Cold Calling objection help?

9 years ago

Originally Posted by Fitnessfreak158

So i'm starting cold calling again for my mlm business. i'm getting a lot of yeses but also i'm getting several objections. For example i call a lot of Hotel GM's

And i say my name is Andrew i'm an entrepreneur i run a business and we are expanding into your area. Just had a question for you?

Do you at all keep your options open to making any money outside of what you do there at the hotel?

a lot of them say yes and i send them info. But here in the past few days i get this objection.

What does this have to do with the hotel?

I'm almost at a dead end i don't know how to overcome this objection any help?

It's not an objection. It's a legitimate question.

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bizgrower

9 years ago

Exactly as Claude said.

I manage a hotel and I'd want know what your product is and what it will do for my
hotel. Is it something I even want/have to spend time getting a pitch and researching?
Will it fit with the image of my hotel? Will it bring a good ROI? Is it something I'd
want to implement? And so on.

Also, the first line of your pitch loses me. I'd probably say "no thanks" right there.

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Clautusoar

9 years ago

I like that question "do you keep your options open"

It sets the hook for your main pitch, its like an easy way to transition if they say yes to that question.

And those who are giving you that objection sounds like they been around the block a couple times from us "sales guys".

However that question will not work all the times, i think your main script needs some adjustments.

And sending some infomation, don't expect them to get back with you, i would rather ask to set up a time to talk to the dm.

I once had a guy i called last month, he gave me the "send me some information" objection. I said that's "great, when can i get your full attention for 10 mintues" and i followed up with an appointment the week later.

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misterme

9 years ago

But frankly, no one knows your product and service as well as you, nor can explain it like you can and as deeply as you can... so why do you feel you can't answer their question?

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Michael Nguyen 9 years ago

After they say

"What does this have to do with the hotel?"

You then say:

"I'm glad you asked,...." Then you're 60 second pitch...
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- bizgrower 9 years ago
  
  Originally Posted by Michael Nguyen
  
  After they say
  
  "What does this have to do with the hotel?"
  
  You then say:
  
  "I'm glad you asked,...." Then you're 60 second pitch...
  
  Either I missed it the first time, or OP added later that he's selling an MLM program.
  
  Because it does not have anything to do with the hotel, or whatever business,
  I'm thinking he needs to improve the pitch and the TIMING of the pitch. Meaning
  he should catch his target market at a time and place where they are more willing
  and able to talk.
  
  If you catch me on duty, I'm focused on marketing, finance, maintenance, housekeeping,
  grounds keeping, swimming pool, special projects, customers checking out, customers checking in....
  
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  "If you think you're the smartest person in the room, then you're probably in the wrong room."
  
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Jason Kanigan

9 years ago

I think of chiropractors who use the chiro work as the base, but make their real money selling supplements to these same customers.

The supplements don't have a whole lot to do with their core business, but the idea that they can have a relatively independent income stream that drastically increases the lifetime value of their customer sure does.

"What does this have to do with the hotel?"

"Fair question. We work with hotel owners who are frustrated at plateauing out in their revenue, because all they have to sell are hotel rooms and conference rooms that go stale at the end of the day. We hook them up to a new, independent and proven revenue source that hugely increases the long term value of each customer. That means each customer suddenly becomes worth a whole lot more to you. Is that worth talking about for a few minutes?"

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kenmichaels

9 years ago

Originally Posted by Jason Kanigan

"Fair question. We work with hotel owners who are frustrated at plateauing out in their revenue, because all they have to sell are hotel rooms and conference rooms that go stale at the end of the day. We hook them up to a new, independent and proven revenue source that hugely increases the long term value of each customer. That means each customer suddenly becomes worth a whole lot more to you. Is that worth talking about for a few minutes?"

Do you really talk like that? (When selling)

In my experience ... small sentences and smaller words rule the day.
I have a fairly extensive vocabulary ... that I almost never use when
selling --- or even when attempting to make a point.

Personally - I prefer a pregnant pause over a big word.

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Jason Kanigan

9 years ago

Originally Posted by kenmichaels

Do you really talk like that? (When selling)

In my experience ... small sentences and smaller words rule the day.
I have a fairly extensive vocabulary ... that I almost never use when
selling --- or even when attempting to make a point.

Personally - I prefer a pregnant pause over a big word.

Yes I do. Vocabulary itself is a qualifying tool.

Claude knows I talk like I write.

You can change the wording to whatever you feel comfortable with; I was sharing an approach that will work.

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kenmichaels

9 years ago

Originally Posted by Jason Kanigan

Yes I do. Vocabulary itself is a qualifying tool.

Claude knows I talk like I write.

You can change the wording to whatever you feel comfortable with; I was sharing an approach that will work.

I had a feeling you might. I wasn't suggesting anything was wrong with it.
I believe if you try and talk differently then you do in real life ... it generally
shows and comes off as fake.

Qualifying tool? Are you referring to "industry terms" ... I totally agree
if you do. But I don't count that as "buzz speak" ... I consider that common
sense.

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Claude Whitacre

9 years ago

Originally Posted by Jason Kanigan

"What does this have to do with the hotel?"

"Fair question. We work with hotel owners who are frustrated at plateauing out in their revenue, because all they have to sell are hotel rooms and conference rooms that go stale at the end of the day. We hook them up to a new, independent and proven revenue source that hugely increases the long term value of each customer. That means each customer suddenly becomes worth a whole lot more to you. Is that worth talking about for a few minutes?"

This isn't the way I talk, but it's the way you talk. I can see how it would help when talking to hotel managers. Every word applies to them. Every word means something to them. It will either strike a chord with them, or not.

on a related note. This week, I was talking to a customer, explaining why one vacuum cleaner was better than another. He started smiling and asked, "Are you a copywriter? Do you write sales letters?".

I have never been asked that before. I said, "I write books on advertising and selling. Why?".

He said, "The words you choose. You talk in complete sentences. When you talk, it sounds like you are reading a good sales letter. Is this how you talk naturally?".

He told me he sold advertising for a magazine (I think).

I had to think about it for a few seconds. "Yes. When I'm talking to customers, I have to be clear in my meaning. Thoughts have to string together in a rational way. I've just been doing it so long, it's now how I think."

I didn't ask him what he thought of that (I'm not sure I wanted that answer)..but he bought.

But I know how you talk in real life, and it doesn't sound scripted or stilted. If the OP can pull it of, why not?

But me? I might say something like;

"Fair question. Hotel owners get frustrated because all they have to sell are hotel rooms that go stale at the end of the day. We supply a proven revenue source that greatly increases the profit from each customer. Do you want to know more?"

But I see where your script built on each previous sentence. Superb copywriting, in my opinion.

Thanks

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SalesGod

9 years ago

Originally Posted by Jason Kanigan

I think of chiropractors who use the chiro work as the base, but make their real money selling supplements to these same customers.

The supplements don't have a whole lot to do with their core business, but the idea that they can have a relatively independent income stream that drastically increases the lifetime value of their customer sure does.

"What does this have to do with the hotel?"

"Fair question. We work with hotel owners who are frustrated at plateauing out in their revenue, because all they have to sell are hotel rooms and conference rooms that go stale at the end of the day. We hook them up to a new, independent and proven revenue source that hugely increases the long term value of each customer. That means each customer suddenly becomes worth a whole lot more to you. Is that worth talking about for a few minutes?"

This is way to long, to many points for them to interrupt you and the yes or no question at then end is a killer. If that's your "pitch" get to it, tell them how there gonna make money, build desire and start your Closing sequence. No need to ask them if that's something they'd want to talk about . If they don't want to talk about it they'll hang up on you and you'll go onto the next call but until then they don't get to decide.

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SalesGod

9 years ago

It doesn't have anything to do with the hotel. The hotel is keeping your income where it's at. What i do is......pitch

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joe golfer

9 years ago

As I understand it, his MLM has nothing to do with the hotel's revenue. He's pitching it to the hotel managers as a way to make extra $$.

OP, I think you have to make it clear you are talking to them about a personal opportunity outside their job. If you are just trying to sneak in there by being vague about working with hotel managers, it confuses them, or pisses them off later. Confused minds don't buy. Pissed off people do sometimes buy, but it's a hard slog, and usually not a good long term client.

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Cold Calling objection help?

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