Do You Often Hear, "Call Me Back in a Few Months From Now?" Here's WHAT YOU ARE DOING WRONG!!
When I first started selling offline services by cold calling businesses, one of the most common responses I would get was, "This sounds interesting, but now isn't a good time. Give me a call back in a few months." At first I thought this was a positive thing. The prospect was interesting in my services, they told me so. If they weren't interested why would they ask me to call them back? I would put a note in SalesForce (the CRM I use) and schedule a task to call them back in a few months figuring I would be able to get the appointment and close the sale then.
Well, fast forward a few months later when I would call them back and guess what they say? Yep, the same thing-- "This sounds interesting, but now isn't a good time. Give me a call back in a few months." I didn't understand it. They said they were interested, why would they keep pushing me off?
The answer is simple: I didn't do my job correctly. I falsely assumed they were telling me the truth that now wasn't a good time. The reality is, there is never a "good" time. The prospects who says this is using this as a polite way to get me off the phone. So how do you get past this and move forward with the sale? To start, you need to take a hard look at what you are saying to your prospect. It can be hard to be critical of yourself, but it is absolutely necessary to avoid wasting your precious time.
When you hear an objection like call back later, ask yourself the following questions. Have you established rapport? Did you establish an immediate need and value for your services? Did you establish a sense of urgency for them to buy right away? Did you establish trust with your prospect where they feel you can do the job? If the answer is no to any of those questions, then you have your answer as to why they are not ready to buy.
If you can honestly say that the answer is yes to the above questions, then you are actually off to a good start. Now you need to start looking at qualifying your prospect. Are you sure that the person you are talking to is the final decision maker? If they aren't, that could be the reason they are saying to call back later. Does the prospect have the money to buy your product or service? This can be a legitimate reason why somebody isn't ready to buy right away. They may have just spent a bunch of money on marketing and just don't have any left over right now. It is important to figure these things out so you can know how to proceed.
If you feel you have gotten to the bottom of the objection and want to keep moving the deal forward, you should ask your prospect a few questions. Be blunt and ask, "Do you see yourself buying when I call back in a few months?" or "Could you purchase now if I set up a payment plan where you don't have to pay until a few months from now?" Also, show them why delaying on purchasing your services will actually cost them more in opportunity cost. By showing that spending money now can actually save them money over the next few months, you can turn the sale around.
The most important thing to remember when you get told to call back a few months later is to not just fall into the same trap again when you call back. Believe me, I've been there and it just starts to feel like a cycle of not moving forward. There's an old adage in sales that says, "A quick no is as good as a yes." The reason for this is because if you get a quick no you don't have to keep wasting your time chasing a deal that will never materialize. When you call back a few months later, get back to the basics and make sure that you are doing the fundamentals of sales. If you aren't, you will continue to get the same results.
If anybody else has some comments or suggestions for other Warriors on how to overcoming the "Call Me Back Later" objection, please share your thoughts below! If anybody has any questions, feel free to ask and I'll answer the best I can!
To Your Success,
Ben
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T J Tutor, LLC
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