Occasionally when prospecting new leads, you’ll receive objections; some more direct than others. You’re not the only one! Prospecting is all about timing and understanding: objections arise out of impatience, a bad day, or poor scheduling. But it’s important to understand it doesn’t mean the conversation is over. Some forms of objection can be discussed and guided back to your original sales tactics.
At York Consulting, we’ve compiled strategies to handle the three most common prospecting objections to help sustain your lead. These strategies will permit the conversation to continue beyond your first prospecting call:
1. “Just send me the information”
Whether you’ve caught them at a bad time or they’re simply just not interested in what you have to offer, your request to speak with someone during your prospect call has been met with the aforementioned statement.
What do you do? Send the information anyway! Make sure what you send them is relevant to what they can use or think about using for their business operations. We generally send a brief introduction of your company, a brief product overview, and a supporting documentation piece such as a case study. Let them know that if they’re interested in what you have to offer, you’d like a commitment from them to have a further in-depth conversation. Simply because they’re not interested in that moment, it doesn’t mean they won’t require your services in the near future.
For more information on how to approach this situation, read this article.
2. “I’ll need to talk to someone in authority before making a decision”
Before making your call, have an idea of who exactly it is you’re looking to speak with. You’ll want to speak directly to the person in charge of a particular product or service, someone who is the owner of the problem you’re trying to solve through your product or service, or the beneficiary of the benefits of your product or service.
The contact person you’re trying to reach really depends on what you’re trying to sell them. Gauge this by the intent of your product or service. If what you’re selling is simply a new product to optimize operational efficiencies, think mid-level seniority. If you have something that will change the strategic outlook of a business, you’ll want to aim for a C-level executive.
Remember though, it’s better to aim too high than too low.
3. “We already work with [competitor]”
If your prospect has informed you they’re working with a competitor of yours, take this as an opportunity to learn about how things are going with them. Are they experiencing any problems? Are there parts of your product/service line that the competitor isn’t supplying and can you turn that into an opportunity for service? Most importantly, find out if and when the contract is up for renewal and be sure to follow-up at that time.
It’s always important while prospecting to direct the conversation from objections back to the sales process. Our specialized team at York Consulting can help. Contact us today!