Which approach is least effective when handling objections about cost?

The option regarding following up with past clients is least effective when it comes to handling objections about cost because it does not directly address the immediate concern of the prospect regarding pricing. While following up with past clients can build relationships and trust, it does not provide a solution to the specific objection of cost that a potential customer may have. In contrast, other approaches focus more directly on value and immediate incentives for the service being proposed.

For instance, explaining the value of the inspection clarifies how the benefits outweigh the costs, helping the client see the worth in the investment. Noting that the inspection is free also eliminates the cost concern upfront, making it easier for clients to consider the service. Offering discounts on the first service can provide a tangible financial incentive, directly addressing price objections by making the service seem more affordable. Therefore, while following up with previous clients has its merits in maintaining relationships, it does not effectively counter cost-related objections in the sales process.