Want to book more calls with prospects? Here's the single most important objection you'll find: Time.
"I'll take a look and come back to you."
"Can we talk again in a month or two?"
"We're crazy busy now."
Of course your prospects are busy. Everyone is busy, trying to make the best out of what they got. And this is what makes prospecting difficult.
You're asking people for their time:
- They don't have enough of it already.
- Once it's spent, they can't get it back.
- There's no time refund.
If you are reaching out to cold leads, you will receive direct negatives - "Not interested", "Not for us", "No thanks". But if you are talking to clearly promising prospects or contacts in your network, the replies will be more polite and people will give you reason for refusing the chat.
This reason is, most the time, an excuse. You should not take them seriously. The words they use may lead you to think there's another objection behind it:
- Is my offering strong enough?
- Am I reaching out to the right companies?
- Should I use a different channel to contact prospects?
Not necessarily. The only commitment you are asking is their time. You didn't had the chance to explore their current situation, discuss alternatives and needs, or even propose a solution.
Their core concern is simple: They think the meeting will be a waste of their time.
You didn't offer enough value in trade for their time. If you did, they would schedule the meeting. It's simple, and it's true.
How to solve?
- Acknowledge it: "Hi X, I know you're busy..."
- Let them know you understand their concern: "...I've made my research on you and the company and can keep the call super short - won't take more then 15 min."
- Show they can expect more value: "Even if we're not a fit, you'll get some insights to discuss later with your team..."