How to handle the "I have enough business" objection

7 years ago

Well, those guys on Craigslist are probably small self-employed businesses and they don't need more business. It's likely a legitimate issue and speaks to the need for better targeting, but at least you're calling. Good for you! You have to start somewhere and you're doing it.

Sometimes an objection is legitimate. I purposely don't advertise my cleaning business because it's just my wife and I by choice, and I have a waiting list. I don't need help. Many small operations don't.

So I'm not bashing you for calling Craigslist, I'm just telling you that you're likely barking up the wrong tree. Still, it's practice, so keep it up, refine your targeting and pitch, and your results will come.

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Clautusoar 7 years ago

Thank you umc, coming from a business owner like yourself, this is pretty helpful to know. Thanks
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kevin2018 7 years ago

What is what I think too.Craigslist are for small business, you probably start with Linkin or company's fanpage who are apparently trying to build a brand. Those are the companies or people who have funds to throw on marketing.
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Claude Whitacre

7 years ago

Originally Posted by Clautusoar

I called about 30 or so(still calling) and im getting alot of i got enough business objection and i get ackward and end the call, cause i cant counter it in time. I'm practicing on craigslist before i hit google, i think its good practice i don't want to burn good leads.

target audience small biz ads

here is my opening line

The reason why i'm calling is because i came across your advertisement on craigslist and I wanted to ask, what are you currently doing for marketing these days ?

Then i get either i get enough business on craigslist, or im all set, or something along the line of i got that taken care of.

I hang up or i will either say thank you for your time,

i know im missing selling opportunities.

please don't give me s*** about calling on craigslist, im just practicing.

Pardon my frankness. You are getting that objection because they just want to get you off the phone. You'll never get a good response with what you are saying.

You need to tell them up front what you sell...what service you offer. Nobody wants to spend time with a total stranger telling them how they market.

Really, almost any book on cold calling will give you a script that will get results. Stop doing what you are doing.

Here. Read Cold Calling Techniques That Really Work.
Here's a link;

https://www.amazon.com/Cold-Calling-...ing+techniques

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Clautusoar 7 years ago

Thanks claude, i will change my script and adjust.
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Clautusoar 7 years ago

im reading the book now, ton of value already, thanks again claude
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- RichardThessen 7 years ago
  
  He beat me to it. Was going to suggest this same book as well. All you require is right in there
  
  Thanks
  
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yukon

Banned 7 years ago

Originally Posted by Clautusoar

I called about 30 or so(still calling) and im getting alot of i got enough business objection and i get ackward and end the call, cause i cant counter it in time. I'm practicing on craigslist before i hit google, i think its good practice i don't want to burn good leads.

target audience small biz ads

here is my opening line

The reason why i'm calling is because i came across your advertisement on craigslist and I wanted to ask, what are you currently doing for marketing these days ?

Then i get either i get enough business on craigslist, or im all set, or something along the line of i got that taken care of.

I hang up or i will either say thank you for your time,

i know im missing selling opportunities.

please don't give me s*** about calling on craigslist, im just practicing.

You're doing it completely wrong.

You're trying to convince people they need to talk to you which is a turnoff. Nobody wants a random telemarketer talking to them on the phone.

I know Craigslist from experience and I know how to turn the table and get traffic to want to contact me. No offense but there's a difference between what I'm doing and what you're doing, you're desperate, I'm not.

My advice is stop calling people and spend your time doing something more productive, like learning how to convince traffic to start the conversation. This means creating quick and simple ads for generating targeted leads.

When you create your ads, only give out enough info. to lure in traffic, never give out all the details in an ad (never). This will generate the warm leads you need and again, this will turn the table. You're no longer selling like you're desperate (telemarketing), you've got people coming to you that are interested in what you have to say.

Trust me, do this, you'll thank me later.

[edit]

...and forget the script, talk to humans like their humans. Be yourself. This will help you learn to sell in different situations. Each person is unique and has different needs.

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animal44

7 years ago

Originally Posted by yukon

My advice is stop calling people and spend your time doing something more productive, like learning how to convince traffic to start the conversation. This means creating quick and simple ads for generating targeted leads.

Or using your SEO skills to rank your own website to tap into the high levels of traffic that are already looking for an SEO expert...

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socialentry

7 years ago

Originally Posted by yukon

...and forget the script, talk to humans like their humans. Be yourself.

what does be yourself mean?

That presupposes that most people are good at heart or are naturally good at communicating. Or that all personalities are equal in dealing with people.

But some people argue and debate whenever they try to convince someone else. Or some people might tell white lies as a matter of course in daily life.

They are not nescessarily bad people but for those, it is best to stick to a different mask.

This will help you learn to sell in different situations. Each person is unique and has different needs.

I got the impression people are shaped more by their shared circumstances then they are by their personalities.

In many ways, selling (and buying... or perhaps dealing with other people in general) is like a strategy video game. While in theory there is a billion+ possible openings and counters, in practice there's only a relative few that can be played effectively. And while the players and specifics might change, the overall strategies tend to stay the same with few variations.

There's also the issue of institutional memory that comes in: very few people will deviate from the standard set by whatever group they belong to. They might have a style which makes them predictable.

The Japanese say we have 3 masks

#1 Is what we show to the world
#2 to our close friends
#3 only to ourselves

#1 is the most we can get in most one on one sales calls, but that is not very interesting. It's the one mask that is designed to show the wearer only at his best. It is freely shown. Mask #2 and #3 will always be distorted at best.

For that reason, I think it's better to try to figure out what we have in common (or at least what the prospect has in common with others) rather then what divides us. Only then I think can we get something close to #3 and #2 when it comes to other people.

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Claude Whitacre

7 years ago

Originally Posted by socialentry

what does be yourself mean?

That presupposes that most people are good at heart or are naturally good at communicating. Or that all personalities are equal in dealing with people.

That shows insight. It's a little of both. High end selling is done by people who are "being themselves". They are using their everyday voice...everyday speech patterns.....
But they are saying things that further the sale. That's where the problem comes in for newbies that want to "be themselves". They generally don't know how to sell.

When I'm selling, I am almost exactly the same person I am in private. Maybe a little faster talking..maybe showing a little more concern than i really feel..but it's basically me.
But it was also me...forty years ago, when I was terrible at selling. Thinking that you want to "be yourself" sometimes prevents you from learning how selling actually works...how scripts actually move the sale along....

Originally Posted by socialentry

In many ways, selling (and buying... or perhaps dealing with other people in general) is like a strategy video game. While in theory there is a billion+ possible openings and counters, in practice there's only a relative few that can be played effectively. And while the players and specifics might change, the overall strategies tend to stay the same with few variations..

Most experience salespeople I watch are just using habits they have developed over the years, and think they are using sales techniques. When they make sales, they think it's because they know how to sell..when in reality, what they are doing is preventing sales.....and a few people buy anyway.

You are right......of the billion things you can say in any given situation (in selling), there are only a few things that will move the sale along. You can say those few things in your own voice, using your own words (mostly), but knowing what these principles/language are...and why they work is the real key.

Selling is counter-intuitive. In my entire life, I've met one person who made sales at a high level by just being himself..with no real training.

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Megaminis

7 years ago

Ask them "How's your day going so far?" and then a series of questions that are impossible to say "no" to i.e. "Do you like having money?".

Loads of reasons why this is effective that you can read about via Cialdini.

A useful tactic is to also refer to how much people like your service and that you can only help one new client every month.

You want to have a chat to see if they would be a good fit for your organisation.

This way you stay in complete control and they end up having to sell to you (opposed to the other way around!).

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laurencewins

7 years ago

Originally Posted by Megaminis

Ask them "How's your day going so far?" and then a series of questions that are impossible to say "no" to i.e. "Do you like having money?".

Loads of reasons why this is effective that you can read about via Cialdini.

A useful tactic is to also refer to how much people like your service and that you can only help one new client every month.

You want to have a chat to see if they would be a good fit for your organisation.

This way you stay in complete control and they end up having to sell to you (opposed to the other way around!).

I MUST disagree with several items in this post.
Before I give you my opinion, you need to know that I have well over 10 years of telemarketing and managing/training telemarketers so I am sharing from my experience.

Cold calling and asking "how their day is going" SCREAMS telemarketer and you'll rarely get any interest in them staying on the phone. "Do you like having money?" That also says telemarketing BUT it also sounds like a scam.

I strongly believe you need a script in front of you but it's not a rule, it's simply a guide to keep you on track (and it can be easy to lose track if you do start chatting).

You also need to write down every objection you have received and the rest as they come. Then write your best answers/responses because you'll never be stuck if they throw an objection at you.
That will make you calm and more focused.

I hope this helps you a bit.

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Ron Lafuddy

7 years ago

Or just having a conversation with biz owners who want to improve on the results their website is providing.

Why complicate it?

A simple phone call is all it takes.

Ron

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wanadowellson

7 years ago

You're missing a lot of opportunities indeed. Approach each potential customer with the same amount of enthusiasm as the first one you called. The 1st to the 200th call should be done as the same level as the first one. Don't let rejection discourage you.

Tip: At the end of every call, tell them to consider your business in future even if they have nothing for you currently.

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sunnybunny

7 years ago

If cold calling does not work for you, you can reach small business owners though Linkedin. This business platform is very popular and I am sure this is a new way to make your business contacts

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FreedomBlogger

7 years ago

I will. give you the simplest advice.

There are ways around those objections. You have to see every angle here.

With that data now you know they already got something for their marketing.

I think most businesses do. Right.

With that in mind change your questions and goals. Also the way you talk about everything with them. Genuinely care to deliver and show it verbally.

Ask questions like... how is the quality of the current marketing you are doing or investing in for your business?

What is your current ROI on your marketing budget?... with the current marketing agency taking care of your leads?

Ask how they are doing with their current marketing. Listen first and then subtly deliver.

Hope this helps!

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Claude Whitacre

7 years ago

i mean no disrespect to any of the posters.

Have any of you noticed the vast difference in the advice given by people who have sold over the phone for years...and the ones that never sold anything, but want to help with what they think would sound good?

Cold calling works best if you have a script. Why? Because then you are prepared. You know what you'll say. You'll get the most information out in the shortest time. You'll ask the best questions...and you'll sound professional.

Cold calling works best if you ask a question that either shows an area of interest, or disqualifies the prospect. Cold calling is a matter of speed.

Starting a call with "How are you today? Could you tell me about your marketing?" will never get you anywhere. Nobody is going to reply with a list of how they market...and their marketing philosophy.

I used to cold call with "I supply leads and customers to (their business) business owners who already have a website. Would you like to know more?"

And guess what...about once every hour, they would say "Yeah, tell me more"...or "How do you do that?"....and I had a memorized perfect answer for that question.

There are plenty of other approaches that will work, but much of the advice here is given by well meaning people who have no idea what they are talking about.

Of course, if you are really good at marketing online, and that's what you sell, I'd spend my time doing that as well, or even exclusively.

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Kay King

7 years ago

Get to the point - fast. Start with "How Are You Today?" or trying to ask questions....and the majority will hang up on you.

If you believe business will discuss their ROI or marketing plan with a stranger on the phone - or will feel obligated to answer your questions....you haven't done much cold calling.

I've done it - was fairly good at it - but I hated it.

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yukon

Banned 7 years ago

Cold calling is nuts.

This is Craigslist OP is talking about, cost nothing for warm leads (ads).

The problem isn't the phone calls, it's people just don't care that OP is cold calling.

OP is calling just because someone owns a business. Don't call me just because I own shoes (example) and you happen to sell shoes. Use a canned script and you'll get a dial tone even faster.

AT&T uses scripts for their support, I know the script before they even answer the call. It's obvious they're reading out loud. The whole experience sucks from a buyer POV.

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Claude Whitacre

7 years ago

Originally Posted by yukon

Cold calling is nuts.

This is Craigslist OP is talking about, cost nothing for warm leads (ads).

The problem isn't the phone calls, it's people just don't care that OP is cold calling.

OP is calling just because someone owns a business. Don't call me just because I own shoes (example) and you happen to sell shoes. Use a canned script and you'll get a dial tone even faster.

AT&T uses scripts for their support, I know the script before they even answer the call. It's obvious they're reading out loud. The whole experience sucks from a buyer POV.

Getting a cold call always sucks. And cold calling isn't ever pleasant, a least I never thought it was. But it gets results if done well.

When it's obvious the person is reading a script, that means the person isn't trained well. Never read a script. Memorize the script, and then say it. But if you are reading a script in front of you, it will probably always sound terrible.

Have you ever seen an actor in a movie? A stand up comedian? A play? All these words were memorized, made their own, and said as their lines. A script.

It just takes a little practice.

By the way, if the OP is calling Craigslist advertisers, he should first mention that he saw their ad in Craigslist. That will keep them listening for several seconds.

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Clautusoar

7 years ago

i actually love cold calling, its FUN. It just the first few calls suck, im calling an irrelevant niche today. To practice this script i made inspired by the book you mentioned me to read "cold calling techniques"

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Ron Lafuddy

7 years ago

Originally Posted by Clautusoar

i actually love cold calling, its FUN. It just the first few calls suck, im calling an irrelevant niche today. To practice this script i made inspired by the book you mentioned me to read "cold calling techniques"

It's great that you like cold calling.

Your attitude can take you a long way toward success.

I like your idea of "working out the bugs" by practicing.

Let us know how it's going a couple of weeks from now.

We can probably help you with any rough spots that develop.

Good Luck!

Ron

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fancytop

7 years ago

For some businesses, this objection can be tackled by suggesting that they open a new branch, or if they can not open a new branch, increase service hours or the number of employees. This way they can take more customers and therefore make more money

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Kay King

7 years ago

For some businesses, this objection can be tackled by suggesting that they open a new branch, or if they can not open a new branch, increase service hours or the number of employees. This way they can take more customers and therefore make more money

Is that a serious suggestion?

The business owner isn't interested in your sales pitch - but will listen while you tell him to open more branches and hire more employees....just so he will then NEED what you want to sell him? It's unique - I'll give it that.

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technicky

7 years ago

Maybe your doing the wrong way on talking with people. Try to be straight forward on telling them what is your business because some people don't wan't to waste time on talking with random people.

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SalesGod

7 years ago

your not missing opportunities. If they cant handle anymore business you shouldn't be selling to them. There not qualified. Most people advertising on craigslist cant afford it anyways.

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helisell

7 years ago

Maybe you should open with.....'I saw your ad on craigslist and thought to myself......that looks like a business that's looking to get more customers.....am I right?'

The answer they give you to that question will determine your next step easily and naturally.

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SalesGod 7 years ago

Good way to get hung up on instantly
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Claude Whitacre

7 years ago

Originally Posted by helisell

Maybe you should open with.....'I saw your ad on craigslist and thought to myself......that looks like a business that's looking to get more customers.....am I right?'

The answer they give you to that question will determine your next step easily and naturally.

Very strong opening question. You instantly establish a reason for the call (you saw their ad), and you ask a question that they almost have to answer. And you may be a customer calling., although you haven't indicated that you are.

You have also established a position for them...and they will tend to want to be consistent with what they told you.

I'm actually jealous of your opening line. Well done, Sir.

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savidge4

7 years ago

Originally Posted by helisell

Maybe you should open with.....'I saw your ad on craigslist and thought to myself......that looks like a business that's looking to get more customers.....am I right?'

The answer they give you to that question will determine your next step easily and naturally.

This is F A R from a hang up statement... this is what keeps them on the line.. I use something very similar with my CRO sales. The statement itself does 2 things.. it shows you have actually spent some time and your not some robot just making calls. It also is the first step ( in my sales pitch anyways ) towards developing a level of trust that you understand their unique sales issues.

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helisell

7 years ago

Hi SalesGod...

Hung up on?

Now I know that is just an opinion....'cos if you'd tried it you'd know different.

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SalesGod 7 years ago

I make sales calls and cold colds every single day. Been doing it for the past 9 years and learned from the best of the best. But lets say they said NO I'm Good. whats next? how about when they say yes?
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helisell

7 years ago

I've been at it for a bit longer than that.......about 30 years longer ;0)

You haven't learned from me so how do you know you've learned from the best of the best?

I'm pretty sure you could answer your own question any way [and I think you know that too]

If they say yes then it's obviously plain sailing isn't it?

If they say 'no I'm good'...

I'd say...'oh that's cool then. We sometimes assume that people advertising are looking for more customers and that gets us excited. You might be able to help me in that case......who else do you know in the xxxxxx business that would be looking for a quick surge of new customers?'

This will either get them to put the phone down [which saves a lot of time] or they start asking questions.

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How to handle the "I have enough business" objection

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