to better understand the customer’s needs and concerns
• Examples include “Can you tell me more about why you’re concerned about the price?” or “What are your top priorities when it comes to placing this order?”

Offer solutions or alternatives to address the objection:

• Based on the customer’s needs and concerns, offer solutions or alternatives that address their specific objection
• Examples include offering a package deal to reduce the price, providing rush order options to address turnaround time concerns, or suggesting alternative design options

Emphasize the benefits and value of your products/services:

• Highlight the unique features and benefits of your products or services that set you apart from competitors
• Explain how your products or services can help the customer achieve their goals or solve their problems

By using these strategies, you can overcome objections during sales conversations and increase your chances of closing the deal.

In the next section, we’ll explore how to anticipate and prevent objections before they arise.

4. Anticipating and Preventing Objections

While it’s important to address objections during sales conversations, it’s even better to anticipate and prevent them before they arise. By proactively addressing potential objections, you can reduce the likelihood of objections coming up during sales conversations and build trust with your customers.

Here are some tips and strategies for anticipating and preventing objections when selling custom apparel.

Address objections preemptively in marketing materials and on your website:

• Anticipate common objections and address them in your marketing materials and on your website
• Examples include including a FAQ section that addresses common concerns or showcasing customer testimonials that address objections

Provide detailed information about your products/services, pricing, and production process:

• Provide clear and detailed information about your products/services, pricing, and production process to reduce uncertainty for potential customers
• Examples include providing a clear breakdown of your pricing structure or explaining your design process

Offering customer testimonials or case studies that demonstrate your quality and value:

• Showcase customer testimonials or case studies that demonstrate your quality and value
• Examples include sharing customer photos of your custom apparel or highlighting how your products or services helped a customer achieve their goals

By proactively addressing potential objections, you can build trust with potential customers and increase the likelihood of closing the deal.

5. Build Trust as a Way to Overcome Sales Objections

Building trust with your customers can eliminate many of these objections, discussed in the article, before they even arise. By establishing trust with your potential customers, you can create a rapport that can lead to repeat business and referrals.

The Importance of Building Trust

Customers are less likely to have many objections when dealing with companies they trust, and one way to establish trust is by providing honest and transparent information. In his book “They Ask, You Answer,” author Marcus Sheridan stresses the importance of building trust by answering customers’ questions honestly and transparently

It doesn’t matter if you’re selling custom apparel or any other service, we are all in the business of selling trust according to Sheridan

Establishing trust can eliminate objections such as being overpriced or receiving sub-par quality. When potential customers feel comfortable and confident with your business, they’re more likely to place orders and become repeat customers and less likely to raise many objections.

Strategies for Building Trust

There are several strategies custom apparel decorators can use to build trust with their customers, when selling custom apparel.

• Firstly, honesty is always the best policy. By being transparent about pricing, turnaround times, and quality, you can set realistic expectations and avoid any unpleasant surprises for your customers.

• Another important strategy is active listening and empathy. When addressing objections, it’s important to listen carefully to your customer’s concerns and show empathy for their perspective. This helps them feel heard and understood, and can often lead to a resolution that satisfies both parties.

• Offering solutions to address objections and concerns is another effective way to build trust. By presenting options that address customer concerns, you demonstrate a willingness to work with them and find a solution that works for everyone.

• Providing detailed information about products and services can also help build trust. Customers appreciate detailed information about the products and services they’re considering, and this information can help them make informed decisions.

• Finally, showcasing customer testimonials and case studies can be a powerful way to build trust. When potential customers see positive feedback from previous customers, it helps establish your credibility and can increase their confidence in your business.

Building trust with your customers is essential when selling custom apparel. By being honest, listening actively, offering solutions, providing detailed information, and showcasing customer feedback, you can build trust and establish long-lasting customer relationships, and ultimately face less objections.

6. Conclusion

In conclusion, overcoming objections in sales is crucial for custom apparel decorators looking to succeed in a very competitive market. By actively listening to customers, addressing their concerns with empathy and understanding, and providing value through unique products and services, custom apparel decorators can increase their chances of closing deals and building long-term customer relationships.

Furthermore, anticipating and preventing objections by proactively addressing them in marketing materials, providing detailed information about products and services, and showcasing customer testimonials and case studies can reduce uncertainty and build trust with potential customers.

While overcoming objections can be challenging, it’s an essential skill for custom apparel decorators who want to grow their business. And with the help of Teesom, business management software designed specifically for custom apparel decorators, dealing with objections can be even easier. Teesom’s features, such as 3-tier pricing and live online vendor stock checking, can help streamline sales efforts and improve accuracy and efficiency.

Consider signing up for Teesom’s free version, which is 100% free when doing 20 orders or less a month at teesom.com, to try out the software and see how it can help you overcome objections and grow your custom apparel business.