Cory A
What do I do when someone says they don’t need your services?
10
find another someone who does need your services
Hang up and cry
In which order? Maybe I’m doing this wrong.
Calling people while sobbing is the new pattern interrupt
Why would you need to do anything when someone says they don’t need my services?
Move on to the next.
Exactly. And keep them on a follow up list.
If it's early in the process I'd ask what they have in place for X (problem your service solves, benefit it brings, etc.). If they're using a competitor, I'd ask what made them go in that direction/what they like about them. If it's an in-house solution or DIY then I'd ask how that's working probe for any challenges (maybe it's time consuming, maybe it's cumbersome, etc.).
Sometimes people will respond to these questions. Sometimes they won't. If they don't want to talk then I just hang up and move on. But by at least attempting to probe a little you might be able to handle any objections or misconceptions they have about your offering, or at the very least you can record the info in the CRM and have a reason why they weren't a fit right now. Recycle the lead in 6-12 months and when you reach out it's not really a cold call because you've already had some conversation prior.
Sometimes people will respond to these questions. Sometimes they won't. If they don't want to talk then I just hang up and move on. But by at least attempting to probe a little you might be able to handle any objections or misconceptions they have about your offering, or at the very least you can record the info in the CRM and have a reason why they weren't a fit right now. Recycle the lead in 6-12 months and when you reach out it's not really a cold call because you've already had some conversation prior.
This is a really well thought out and the only actual answer to OP’s question. I do pure outbound to cold prospects and if I had to “hang up and move on” without proving a little, I’d never book any meetings
Move on, find another number and dial. But do you make an attempt to know why they don’t need ?
Where in the cycle is this? Up front? Then probe a little. If later on, it might be right. Just figure out what they are doing, and be respectful. Don’t insult them in any way, and find a way to create a cadence if there is even a potential for there to be a need in the future.
Move on to the next one, plenty of other fish in the sea.
Find someone who needs servicing
Sales is just like dancing, you won't find that woman who agrees to dance with you that easily, just keep on offering until you find your best dance😉
assuming this is in the prospecting phase? I always throw out a question that better tells them what we offer "ok understood, so you already have a system/solution/platform/widget for XYZ?" If they say yes, move on.
That tactic does work fairly well on cold calls when people are just shooting you down out of reaction. They may have no idea what you said you do even if you just told them. They are in fight or flight mode because the scary salesperson got them on the phone.
That tactic does work fairly well on cold calls when people are just shooting you down out of reaction. They may have no idea what you said you do even if you just told them. They are in fight or flight mode because the scary salesperson got them on the phone.
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