Back
The War Room
Question
Post

"We're just too busy" objection

I work for a large media company - basically I sell advertising campaigns (radio and digital) to help companies connect with more ideal customers/clients/patients/etc. as well as help with recruitment as well.


I get this objection a lot - where I meet with a prospect, understand their needs/wants/pains, put together a customized campaign and pitch - and ultimately after following up it's something like "we're just really busy right now / we can't take on any more customers, follow back up in ___."


In some instances I know it's legitimate - where a company doesn't have the ability to take on a greater workload without damaging their reputation and/or doesn't have the staff required to do so. But with this prospect I've talked to him about how we can use the tactics I put together to recruit for any open positions they have to take on more work - but it seems to fall on deaf ears.


Any good recommendations to turn this around and (hopefully) move forward? Good questions to ask that have helped anyone get past similar objections? Or is this guy just a tire kicker?



๐Ÿ“ˆ Closing
๐Ÿท Advertising
โ˜‘๏ธ Qualification Calls
10
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
In my industry, too busy actually means too busy. We have found that when we sell our product to a resource-constrained team they end up either A) Half-ass implementing the tool and churning after a year because they never got full value or B) Not activating at all and auto-churning without ever getting a fair shot.

However, you should qualify what "too busy" means. Does it mean you don't have enough people, too many projects going on, or is it flat-out BS, and they're not sold like @funcouponsย mentioned. Qualify the no, then either move on or keep the pain funnel going.
funcoupons
WR Officer
+11
Kahluapons
"Too busy" usually indicates that they aren't sold on the value of your product...other than the rare cases where a place cannot take on any more new business like you mentioned, what business doesn't want to make more money or have more customers?ย 

You either haven't discovered their true pain point, or there are other factors at play that they haven't told you about (budget, DM is against it.) Or...in some cases the person you're speaking with is not the actual DM and doesn't care enough to be a champion for you.
Skerp22
Opinionated
+3
Media Consultant
Hard truths - all of which I agree with. The person I speak with does handle the marketing - but this response came after he consulted with the owner. Do you have any good responses to use for these scenarios?
funcoupons
WR Officer
+11
Kahluapons
It's likely the owner shut it down and it could be for many reasons. Budget, owner wants to go with a competitor, owner likes the current setup, and since you haven't spoken with the owner directly he likely isn't sold on your pitch and the marketing person was not a strong enough champion to get it done.

For responses, I'd simply say "Fair enough, when do you expect things to calm down enough for us to be able to give this another look?" Let them set the timeline. If it's something like "I don't know," or "next year," that's a good indicator that they aren't buyers and worth spending more time on. I'd also try and get the owner involved from the first call next time to figure out whether they're actually buyers or they're just going to shut you down again, wasting more of your time.
Show 2 more replies
Beefany28
Politicker
+6
Business Development Representative
We are too busy right now, & follow up in _ time are not legitimate objections to me I feel like they are more of smoke screens. If they wanted to do it they would make the time, maybe you missed a key point that didn't make it to where they felt like it is important enough to move forward at that's time and the follow up almost rolls into the same thing. Something was missed, or they were never initially looking seriously in the first place...you gotta remember not everyone is going to be your customer. Another way to get around The follow up in x amount of time, is to say so let me be clear you want me to call you back 3 months to go over XYZ, but you're telling me if someone else calls and offers you the exact samething, you're going to tell them the samething as you told me to follow up in X time???
WCK
Politicker
+8
Padre de Tequila
Hey, so funnily enough I'm in a similar industry!

My rebuttal is always the same: "Busy is great, and I'd rather you be TOO busy than NEEDING work. But that being said, are you getting the jobs you actually want to do? If we targeted let's say 5 more (insert high ROI jobs here) in the next week or two, would you turn those down for 10 (insert low ROI job here)? I doubt it. Se let's look at the type of work you'd rather do, and target that. Let word of mouth bring you in the easy, low ROI jobs, and let's focus your marketing dollars on the jobs you actually WANT to do."

They'll either perk their ears up, because you're going right for what they WANT, or the true objection will shine through. Maybe they don't think you'll bring the right type of job(Not sold on your product as @funcouponsย said), maybe they get these calls all the time and your intro went in one ear and out the other, or maybe they truly ARRE too busy, which is ok. I always tell my business owners the following: "I want to helpp you grow, but I want to help you grow COMFORTABLY and in a way that YOU want. I can sit here and throw you a million leads a day but 90% may be stuff you don't care for, and all that does it degrade the quality of the work you do. So let's focus on scaled growth that you CAN handle, and let's make sure it's stuff you ACTUALLY want."
Skerp22
Opinionated
+3
Media Consultant
This is awesome. Thank you! Ps - what kind of marketing campaigns do you sell?
WCK
Politicker
+8
Padre de Tequila
I'm targeted CPC advertising!
Show 2 more replies
Justatitle
Politicker
+7
Senior AE
Have you point blank asked the prospect if this is something he wants to do? If yes and he said yea you have every right to challenge him and drive to a sale.
Hotlead
Politicker
+6
SDR
I go right into of course you are your are trying to run a business.ย  Would you be free to meet for lunch?ย  I could bring lunch into your office or we could meet somewhere you prefer, shouldn't take more than 30 minutes and you have to eat sometime.ย ย 

Works about 40% of the time but it's at least better than giving up on a stupid objection like I'm busy.ย 
GDO
Politicker
+6
BDM
Qualify if this really means too busy. If that s the case, find a moment that they have time in the future.ย 

if it s an excuse dig deeper why they object.ย 
EQSales
Good Citizen
+1
VP of Sales
could be push off, could be genuine. ย I like to just be honest and humble- "based on this feedback perhaps I haven't effectively done my job at conveying the value and opportunity. ย if this is just a push off where you don't see the appropriate value or ROI, just let me know, no pressure. ย if not and there is true internal project competition, would you be willing to share some of those competing priorities?"

be confident in your value and give them an opportunity to be honest if they are pushing you off.
Skerp22
Opinionated
+3
Media Consultant
๐Ÿ’ฐ๐Ÿ’ฐ๐Ÿ’ฐ
1
What is the most absurd objection youโ€™ve been given?
Question
8
2
How to overcome the "timing" objection? Or How to not get there in the first place!
Question
5
8
How do you all handle a situation where a prospect has a contract approved and is ready for signature, but one of their family members just passed away? Want to be extremely sensitive to the situation...feel there's never a "right" time to reach out and never want to be salesy...
Question
11