Commit
Successfully closing a deal means being very clear on what you customer needs to do, to commit. Lead them through the steps to make the purchase or add seats. If you are not able to close on your desired outcome, make sure you are moving the account forward with clear next steps like setting up a demo call or helping them try a new feature or install the trial version.Review these responses to common objections and the questions to ask to turn the conversation around.
IF THE CUSTOMER SAYS:
RESPOND WITH:
“I don't see enough value in Adobe Stock to leave my current plan.”
Explain:
With Adobe Stock, you can benefit from many unique features:
- Deep, native integration with Creative Cloud apps without the need to install or manage plug-ins
- Productivity gains through streamlined workflows
- Enhanced search powered by Adobe Sensei
- Reduced costs and peace of mind with a shared team subscription managed in the Admin Console
- Access to thousands of artist-designed templates and 3D assets optimized to work in Creative Cloud apps
Ask:
Do you believe Adobe is best positioned to offer a creative platform to meet all of your team’s needs?
“Other stock providers promote plug-ins for Creative Cloud apps. What makes Adobe Stock different.”
Explain:
Although some stock providers are developing plug-ins for Creative Cloud apps, only Adobe Stock offers:
- Native integration—no installation or plug-in management required
- Compatibility with more Creative Cloud apps, such as Project Felix
- More available features such as Open In and New Dialog that are not offered with competitors’ plug-ins
Ask:
Do you believe any other stock provider can build as strong a relationship with the Creative Cloud product teams as the Adobe Stock team?
“Our creative teams don't have choices on creative tools, only stock images.”
Explain:
While many creative users today have a tendency to buy and manage a standalone stock subscription, this should raise red flags for businesses:
- Users who manage the credentials on their own and leave the company aren't obligated to turn over the account back to the company in many cases.
- If the user is sharing their login with multiple people, then this could be a violation of the stock provider's terms of use.
- The administrative/IT team has no visibility into the licensing activity, and no way to pull licensing history reports in the future.
Ask:
Do you think it makes good business sense to consolidate your Creative Cloud plan with your stock content needs?
“I am on Creative Suite and am not ready to move to Creative Cloud.”
Explain:
While you get the best overall experience when combining Adobe Stock with Creative Cloud, as a Creative Suite user, you can still:
- Browse and license Adobe Stock content on the web
- Experience even better search powered by Adobe Sensei
- Have peace of mind that Adobe quality standards are incorporated into the curation process
- Maintain and review your licensing history online
Ask:
Do you have plans to move to Creative Cloud?
“Adobe Stock is too expensive.”
Explain:
While there are some low-cost stock providers available online, Adobe Stock offers great value with:
- A unique ability to source fresh, diverse, and locally relevant content from the world's largest creative community
- A hand-curation process to ensure all content meets Adobe quality standards
- The backing of the Adobe brand for all content usage rights and model releases
Ask:
Do you believe all stock content is truly equal and should only be measured by price?
“I'm still in contract with my current stock provider.”
Explain:
While we understand that your team needs consistent access to stock images, we'd like the opportunity to show you the difference with Adobe Stock:
- Explore our website and search tools for yourself
- Start with a small subscription plan with Adobe Stock to provide your team with options
- Let us know when your renewal date is with your current provider so we can recommend a transition plan
Ask:
Are you satisfied with the value offered by your current provider?