How do you handle the objection - we do not outsource?

You try to sell them on the benefits and if that does not work you say " Thanks for your time" and you move on.....

Ask them if they partner.

It's all a numbers game, so you will always find prospects who don't do "xyz". Do worry about those, use the opportunity to try out different approaches to get them to consider you or listen to your offer and then tweak those as you move along. Always ask questions, someone will tell you why they don't outsource which will give you an insight into how to overcome that particular objection.

If they do not outsource then they do not outsource. It is like someone trying to sell me a done for you CPA campaign. I do not do CPA nor do I want to.

Why is this even a question

al

Do better research on the traffic you're targeting.

Target businesses that have a history of buying any type of outsourcing even If the past outsourced job is irrelevant to your service. Keep in mind your service still needs to be relevant to the potential client.

Example, there's a good chance any business that has ever outsourced through the thomasnet.com directory and owns a website would be interested in web design (assuming you sell web design services).

This would be considered a warm lead as opposed to cold calling random businesses where odds are most will hang up on you.

There are Twitter tools that indicate intent regarding certain services depending on engagement factors

The same applies to FB pages of companies.

Social media actions often leave a trail.

Start with those signals. Fine tune. Also, it helps to start STRONG with your email - ie., success case studies, etc.

I have a different take on this than others you've heard from . . .

I don't do outsourcing work, but if I did and someone told me they don't outsource, I would jump up and down with joy!

Why? You have just "qualified" a prospect as someone you shouldn't waste any time on at all. Seriously!

Separating true "ready, willing, and able" prospects from those that will never become your customer is part of every businesses daily routine - and it costs them in terms to time, effort, and money.

To have someone that identifies themselves as never being your customer before you spend any time or money on them is a great bonus . . . you "qualified" them without any effort and you can move on to helping others that really do want what you offer.

Learning quickly who not to service is just as important as learning who you should spend more time with!

Don't waste your effort trying to convince or persuade "objectors" . . . rather use that effort on people that already want what you have!

Don't sit in the apple tree waiting for the fruit to ripen . . . you won't be able to do anything about it. Instead, go after the fruit that is ripe and ready to pick - there's plenty of it all around!

The best to you,

Steve