Cold Calling - How to handle this type of reply

21 replies
Hi there,

I can't find a thread that will help me but how do you handle this type of cold call objection?

"Can I take your name number and get someone to call you back"

Many times I've just freely given my contacts details and no surprise, no one calls. So whats the best way to get a yes or no?
#calling #cold #handle #reply #type
  • Profile picture of the author Jarrod
    What I do: Say yes, give your name and number. Then ask "just so I know, when do you think I should expect a call back?" Then say "sounds good, I'll await the call." Then set a reminder to yourself to do a follow up call after that time has elapsed.
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  • Profile picture of the author Mwind076
    My response would be any of these depending on how the gatekeeper is:

    1) No, I'd rather not, can I send over an email with my information? Who should I send that to?

    2) Who do you think would be calling me back? What's the best way to contact him/her?

    3) I'd rather speak to the _____ (manager, CEO) to make sure they are the right contact, what is his name, do you expect him in tomorrow? Great, I'll try then.

    Be creative, and this may come with experience, but don't sound rude, just let them know that you aren't playing that game, and you are going to call back until you get to the person. With any response, even the email one, I'd call back until I got to the DM, but never leave your name or number until then.

    Your goal should be to get a name or way to contact the correct person, do not leave any information for anyone that is not the DM.

    It depends on WHY they aren't putting you through,

    -do they not know who to put you to? Then you need to talk more to explain what you need.
    -are they being a gatekeeper? Don't leave your name, number, or anything, get off and try later.
    -have you tried to give TOO much info and they aren't putting you through to anyone because you tried to give your whole pitch to a receptionist? That's your fault for not waiting to tell the DM what you want.
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  • Profile picture of the author Jason Kanigan
    "Sure, I'm happy to give you that info...can I ask you a question first?" (Sure.) "(Sigh) I think I have a problem. Maybe you can help me...here's the issue. I've found that when I do leave my name & number, it's rare that someone actually does call me back. So if I do that now, can you help me out with what's going to happen?"

    Listen to their answer. Then:

    "So when should I expect the call back, and who from?"

    You'll discover quite a lot.

    Generally I do not leave messages.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Jason Kanigan View Post

      "Sure, I'm happy to give you that info...can I ask you a question first?" (Sure.) "(Sigh) I think I have a problem. Maybe you can help me...here's the issue. I've found that when I do leave my name & number, it's rare that someone actually does call me back. So if I do that now, can you help me out with what's going to happen?"

      Listen to their answer. Then:

      "So when should I expect the call back, and who from?"

      You'll discover quite a lot.

      Generally I do not leave messages.
      Solid advice, as always.

      Me? I make sure I have the name of the person I want to talk to. On rare occasions, I'll ask who that is (using your methodology). But then, it's hard for them to say "Can I take your name number and get someone to call you back?".

      I do get "Do you want his voicemail?" , and I leave a message.

      But if it's an organization I really want to work with, I don't leave a message. I don't want the prospect to remember me as "The guy I don't call back".
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      • Profile picture of the author Jason Kanigan
        Originally Posted by Claude Whitacre View Post

        Solid advice, as always.

        Me? I make sure I have the name of the person I want to talk to. On rare occasions, I'll ask who that is (using your methodology). But then, it's hard for them to say "Can I take your name number and get someone to call you back?".

        I do get "Do you want his voicemail?" , and I leave a message.

        But if it's an organization I really want to work with, I don't leave a message. I don't want the prospect to remember me as "The guy I don't call back".
        I agree...generally don't leave a message. But the OP asked, so I've hooked him up with a process to either a) smoke out the nonsense or b) set up a strong up front contract to get the desired result. Also @theOP: it's not an objection, it's a brush-off to ask for name & number. Don't take it personally. Prospects don't know you, so they're skeptical. So are you and I, when we're prospects.

        Now, for all you callers:

        What's wrong with getting the name of the person you need to talk to (look for the Little Unsure technique) on call #1...

        ...and then calling back with the name "Can I speak to ____") later that day or tomorrow?

        Collect info, build inertia.
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    • Profile picture of the author LasseKohau
      No, dont waste time on leaving messages. Pick the next prospect.
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  • Profile picture of the author Michael Nguyen
    Thank you for the replies. I also get replies after following up such as " if decision maker likes what he hears he'll contact you " after I've sent a mail piece.

    Is that a goof sign to move on, there's no way I know for sure he got the message. It sounds like do not leave a message.
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    • Profile picture of the author Aaron Doud
      Originally Posted by Michael Nguyen View Post

      Thank you for the replies. I also get replies after following up such as " if decision maker likes what he hears he'll contact you " after I've sent a mail piece.

      Is that a goof sign to move on, there's no way I know for sure he got the message. It sounds like do not leave a message.
      That's a sign that you sound like the dozen other cold callers they spoke to this week.

      What are you doing differently to make it worth their time to speak to you?

      Gatekeepers and decision makers will continue to find "reasons" to get rid of you until you give them a reason not to.

      1. Is what you offer of value to them? If not find something of value to offer. And I mean honestly ask yourself this. If all you are offering is what dozens of others have already cold called them to offer they will just bunch you together with them.
      • Website? Already got one and don't need another.
      • SEO? Heard it from a dozen guys this week.
      • Social? Hell got an email that lied and told me that more people would find me on Facebook vs Google (seriously do they think business people are stupid?).
      2. Can you explain the value? Step back and ask yourself this. So what have you done to show them the value?

      You could be offering me $10 bills for $5 and I wouldn't buy any if you didn't show me the value. Don't assume I know the value. There is a guy on youtube that offers 1oz Canadian gold coins to people for half the face value of $50 and people will not buy them. Why? Because they don't know the value. They don't get that for $25 they would be buying something worth over $1,500.

      Also that is a great example of why you don't offer discounts right off the bat. People don't value a discount if it is given so freely. In fact they start to question not only the original value but the new value. So even though the face value was $50 they doubt it is worth $25. Even though the true value was $1,500 plus.

      3. Can you sell and are your the best person you know to be selling your products? This is where the ego needs to get out of the way. Ask yourself if you were a business owner hiring someone to sell your product would you hire yourself to sell it.

      Now really stop and think about that. You are the business owner and you are hiring someone to sell for you. You are making the choice every day to keep yourself employed as your sales person.

      If you are not the best sales person you know ask yourself why you are not hiring that person, who you know is better at sales, to sell for you.

      Can't afford it? Sales Professionals are like good marketing they should pay for themselves. So that isn't the answer.

      Don't think a good sales professional would work for you? This tells me you don't believe in your company or your product. In which case why would you want to sell it if the best sales professionals you know wouldn't?

      To pay that sales person what they are worth wouldn't leave you with enough profit? You're prices are too low, raise them.

      Don't take me wrong..... I believe in bootstrapping. And I understand that in the beginning at times you often have to be the only employee in your business. But are you holding back the growth of your company?

      Would you rather make $500 per sale but only sell one per week or would you rather have a Sales Professional sell 3 per week and pay them $750 while you make $750? How about having 2 Sales Professionals who each sell 3 per week? Couldn't you pay them $1000 each and still make $1,000 yourself? Why not pay them $400 for each sale and hire 5 Sales Professionals? If they each sell 3 per week each of them will make $1,200 but guess what? You will make $1,500!

      That sounds like a great idea doesn't it? So why wouldn't you hire that first Sales Professional and give him that same 80% of profit? Bet he would be motivated to sell, wouldn't he?

      How fast do you think you could get 5 or even 10 High Performing Sales Professionals if you paid them like High Performing Sales Professionals?

      Might even be worth upping your prices so they would make $800 per sale and you make $200, don't you think?

      I know that went off in kind of a tangent. But this post just flowed as I was typing.

      In closing why should these people call YOU back? Once you know that and you and your staff can explain it well to prospects why wouldn't you set appointments for them to call you back? Or even better an appointment when you will call them back.
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  • Profile picture of the author ambrking
    This a common answer to telemarketers. The best response is to ask when will you be expecting the call and from whom. While you're at it, ask them the email as well, so that you can send them info. If they do not take your call, you can at least follow up on email.
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  • Profile picture of the author jherewini
    When asked for that information I reply by asking them to get someone from their accounts department to call me back urgently? in most cases the gate keeper puts me through to the CFO or the Manager in charge of accounts receivables.

    Once through I open with my name and ask if they could help me... I present my soft pitch and if I am in the right area I present my appointment setting pitch? if I am not in the right area, thanks to my soft pitch they transfer me through to the right area and I reference back to I was just speaking to blah blah from accounts who transferred me to you and present my soft pitch? If I am speaking to the decision maker I then present my appointment setting pitch.
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  • Profile picture of the author socialentry
    Thats simple.

    Just say something along the lines of "I have to [do something]. I will be in and out of the office myself thats why a call back is the only option.

    If you're calling across a lot of timezones, you can stress that "I have to call Mr.Smith's counterparts in 15 different countries/proovinces/states, can you imagine the complexity of the different timezones? Thats why a call back is the only option"

    even "I make 300 calls a day,I can't take your calls" work (I don't use it myself but one of my colleague does regularly)

    If they're just busy or its just the gatekeeper just say "Oh no thats allright, when would be the best time to call back", I find that often they just drop the issue. and then just call back.
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  • Profile picture of the author misterme
    ""Can I take your name number and get someone to call you back"

    Sure. And who's call should I expect?

    "That's Tom Bigwig. He handles marketing."

    When would he be calling?

    "I don't know his schedule."

    I'll try him another time then. Thank you!
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    • Profile picture of the author kenmichaels
      Originally Posted by misterme View Post

      ""Can I take your name number and get someone to call you back"

      Sure. And who's call should I expect?

      "That's Tom Bigwig. He handles marketing."

      When would he be calling?

      "I don't know his schedule."

      I'll try him another time then. Thank you!
      I wonder how many people missed the fact you turned a
      a no contact into solid intel.

      No tricks, no gimmicks just plain ol experience.
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      • Profile picture of the author misterme
        Originally Posted by PanteraIM View Post

        I like speaking with accounts people because they are usually locked away in an office somewhere and enjoy some friendly conversation.
        The sales department will tell you anything you want to know... because they're hoping you'll buy from them. So if you tell sales, "I'm thinking of getting your stuff, but first, I got a question..."

        Originally Posted by kenmichaels View Post

        I wonder how many people missed the fact you turned a a no contact into solid intel.
        As long as they don't tell me I should call Helen Waite, I think all of them.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by misterme View Post

          As long as they don't tell me I should call Helen Waite, I think all of them.
          I've used Helen Waite's services for years, and I can tell you...she's dependable and shows up on....Hey! I just got it!:rolleyes:
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  • Profile picture of the author PanteraIM
    Remember that gatekeepers are trained to screen out cold callers, it's their job, and sometimes as much as they like you this is going to happen a lot.

    If they have a phone system with extensions try any line apart from '0' and reception. I like speaking with accounts people because they are usually locked away in an office somewhere and enjoy some friendly conversation. You can tell them you got transferred there accidentally or whatever and they will put you thru without thinking about it.
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  • Profile picture of the author John Durham
    I always try to turn that one back around on them and say something to the effect of "No problem , listen if this isn't a good time for you thats okay, I'll tell you what why dont I just call you back sometime on wednesday"

    They usually agree.

    However I only do that if I feel good about them being a potential prospect. Most of them are trying to blow you off. Sometimes it's worth trying to save and sometimes not. Leaving it in the prospects court to call you back though isn't a real dependable strategy. lol
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  • Profile picture of the author webcosmo
    Sure, who am i speaking with? Then you give the number and hope for the best. Anyways, you can`t force someone to call back...
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    • Profile picture of the author bawls
      The problem with call calling is that nobody wants to waste their time on listening to a sales pitch, so you have to create some leverage right off the bat or you probably are going to not get anywhere.

      Anyone who does not have a website these days either does not feel they need one or can't afford one..so what could you possibly say to change their mind, because if you think they have not been approached or at least thought about it, you probably are mistaken.

      The leverage is to know a lot about the company and things(marketing) they already are doing...so you can say its regarding X and speak with a sense of urgency.
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  • Profile picture of the author JerrickYeoh
    I will go direct where i will tell him that i will call him back after few days or direct tell him that i will call him on which date .

    Is better to contact up people instead of waiting them to call back because we are the seller.
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  • Profile picture of the author kellyyarnsbro
    Nice share guys, it is always good to have a say from the experts, this way we learn based on the actual are real things.
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