Quad
SDRs…What is your best response for “call me back in January”?
20
Sure, let's get something booked. Do you have your calendar handy?
Disagree with this heavily. In my experience, pushing things that far out screws you for two reasons:
1. Lack of urgency
2. They forget about the meeting entirely
Either way, the message is: this isn’t important enough for me to care about it until January. This is a pretty difficult objection to overcome because it can either be a smokescreen or a legitimate objection.
The way to determine the difference is hard also, but it’s a gut feeling. Decide for yourself if the objection they are giving you is legit and act accordingly.
If it’s the former, just brush past it and ask for a time this week or next. You’d be surprised by how often people agree to it if it isn’t a legitimate objection.
If it is a legit objection, however, and they are busy and they really want to take the call in January - you have some work to do because IMO pushing the meeting to January = death.
What I would do in this scenario is you need to assert the value of what you’re offering and potentially even go on the attack.
“Look, mr. Prospect, the reason I was reaching out in the first place is because of (drop a commonality, something about their company, or something about their competitor. the closer it hits to home the better). Is there any way we could find a time to briefly meet this week for 15 minutes? I’ll keep it short on my end, but I think that you’re going to want to take this call before January because (provide a value statement).
Or: “Look, mr.prospect, is there a reason why you want to push this meeting until January? I’m asking this because usually when I hear people say this, they don’t really want to take the meeting in the first place.”
Both work quite nicely, but I’ve found a ton of success with number 2 simply because it’s a complete power shift. People don’t expect you to challenge them, so they start to respect you more when you put them in their place.
And regarding Christmas, holidays etc and you shouldn’t bug people at this time of the year: I would call bs on that too. People do deals all the time for products that they want around this time of the year. In fact - you could even argue that this time of the year is best because people are in a good mood/budgets are open for next year. Keep pushing :)
1. Lack of urgency
2. They forget about the meeting entirely
Either way, the message is: this isn’t important enough for me to care about it until January. This is a pretty difficult objection to overcome because it can either be a smokescreen or a legitimate objection.
The way to determine the difference is hard also, but it’s a gut feeling. Decide for yourself if the objection they are giving you is legit and act accordingly.
If it’s the former, just brush past it and ask for a time this week or next. You’d be surprised by how often people agree to it if it isn’t a legitimate objection.
If it is a legit objection, however, and they are busy and they really want to take the call in January - you have some work to do because IMO pushing the meeting to January = death.
What I would do in this scenario is you need to assert the value of what you’re offering and potentially even go on the attack.
“Look, mr. Prospect, the reason I was reaching out in the first place is because of (drop a commonality, something about their company, or something about their competitor. the closer it hits to home the better). Is there any way we could find a time to briefly meet this week for 15 minutes? I’ll keep it short on my end, but I think that you’re going to want to take this call before January because (provide a value statement).
Or: “Look, mr.prospect, is there a reason why you want to push this meeting until January? I’m asking this because usually when I hear people say this, they don’t really want to take the meeting in the first place.”
Both work quite nicely, but I’ve found a ton of success with number 2 simply because it’s a complete power shift. People don’t expect you to challenge them, so they start to respect you more when you put them in their place.
And regarding Christmas, holidays etc and you shouldn’t bug people at this time of the year: I would call bs on that too. People do deals all the time for products that they want around this time of the year. In fact - you could even argue that this time of the year is best because people are in a good mood/budgets are open for next year. Keep pushing :)
How long are your sales cycles?
This is key.
My sales cycles are 6+ months and average deal is $250k+
If someone doesn't have the budget or a project, I don't want to waste either of our time.
My sales cycles are 6+ months and average deal is $250k+
If someone doesn't have the budget or a project, I don't want to waste either of our time.
Yea didn’t take this into account.
My sales cycle is abt 2 weeks-2 months usually. Average deal size is 50k. Smaller cycle = more urgency. Duh.
Interesting to see the differences though. I would get shot at my job if I told them it was ok to push the meeting to Jan.
My sales cycle is abt 2 weeks-2 months usually. Average deal size is 50k. Smaller cycle = more urgency. Duh.
Interesting to see the differences though. I would get shot at my job if I told them it was ok to push the meeting to Jan.
I think across all typical cycles and ACVs “of which year, sir, ‘24 or ‘25” would be the wrong answer. On the other hand, it could drop a bullshit guard. I’d float it. But what do I know?!
Yeah, that makes a huge difference. My cycles are closer to braintank’s, so if someone can’t talk this month, I’m back in January. I get where you are coming from, though. Shorter cycle - absolutely go for it.
Same. ENT just hits different.
Actually pretty solid advice with short sales cycles
Thanks…tried and true method for me as I’ve experimented a ton with SDR related stuff :)
👏🏻👏🏻
This or what will be different then
It's end of November, people are really busy with final weeks of November and Christmas. I'd make a list of all January calls and be sure to follow up
That’s why we use a CRM, schedule the list to make the calls.
Yes this ^ no one in my field wants a SaaS change with boatloads of employees taking time off. Ditto mid July
I'm going to agree with pirate.
Yeah, me too. More that my sales cycles are long, though, so a couple of weeks on the front end will make no difference.
Called them for the first time ? Well there’s not much you can do
Just making a todo in the CRM and calendar with notes about what we have discussed, prices, when to call and so on. January month I’m making the most bucks — but depends heavily what business you are working at.
On the customers I have been having the best conversations with and really close to close deals on - I’m sometimes sending them a mail we’re im wishing them a merry Christmas and a happy new year and can’t wait to start the dialogue again in January ☺️👌🏻
Works perfectly! 🎄
On the customers I have been having the best conversations with and really close to close deals on - I’m sometimes sending them a mail we’re im wishing them a merry Christmas and a happy new year and can’t wait to start the dialogue again in January ☺️👌🏻
Works perfectly! 🎄
Was this a first call? Are they low-hanging fruit? Have you been trying to make something happen for a while? Lots of factors here. You have, "Call me back in January = Fuck off" or you have "Call me in January = I'll know our budget, I'll have spoken to X". If it's the latter, pencil in a meeting now for first of the year.
☝️ Sentiment endorsed
Hit them with this “what’s going to change between now and then?”
Great question. It's amazing what information people will provide with a simple question.
You can ask something along the lines of what changes in January or say something as this is a nice way of saying no since typically people cancel when scheduled this far out, is that what is happening
I like this- but I’d start it with “Level with me. Is this what’s happening?”
Direct and straight to the point. Perfect.
Sure lets get something booked because as you know everyone gets swamped now until then. I want to make sure we get something on the calendar before it fills up. Hows (X) day at (Z) time work?
They may do it they may say lets hold off. Either way though, they said to call back in Jan so best be sure to call back in Jan and reference what he said.
If you do get something at least as a placeholder call on calendar, you better still call and remind and send email week out and maybe even 2 days out also.
People forget, they get bogged down in EOY shit and holidays/personal stuff and then new year projects and kickoffs.
They may do it they may say lets hold off. Either way though, they said to call back in Jan so best be sure to call back in Jan and reference what he said.
If you do get something at least as a placeholder call on calendar, you better still call and remind and send email week out and maybe even 2 days out also.
People forget, they get bogged down in EOY shit and holidays/personal stuff and then new year projects and kickoffs.
Thank you all for your suggestions!
I like to poke around about what is going to be different in January. Maybe it’s a simple objection you can handle
Get it booked.
EOM!!
Totally understandable for retail and insurance companies. Think of the industry. Also you now have a few weeks to put your sales plan into action and take what you know to do more research. This is not a negative.
Have them commit to a follow up in early january, send weekly updates about product or deals closed in their relevant field
Gotta schedule a call back only after making sure that they're actually interested in your product and have the full time on the initial call to fully listen and understand the deal you're offering.
Only then having the call back next Jan will be fruitful as this is the time when they'll be ready to commit.. if that's not the case you can just save your time and theirs!
Only then having the call back next Jan will be fruitful as this is the time when they'll be ready to commit.. if that's not the case you can just save your time and theirs!
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