opinion

Overcoming NEW Objections in a Downturn Economy

Everywhere you go people are talking about the economy; you can't escape it. How deep we are in recession and how it will run its course is still up for debate, but for those who work in sales, marketing and advertising, the reality or perception of a downturn economy brings up a whole new realm of objections to overcome in order to make that sale.

Just flipping on the radio during a commute recently I heard three different “economic tips” telling consumers to halt credit card spending and reduce expenses. The Internet entrepreneur inside me just kept screaming, “No! Don’t tell them that! They just finally felt safe whipping out that credit card!” As a result of such advice, in-store sales are dropping to all new lows – and, this just in, online shoppers have even begun to abandon their virtual shopping carts and cancel memberships.

So what can you do? How do you overcome an objection as big as a “recession” that most are calling the biggest economic hurdle since the Great Depression? When people had money, your psychological approach was different – more options, more variety, encouragement to get the biggest and the best – everyone, it seemed, was competing with the Joneses.

When people don’t have money – or are scared about not having money, job security, layoffs, furloughs, pay cuts and other worries – it becomes a whole new ballgame. Combine that with credit line reductions and limit and rate changes, and the heretofore dependable recurring credit card model is springing some leaks. People are looking for deals – discount offers, multiple products or site access at a single rate and BOGO (buy one, get one free) deals. Unfortunately, people are also looking hard at their buying habits to find areas where they can cut back, defer to future spending or eliminate completely. The phrase “I could live without that” has become their new mantra.

More than ever before, the return customer is key to your business survival. One way to get old customers to come back is to send them discount codes via e-mail mailers. Forget the hard sell – send them a “heads up” that you are giving discounts to return customers. Deals such as a straight up 5-10% off, or a $5 discount off a $30 purchase for product sales are a great way to get their attention.

For virtual sales such as membership site access accounts, try giving bonus site access to additional content – don’t just throw it in as a package; let the consumer choose from several options so he/she feels as if they are getting a customized deal made just for them. Send a special discount code embedded in the e-mail, or make it a part of the “click here” link so that the discount deal will show up automatically in their shopping cart and give them the discount immediately.

Whatever creative ways you have to overcome these top sales objections and attract new customers while renewing the interest of past customers, make sure you think it out and do it effectively. Many times, a poorly constructed marketing plan is more damaging to your site’s credibility than if you had done nothing at all.

Make your customers feel safe and secure, but also let them know that they are getting a good deal on a solid product or program. It will take a bit of finesse and you will definitely need to change your approach, but you will begin to see the results of your hard work through increased sales and consumer confidence – it’s worth every effort, and all the time you can spare to put into it.

Copyright © 2025 Adnet Media. All Rights Reserved. XBIZ is a trademark of Adnet Media.
Reproduction in whole or in part in any form or medium without express written permission is prohibited.

More Articles

opinion

What France's New Law Means for Age Verification Worldwide

When France implemented its Security and Regulation of the Digital Space (SREN) law on April 11, it marked a pivotal moment in the ongoing global debate surrounding online safety and access to adult content.

Corey D. Silverstein ·
opinion

How Adult Retailers Can Enhance Sales With Supplements

The supplement industry is big business. In 2024, Future Market Insights estimated it to be valued at $74.3 billion, and other market research firms anticipate that number will grow to upwards of $170 billion in just 10 years.

Rick Magana ·
opinion

From Tariffs to Trends: Staying Resilient in a Shaky Online Adult Market

Whenever I check in with clients these days, I encounter the same concerns. For many, business never quite bounced back after the typical post-holiday-season slowdown. Instead, consumers have been holding back due to the economic uncertainty around the Trump administration’s new tariffs and their impact on prices.

Cathy Beardsley ·
opinion

Why It's Time the Pleasure Industry Got Serious About IPX Waterproof Ratings

As someone who regularly communicates with manufacturers, retailers and consumers, I’ve seen how this ambiguity can do a disservice to both the customers who use these products and the businesses that sell them.

Alicia Sinclair Rosen ·
opinion

Optimizing Payment Strategies for High Ticket Sales

Payment processing for more expensive items, such as those exceeding $1,000 per order, can create unique challenges. For adult businesses, those challenges are magnified. Increased fraud risk, elevated chargeback ratios and heavier scrutiny from banks and processors are only the beginning.

Jonathan Corona ·
opinion

Tips for Sexual Wellness Brands to Win Over Gen Z This Summer

As summer rolls around, the excitement in the air is palpable, especially for one particular demographic: Gen Z. College and university classes are over, vacations are booked and it’s time to let loose.

Naima Karp ·
opinion

The Barcelona Job: A Diamond Heist Drenched in Sweat and Seduction

In a city famed for its architecture and allure, something far more seductive is about to go down. The priceless NakedSword Diamond is nestled deep within a heavily fortified Barcelona museum, and master thief Sir Peter has his eye on the prize.

Jackie Backman ·
opinion

Celebrating the LGBTQ+ Community With Inclusive Packaging Design

Pride Month is a time of visibility, joy and self-expression. In the pleasure industry, projecting that energy can start with something as simple as a box. Market research shows that 72% of U.S. consumers say product packaging influences their purchasing decisions.

Matthew Spindler ·
profile

Sara Loverays on Tapping Her Goddess Energy

When Sara Loverays first turned on her webcam, she didn’t know it would change her life — or unlock a side of herself she’d been waiting to set free. What began as a way to make extra cash between travel physical therapy contracts soon became her full-time passion, a platform for self-discovery, and a ticket to building her own brand based on sensuality, self-discovery and “goddess energy.”

Jackie Backman ·
profile

WIA Profile: Pettus Ashley

Pettus Ashley brings her A game to the world of authentic adult branding, flitting between airports as the American face of U.K. brand Bathmate. As a company brand ambassador, Ashley personifies Bathmate’s dedication to the retail world, showering staff with equal amounts of appreciation and sales education.

Women In Adult ·
Show More