Prospect objections when we follow up...

All except 4 seem like there is no value presented up front. And, without knowledge of your process (I'm not asking, I'm just stating a fact), it's hard to say where you could be going wrong.

I would suspect that there is a pitch of sorts making these objections come. I would guess, you could add qualification before you pitch & this will discover an "admitted" need.

Also, you have some really good ammunition to handle the objection before it comes out of their mouth. This gives you a very good advantage in the conversation.

What the objections are and what they really mean


1. Cannot afford to spend: doesn't see value in your proposition/doesn't trust you/company enough/only a small % of people couldn't afford to spend but they are prob on the brink of bankruptcy the other 95% of businesses have money to spend. Businesses will always spend if you have a value proposition with a ROI for them that's presented in a proper manner. Also you have to build trust and rapport because people buy from people they like. Trust, rapport, value and a unique selling point will get them to spend


2. Business is awesome: Tell them that's great they have more business and then follow up with how would you like to target area x,y,z or have you been gaining customers using method x? Figure out what they don't have or aren't doing right or aren't doing as optimally(there is always something, no business is perfect) then present your idea tailored to that problem and you will get much better results.


3. They only work with local companies: Might be a deal breaker with some but it's a great way to build up trust and value about company. You can agree with him about how it's great to stay local but tell him your company is nationwide in order to keep costs down and pass on the savings to the customer, talk about how you have happy clients worldwide and you focus on providing x,y,z value (whatever your usp is)


4. Marketing is in the corporate office: not much you can do

5. Even if we could help them, they are not willing to take the time to find out: That's not an objection but a failure of your sales process. If I told you I could make you $5 for every $1 you spend wouldn't you listen? Likewise business owners would as well.

I am working on cold calling myself. I have a list of people to call that can be refreshed. It is not easy. I simply feel like being on the phone with people is a needed skill.

I need to get better, myself.

Everybody has made good points here, but kenmichaels hit the nail on the head I think. Asking a question, and wait for the response, then the next question. Thinking too about other factors:

> time of day and what their mind is on, which means patience might be a little thin
> being fully aware that nobody likes to be sold
> they don't trust somebody they don't know

As they answer each question, though, you get a feel for where they are and how you can help.

Some people are going to say no regardless. That is inevitable.

What I am doing currently is a little different than your goals for your business. There is a common thread though.

When the responses are still negative, I wonder if it's a bad idea to acknowledge that the heavy skepticism exists and it's understandable, and ask what it would take to establish a basic level of trust?

Since I am not a highly experienced guy on the phone, that may be a bad idea. That is just food for thought on my end. I have considered trying that question when I get a quick no on the phone.

You are sending letters to begin with if I understood you right. That is a good idea.

One more question I have is whether you have tried a site called Post Card Mania? I am not an affiliate or anything, but I intend to use them in the future. I have been researching them. I like them so far.

I bring them up as a possible way to get your client's attention prior to calling them.

I'm addressing this one because everyone else *thinks* this is a lost cause.

Firstly the micro commitment thing...

...if you are getting feedback like what you describe then you have already got a commitment or at the least an engagement.

I'm going to come back to the head-office marketing in a minute....but...

If some one has responded to the telemarketer you should ABSOLUTELY follow-up later.

Follow up in a few days with:

"You provided feedback about one of our consultants"

"Can you please help me as I'm from a consultancy trying to help XYZ improve their customer contact relationships and you expressed "Whatever they said i.e. cannot afford to spend"

You then clearly state you want to include them in a case study to be presented to their local business authority and their opinion will help secure funding for local business support in their area."

Go on to discuss the situation...." Oh I didn't know it was so tough in XXX?"

Tell me more as I know the people in power will want to hear about this"

Engage them on these rejections and make them feel that it is important to guage their opinion.

At the end of the survey just say " Is it ok if I get Michael to call you back and discuss what you've said personally as I know he'd be very happy to help...is that OK?"

Then you call back and get on with the next stage of things.

...OK...

back to the NUMBER 4.

There are many ways to handle this rejection and it in fact is a good one to get.

The telemarketer should ask nicely " where is head office?"

"Do you have aspirations to get promoted through the company and do you know what the Senior management is looking for in an Employee, franchisee [insert role]?

Ask...Can I tell you about Carol...she worked next to me and now she's living the dream.

Here's The story (script)...

"It was like that around here a few months back and one team member who was on the phone right next to me took the initiative one day and called a client back with an idea that they knew would revolutionise their business.....she's now working for head office and just took a junket at the company's expense at some highfaluting conference on Maui.

You should see the pictures she posted....and all because she improved the business a measly 5% (or something like that)

Don't you wish you had that kind of initiative?.....

Some luck.

...anyway if you are ever thinking of climbing the corporate ladder and would like a leg-up here's my number...or better still I can get Michael to call you directly and he can organise the paperwork so head office won't know what;s going on until you've been recognised for your outstanding efforts...of course we won't let them in on our little secret to your success."

Rejection...unless they've got a gun in your face...is engagement...you just got to know how to keep the conversation moving along...