Faced With This Objection...

by Avanyx
20 replies
I know that cold-calling is basically a numbers game but I go blank and dont know what to say when I get this reaction...

This is a short idea of what i say its not exact...

Good morning may I speak to ........

Ok one moment.

Hi .... my name is ..... if I could guarantee you a way for you to get more customers for the same price or less than you are currently paying for your advertising would you be interested in knowing more?

Yeah sure what is it?

I noticed looking at your website that it is currently not optimized for mobile viewing, then I go into explaining why its important etc...

I also provide google places listings etc etc and website design along with other seo services...

Ah we currently have a website yes that is correct and its fine, its also on page one sorry, goodbye....

Or...

SEO, we get numerous calls from SEO companies selling there services no thank you.
#faced #objection
  • Profile picture of the author Warrior Ben
    Here is what you are going to find out really quick about selling SEO services-- it is EXTREMELY competitive. More competitive than any other offline niche.

    Originally Posted by Avanyx View Post

    Hi .... my name is ..... if I could guarantee you a way for you to get more customers for the same price or less than you are currently paying for your advertising would you be interested in knowing more?
    This sounds very, very salesy and with the number of calls that business owners get a day being offered SEO services, you will just be lumped into the pack.

    I'd change the opening to something along the lines of: "Hi, my name is Ben and I own a local marketing company that helps small businesses increase their bottom line with innovative online strategies. The reason I'm specifically calling today is to set up an appointment to show you how I can increase your revenues. How does tomorrow at 2pm sound?"

    Or... "Hi, my name is Ben and I own a local company that offers a mobile marketing platform tied to a 2D Barcode that is scannable by any smartphone. The reason I'm calling specifically today is to show you how this technology works and how it can benefit your business. How does tomorrow at 2pm sound?"

    By leaving things a little vague, it will pique the interest of the business owner and you will have greater success. I've mentioned it in other posts, but I tend to call mobile websites, "mobile web apps" and it helps keep people from wanting to use their current web designer.

    I hope this helps!

    -Ben
    {{ DiscussionBoard.errors[4575793].message }}
  • Profile picture of the author Scitknot9
    Avanyx,

    If they say 'Ah we currently have a website yes that is correct and its fine, its also on page one sorry, goodbye' you could go on to explain that it is an even bigger importance for them to have a mobile site, if they are on the first page of Google then they are highly likely to be seen by those searching from a mobile device too.....which would they rather their customers see? A standard site which takes time to load etc, etc or a fast loading, straight to the point, direct mobile site which gives the user the info they require and quickly!

    Just a thought, you will probably need to be quick to get in before they put phone down!!

    Scott
    {{ DiscussionBoard.errors[4576937].message }}
  • Profile picture of the author iamchrisgreen
    You ready for a massive revelation??

    Sure?

    Here we go ...

    ALL BUYERS ARE LIARS !!!!!

    It's not 100% true. But it's a good rule to go by.

    So never ever tell them what you are going to do for them because they will just say "I have that" or "We do that"...

    The reason for that is that they have no relationship with you at all when you call them cold and really they just want to get you off the phone.

    So... what can you do about it??

    Well, there's a load of ways around this, but maybe start out by checking out John Durhams stuff.
    {{ DiscussionBoard.errors[4577206].message }}
  • Profile picture of the author drmfitz
    review your questions-why ask someone if they are "interested" in anything-as the gentleman said, buyers ARE liars and you don't want to ask questions you do not want answers to. ask if they are OPEN to increasing their business and profits using your tech skills. then, when they said, "yeah sure, what is it"? you do not tell them about about websites and mobile views-ABC, Always Be Closing, if you cannot "close" the deal upfront in 2 minutes you are selling not sorting and truly valuing your time. you may state to them, "we are both likely busy and very successful, i have been able to double, triple, increase, whatever you want to say about growing their bottom line through your services, and i ask them upfront! If i can get you twice the customers to your business is that worth X amount of dollars? tell them you only deal with people who are serious not curious and want to grow their business today. if you must use "take away", if they do not grab it back, you never had them. Do not be afraid to ask for a sale. Dr. Mike (ABC)
    {{ DiscussionBoard.errors[4577764].message }}
  • Profile picture of the author Vincenzo Oliva
    "I'm not "selling services" I'm looking for business that want more customers then they currently have"

    "You're on page one? great, how's your sales conversions to click rate going?"

    1 - Never do cold calling or cold walk-ins.

    2 -Always find the people who understand the importance of marketing but just suck at doing it.

    3 - Show them the potential and what their missing (their pain).

    4 - Offer a low-barrier entry, a freebee of some sort.

    5 - Differentiate yourself from the rest of the pack.

    6 - Create a "new" category for yourself (not SEO).

    7 If they're on page 1 are they converting sales (need a better website)?
    {{ DiscussionBoard.errors[4578661].message }}
    • Profile picture of the author jtlucas2511
      Originally Posted by Vincenzo Oliva View Post

      "I'm not "selling services" I'm looking for business that want more customers then they currently have"

      "You're on page one? great, how's your sales conversions to click rate going?"

      1 -

      2 -Always find the people who understand the importance of marketing but just suck at doing it.

      3 - Show them the potential and what their missing (their pain).

      4 -

      5 - Differentiate yourself from the rest of the pack.

      6 - Create a "new" category for yourself (not SEO).

      7 If they're on page 1 are they converting sales (need a better website)?
      There, now I think that list looks a little better.

      Of course you should cold call, or cold barge in, especially if you are just starting out. I started over the summer and that's how I got my first customers.

      As for the freebie thing, that is NOT necessary at all. If it is going to take a freebie for them to become your customer, then that is somebody you just don't want to have to deal with, but to each their own.
      {{ DiscussionBoard.errors[4580652].message }}
  • Profile picture of the author Brendan Vraibel
    There is always something that they could use for their business, it's just up to you to make them see that. I haven't been at the cold calling thing long but I've been using Warrior Ben's script and it seems to be promising. I also feel jittery and nervous when I'm on the phone but I feel like it's a lot easier to explain myself in person.
    {{ DiscussionBoard.errors[4579203].message }}
  • Profile picture of the author Vincenzo Oliva
    Well I know plenty of Warriors here making big bank by offering "free" fan pages, "free" web pages, "free" training on Google places.

    It does not qualify or disqualify a prospect if they accept a freebee. It only breaks down their sales resistance and builds your trust and authority.

    Most importantly youngsters, it opens up the conversation. How many conversations did you start this week with prospects?

    Cold calling must be done in a totally disarming way or you will get the dialtone for sure. I can prove that nobody likes cold calls. Check the "DO NOT CALL" registry it sits at 250 million.

    Regarding any objections:

    objections= YOUR IDEA IS NOT VALUABLE TO ME! It's your job to change that.
    {{ DiscussionBoard.errors[4581386].message }}
    • Profile picture of the author RockstarBen
      I hate to be the one to say it, but you will continue to have this objection as long as you sound like everyone else. Here is a better way...

      Do a little work first and make the call about showing it to them... You could make them a fan page (will take you 5 minutes) and put something cool on it, like a squeeze. Then you can call or email them to show them what you did. You are no longer in selling mode, you are now in adviser mode. Then, let them start asking questions and from there, you have a live and hot prospect...

      I know from my own experience, and from being in regular contact with fellow top-earners in the offline game, that the majority of the successful 6-figure plus businesses in this arena are built on a model of giving. Remember: "Givers Gain..."

      Keep Rockin!
      --Ben
      Signature

      {{ DiscussionBoard.errors[4581432].message }}
  • Profile picture of the author MsMotivation1
    Yeah, some people are just "put-off" when you jump right in with what you can offer them over the phone... So they will say anything to get you off of the phone.

    Try to get the appointment first.

    You could try offering some educational material first to help them understand the importance of mobile marketing... let that do the selling for you and then follow-up with them... IF they don't call you back first
    {{ DiscussionBoard.errors[4581669].message }}
  • Profile picture of the author Rus Sells
    Call back immediately and when they pick up the phone say...

    Oh its me again!! I was just calling to see if the person who answered the phone this time is as stupid as the last person I spoke with! = )

    In all seriousness you are doing what every one else is doing! Telemarketing cold calls.

    To the people talking to you on the phone, your just the next person throwing around the words Google and Guarantee.

    Unless your a superstar telemarketer your not going to rise about the noise and stand out.

    Stop using the words SEO, WEBSITE, Google and use different terms that reposition you differently.
    {{ DiscussionBoard.errors[4582064].message }}
    • Profile picture of the author RockstarBen
      Originally Posted by Rus Sells View Post

      Call back immediately and when they pick up the phone say...

      Oh its me again!! I was just calling to see if the person who answered the phone this time is as stupid as the last person I spoke with! = )

      In all seriousness you are doing what every one else is doing! Telemarketing cold calls.

      To the people talking to you on the phone, your just the next person throwing around the words Google and Guarantee.

      Unless your a superstar telemarketer your not going to rise about the noise and stand out.

      Stop using the words SEO, WEBSITE, Google and use different terms that reposition you differently.
      I couldn't say it any better than that, Russ! As long as you are the same as everyone else pimping "SEO," you are just another "Viagra, breast enlargement, Spammer" - whether it's email or phone - SEO/Google sellers are an annoyance to businesses. Stand out :-)
      Signature

      {{ DiscussionBoard.errors[4582105].message }}
      • Profile picture of the author Dr Dan
        Originally Posted by RockstarBen View Post

        I couldn't say it any better than that, Russ! As long as you are the same as everyone else pimping "SEO," you are just another "Viagra, breast enlargement, Spammer" - whether it's email or phone - SEO/Google sellers are an annoyance to businesses. Stand out :-)

        lol!

        I love it!

        RockStar Ben and Russ are dead on!

        This is why I dont like to give phone scripts with products I offer or even when I coach my clients.

        You must use your own style and stand out from the crowd.

        I prefer to offer a freebie to get my foot in the door.

        This has worked for me as much as 7 out of 10 times at least.


        {{ DiscussionBoard.errors[4582328].message }}
        • Profile picture of the author Avanyx
          Originally Posted by Dr Dan View Post

          lol!

          I love it!

          RockStar Ben and Russ are dead on!

          This is why I dont like to give phone scripts with products I offer or even when I coach my clients.

          You must use your own style and stand out from the crowd.

          I prefer to offer a freebie to get my foot in the door.

          This has worked for me as much as 7 out of 10 times at least.

          Wouldn't I be losing alot of money then if I was to offer freebie to every business?
          {{ DiscussionBoard.errors[4582344].message }}
          • Profile picture of the author RockstarBen
            Originally Posted by Avanyx View Post

            Wouldn't I be losing alot of money then if I was to offer freebie to every business?
            You make nothing if you don't land a client... How much does it cost you to make a simple fb fan page? Oh, it costs nothing - right? How much time do you need to do it? 5 minutes should do it, right? So, how much time do you waste on the phone spamming for dollars? I guarantee you will use less time giving away a little sample and have an active lead ready to close with the warm approach.

            I, along with many others I know, have built up a massive business this way.

            So, the short answer to your question is: YOU ARE LOSING MONEY NOW! Now, go out and rock it!

            --Ben
            Signature

            {{ DiscussionBoard.errors[4582403].message }}
        • Profile picture of the author midasman09
          Banned
          GIMME A BREAK! Excuse me but....what I taught myself MANY Moons ago was...."PUT MYSELF IN MY PROSPECT'S SHOES!"

          What do I mean by this?

          Use your imagination for a minute; Picture your prospect sitting at his desk...maybe figuring out this week's payroll or getting ready to order inventory or schedule his crew...etc. In other words; HE'S BUSY WITH HIS BIZ! and....in comes your call;

          ++++++++++++++++++++++++++++++++++++++++++++++++++ ++
          Hi .... my name is ..... if I could guarantee you a way for you to get more customers for the same price or less than you are currently paying for your advertising would you be interested in knowing more?

          Yeah sure what is it?

          I noticed looking at your website that it is currently not optimized for mobile viewing, then I go into explaining why its important etc...

          I also provide google places listings etc etc and website design along with other seo services...

          Ah we currently have a website yes that is correct and its fine, its also on page one sorry, goodbye....
          ++++++++++++++++++++++++++++++++++++++++++++++++++ +++++

          GIVE ME A BREAK! You've GOT to GRAB them by the throat....and....MAKE THEM WANT TO LISTEN FURTHER TO YOUR SPIEL!

          It's the primary purpose of a HEADLINE in print!

          It's called...ATTENTION! ATTENTION! ATTENTION!

          Here's your opening "Headline" or "Attention-Getter";
          Hi .... my name is ..... (he could care less, what your name is!)

          ....if I could guarantee you a way for you to get more customers for the same price or less than you are currently paying for your advertising would you be interested in knowing more? ....(Too Wordy! Ya Gotta GRAB EM!) (although this does cause him to allow you to continue!)
          (then...when he hears a "Wordy Spiel"....while he's sorting papers on his desk....you sound JUST LIKE A HUNDRED of Sales Pitches he's heard b4)

          So....you're trying to sell Mobile Websites. Here's a suggestion;

          "Hello Mr Biz Owner....I was just looking at your website and noticed it is NOT set up to be seen on Mobile Phones! MOST of your customers/clients/patients nowadays....have a Mobile Phone!...and I think YOU are MISSING OUT on a lot of extra business!

          I've created a Sample Mock-Up of what your website CAN look like on Mobile Phones....and I'd like to show it to you....if you have a "quick minute" this afternoon around 2 or 3! WHICH is better for you?"

          Wait for response. He'll either ask a question about Mobile Sites or suggest THE TIME that's best for him. Do NOT try and explain MORE about what you do....on the phone! Your ONLY PURPOSE here, is to GET HIM TO AGREE TO A ......TIME!

          Aside: When I first started selling FULL Color Advertising, I'd call my prospects and tell them I'd like to SHOW them my FULL Color Program and....there's NO WAY I can describe WHAT my FULL Color program looks like...ON THE PHONE! So...with each and every of their questions, I'd say, "Mr Prospect! This is FULL Color! There's just NO WAY I can describe FULL Color ON THE PHONE!"...and I'd keep shooting for a TIME!

          Same thing here. They'll want to "Stall You Around....looking for a way to DISSUADE you....or get you to CONVINCE THEM or GIVE THEM A VERY GOOD REASON, WHY....they should set aside some TIME to talk to you!

          Hey man! This is what SELLING is all about! PERSUASION!

          Now....you ONLY set up a Mock-Up Mobile Site for those who agree to see you.

          To Summarize; He's MISSING business by NOT having a Mobile Site! YOU have a way for him to CATCH this EXTRA BUSINESS! All you are asking is (on this phone call) ...A FEW MINUTES OF HIS VALUABLE TIME!

          Keep this in your mind as you're making your calls and you WILL get appts!

          Don Alm....PRO Sales Guy




          {{ DiscussionBoard.errors[4582593].message }}
    • Profile picture of the author Avanyx
      Originally Posted by Rus Sells View Post

      Call back immediately and when they pick up the phone say...

      Oh its me again!! I was just calling to see if the person who answered the phone this time is as stupid as the last person I spoke with! = )

      In all seriousness you are doing what every one else is doing! Telemarketing cold calls.

      To the people talking to you on the phone, your just the next person throwing around the words Google and Guarantee.

      Unless your a superstar telemarketer your not going to rise about the noise and stand out.

      Stop using the words SEO, WEBSITE, Google and use different terms that reposition you differently.
      When yousay different terms how could I reword then the words SEO, Website, Google?
      {{ DiscussionBoard.errors[4582335].message }}
  • Profile picture of the author Celeste Green
    Cold calling is a numbers game it's true. Test a few different approaches. Maybe story selling - they'll relate better & it'll sound less sales-pitchy than the generic offer you're throwing out there. Every business owner wants to save money & get more customers. That's too generic. You really need to think about their pain problems & talk about very specific ways your service is a solution.

    Also, what about your satisfied customers? Go back to them repeatedly & ask for referrals! A warm introduction is worth a thousand cold calls. Offer your clients something like a gift card as a thank you every time they give you x number of referrals or you get a new client based on one of their referrals. The goodwill generated is immense!

    Vincenzo & Rockstar Ben had great ideas too. Offering a complimentary service is a great way to get that first crucial meeting set. Over-deliver something of real value and you'll gain their trust. Then it won't matter so much how competitively priced your product/service is because you'll have a relationship. You're not selling as much as guiding.
    {{ DiscussionBoard.errors[4582639].message }}
  • Profile picture of the author Avanyx
    Fantastic advice midasman, I am going to try that out on next call...
    {{ DiscussionBoard.errors[4589563].message }}
    • Profile picture of the author LarryW
      While some great comments here, it is most discouraging about the numbers of SEO calls by competition etc...

      I am thinking I would go the way of wishing they knew the value of our services, and "Wait Until They Want Me" marketing (ha not very aggressive?). As such, be out there and get noticed around town, and be ready when they contact you. Like get referals.

      Yes try email for those with websites but no mobile setup... but

      While waiting try for the businesses that really need your help now, that is find companies with problems that will hire us for reputation management.

      .
      {{ DiscussionBoard.errors[5650379].message }}

Trending Topics