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Cold Calling: Response for "We already have a site?"

by grey38
11 replies
So I can tell the difference between:

1.) "We already have a site" (*They truly think their website is doing a good job)

......and......

2.) "We already have a site" - "Thanks for calling, but I'm not interested," says the business owner.

When they're just trying to get rid of me, I let it go and start calling the next phone number. The hardest thing for me to reply to is when a business owner truly believes they have a nice/effective website. Sometimes the receptionist will say "We already have a website, so I don't think the owner will be interested."

I do understand sales is a law of averages (if you make enough calls, eventually you'll close someone) experience. I know you can't convert/close everyone you call, but I know a few are slipping through my fingers. If I could close just 1 more client per every 50 calls I make, this would be worth it.

My response now (which is mostly ineffective):

____________"Well to be honest, i'm not looking to lock you into anything. I ran across your information at the last Chamber of Commerce meeting, so I thought I'd give you a call to see if you'd like to sit down for half an hour sometime later this week, or would next week work better for you? Generally I like to discuss your goals and how my services could possibly help you reach your goals." ________________

So what are some good responses for me to say when either the biz owner or the receptionist tell me they have no need to update their website/optimize it.

I know I need to build value into it, but once i get that response I'm basically headed home with my tail between my legs lol.

p.s. I rushed very much putting this question together, so please take it easy on me if there are some grammar issues... Thanks in advance
#calling #cold #response #we already have a site
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  • Profile picture of the author Claude Whitacre
    This has been covered here awhile ago.

    My opening line is "We supply qualified leads and customers to business owners who already have a website".

    The odds are incredibly high that they already have a website. You just need to ignore the website they have and build another one..for a different purpose. And link to their other website.

    Answer the objection in the opening statement. That's the best time to handle it. Turn it into a qualification they need to do business with you.

    Again, we have had extensive conversations here about this exact thing.
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    • Profile picture of the author techwizard
      Originally Posted by Claude Whitacre View Post

      This has been covered here awhile ago.

      My opening line is "We supply qualified leads and customers to business owners who already have a website".

      The odds are incredibly high that they already have a website. You just need to ignore the website they have and build another one..for a different purpose. And link to their other website.

      Answer the objection in the opening statement. That's the best time to handle it. Turn it into a qualification they need to do business with you.

      Again, we have had extensive conversations here about this exact thing.

      This,


      Switching the "purpose" of their initial website have (while keeping in mind their primary service) is a nice strategy.


      "You are a law firm company, but your website looks like it's selling subscriptions, let's try to change that to a more converting and clean layout."


      You can always bring the search engine optimization card along with the site page load speed.


      When approaching a customer like that, try to show them that their website is cool, but it can be more if they tweak it a bit as this will INCREASE their conversions.


      PS: (Not specifically to OP), but make sure you actually can deliver what you promise.


      Good luck!
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  • Profile picture of the author grey38
    I did search for a bit, but i definitely didn't find the thread you're talking about. Do you know who started the thread? or maybe the title? so I can find it in here.
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  • Profile picture of the author OptedIn
    It's a numbers game. Call someone else. Rare is the business owner who's mind you are going to change, regardless of what you say. They've heard it all before. You're beating a dead horse.

    Call someone who wants your service. You can always circle back, later - after skimming the cream, to do your 'selling.'

    Remember, if you are in a position where you actually have to try to sell something to someone, in their mind, they probably don't want it or need it. Most of the time, if someone feels they want or need something, they obtain it. Sure, you may occasionally bump into those individuals that haven't taken action, yet, but that will only prove my point.

    You won't need to sell them anything. :-)
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    • Profile picture of the author grey38
      Originally Posted by OptedIn View Post

      It's a numbers game. Call someone else. Rare is the business owner who's mind you are going to change, regardless of what you say. They've heard it all before. You're beating a dead horse.

      Call someone who wants your service. You can always circle back, later - after skimming the cream, to do your 'selling.'

      Remember, if you are in a position where you actually have to try to sell something to someone, in their mind, they probably don't want it or need it. Most of the time, if someone feels they want or need something, they obtain it. Sure, you may occasionally bump into those individuals that haven't taken action, yet, but that will only prove my point.

      You won't need to sell them anything. :-)
      Yeah when it's the business owner, i definitely feel like i'm hitting my head against a wall. But when the assistant/gate keeper tells you this is the bigger issue I try to resolve.

      ***For example. I called this local hotel, lady at the front desk said the owners son does their web design work, that's what he went to college for, so they're set.

      I call back 2 days later and get the son on the phone, and he tells me he was just looking for someone to get to do their website. ***
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      • Profile picture of the author OptedIn
        Originally Posted by grey38 View Post

        I call back 2 days later and get the son on the phone, and he tells me he was just looking for someone to get to do their website. ***
        Well, if you stand out in the rain long enough, you're bound to be struck by lightning sooner or later. I don't think I'd change my business model by searching out those rare instances, first time through my leads.

        Burn through them the first time to score the easy deals, THEN go back and drill down, if you run out of fresh leads. This is one of the most basic tenets of cold calling by phone.

        When people went out west to pan for gold, the first thing they did was walk the stream bed, picking up the nuggets that were readily visible. Then they started the hard work of panning. Don't let someone else walk the stream bed, while you're panning. lol
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        • Profile picture of the author Claude Whitacre
          Originally Posted by OptedIn View Post

          Well, if you stand out in the rain long enough, you're bound to be struck by lightning sooner or later. I don't think I'd change my business model by searching out those rare instances, first time through my leads.

          Burn through them the first time to score the easy deals, THEN go back and drill down, if you run out of fresh leads. This is one of the most basic tenets of cold calling by phone.

          When people went out west to pan for gold, the first thing they did was walk the stream bed, picking up the nuggets that were readily visible. Then they started the hard work of panning. Don't let someone else walk the stream bed, while you're panning. lol
          Yup.

          When i used to teach cold calling, I'd tell the audience that in their town...today..there are between 10 and 100 people actually looking for what they sell. You want to find those people quickly.

          But there may be another 500-1,000 that are thinking about what you sell, or would buy on the first call.

          Find them on the second pass. (or separate them out on the first pass)

          Then there are the people that;
          Are eager to buy..if you see them in person, not on the phone.
          Lie about not wanting what you sell to get you off the phone.
          The timing isn't perfect, and 6 months from now, they will be in a better frame of mind.

          And then there are the non-interested. I mean never interested . Ever. If they are rude or just hang up on you in mid sentence...just don't bother them again.

          But a list of 1,000 small business owners? I'd rather call a guy on the fifth call, assuming that he's remotely qualified, than make a cold call on a stranger. Some people...maybe most...will talk to you if you keep at it.

          A good book on cold calling is Cold Calling Techniques That Really Work by Steven Schiffman.
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  • Profile picture of the author savidge4
    Originally Posted by grey38 View Post

    So I can tell the difference between:

    1.) "We already have a site" (*They truly think their website is doing a good job)

    ......and......

    2.) "We already have a site" - "Thanks for calling, but I'm not interested," says the business owner.

    When they're just trying to get rid of me, I let it go and start calling the next phone number. The hardest thing for me to reply to is when a business owner truly believes they have a nice/effective website. Sometimes the receptionist will say "We already have a website, so I don't think the owner will be interested."

    This is NOT an objection I ever get - because I KNOW if they have one or not before I call. But even if I did get this, KNOWING if they have a site or not would allow yourself to position a positive rebuttle. Such as... I do see you have a Facebook page but I could not find a website IE a www anywhere. Do you consider the facebook page your website?

    OR ( my favorite ) Yes you do have a website, but let me ask you this, which do you get more of? calls like this one offering you services for your site OR actual leads calling? and more often than not they will say "Leads DUH!" And you can then say based on my research of your site you are probably unable to track the calls that are generated from your site vs your yellow book page vs one of the partners handing out a business card. Which one or ones of these avenues of traffic are actually working for you, and how would you know?

    the best part of this type of re-direct question is every time they get a call from "Google" lol or anyone else referencing thier website you have planted the seed.. the seed that any and everyone has looked at thier site and sees there is room for improvement. - ANYONE that is in business and more so anyone with a brick and mortar business will tell you they get 10 to 20 of these calls a week let alone a day in some cases.

    But to come back full circle here.. the reality is you should not be getting "we already have a website" - right off the bat you are leading off a path of just another caller vs someone that has spent some time and educated themselves about the business you are calling. And we all know it takes what 2 minutes to figure this stuff out?
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    • Profile picture of the author OptedIn
      Originally Posted by savidge4 View Post

      And we all know it takes what 2 minutes to figure this stuff out?
      And there is lots of software that can help you find them as well as those without SSL, if they're on WordPress or not, have a video on their website, what social media they use and much more.

      One sale of almost anything and you have recouped your expenditure and have something that's a great asset, going forward.

      Knowledge is power and it also increases your income while cutting down the time to discover the opportunities to create it.
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