Category Archives: Telemarketing

10 Warning Signs from Decision Makers that You won’t Close the Deal

10 Warning Signs from Decision Makers that You won't Close the Deal

“Just call me back some other time”

Oh oh! Is he really not interested? Should I end the call or probe some more? Is it worth it for me to call him back?

For almost 10 years in sales, it takes at least 8-10 call attempts before reaching prospects. But 44% of sales reps usually give up after the first attempt. The study shows that 80% of closed sales usually happen after the 5th attempt but only 10% of salespeople make 5 call attempts. 

Source: blog.hubspot.com

In sales, persistence pays off. But how can you tell if the prospect have any intentions of buying from you or not and they’re just being nice? Here are the 10 signs decision makers are saying that sounds like there’s an opportunity but the truth is, they’re really not interested.

“Not right now”

This happens when a prospect doesn’t feel any sense of urgency to buy something.

  • TIP: Ask for their timeline, “When is the best time for me to call back and see if this is something you might be interested in the future?”

“We’re happy with what we have”

This could mean that they are currently satisfied with the product that they are using.

TIP: You can dig in about their provider or ask other areas they wish to improve. You can ask,

  • Do you have a provider? Do you have a contract with them?
  • Would you consider other providers in the future?
  • Are there other areas within your organization that you wish to improve?
  • “We have a contract with our provider”

So, they are bind with a contract and they can’t do anything about it. It doesn’t mean they’re happy with their provider or they won’t be changing, ever.

TIP: Ask,

  • How long is the contract?
  • When will it end?
  • How is it working with them?

By getting more information about their provider, you’re trying to find out if it is worth it to contact them again in the future. 

Related: Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

“Call me back in 6 months”

You might think there’s a chance in 6 months. But sometimes, this objection could also mean that they’re really not interested. Although some are genuine and have a possibility of doing something in 6 months’ time 80% chance is they simply want to get rid of you.

TIP: To know whether or not they have plans in 6 months, you can ask, “When can I call back?”

Related: Ever thought of following up Inbound Leads via Outbound Marketing?

“Send me an email and I’ll get back with you”

Unfortunately, what you don’t know is the decision maker, this objection means, no. He’s not going to call you back. The truth is, he’s just blowing you off.

TIP: What you can do is offer to send information and ask for a callback.

“How about if I’ll send you information, may I have your email address, please? When can I call you back to discuss more this one?”

Related: 7 Email Marketing Secrets to Get You More Hot Leads

“We’re all set for now”

Sales reps hear this all the time. This objection also means, “I’m not interested, please leave me alone.” Sure this sounds nicer than “We’re good. Don’t bother calling me again.” but they all mean the same. There’s no way you can close a deal with this prospect.

TIP: What you can do? Nothing! Offer to send information for future reference and check back again after a month or two.

Related: Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

“I’m busy! Call me back some other time.”

This is the usual response you’ll get from decision makers if they want to get rid of you. They know that professional salesperson was trained to respect their time. Whenever they say, “they’re busy”, hey know that a salesperson will end the call right away and will call back some other time.

TIP: To make sure of their availability on your next call, ask, “When is the best time for me to call back?”

“It’s not a priority right now”

If what you’re offering ISN’T a priority to your prospects, then it means that something else IS. There are other issues that they need to find a solution first.

TIP: Uncover their pain points and link your solution to addressing those. It may not be right now but there is a very good chance that they will soon be a paying client.

“We don’t have the budget right now.”

I’m sure every sales rep experienced this kind of objection at some point. Discussion about the budget is very sensitive. Although having no budget means they are not going to do anything, you can turn this discussion to your benefit.

TIP: No need to discuss the budget in details. You can say, I don’t expect you to consider spending money right now. Then determine whether your products or services can help solve problems and issues within their organization.

Related: How to Spot a “Requested More Information” in Every Sales Objection

“I don’t have the time.”

This is the most common objection and I still get this one a lot. Regardless of the reason why the decision maker doesn’t have time, this objection also means he wanted to brush you off.

TIP: Reevaluate your opening spiel. Ask yourself, Do I sound like I’m going to need too much of his time? Did my introduction take 30 minutes? Take note that the introduction and the opening spiel should only take around 5-10 minutes.

Related: Effective Cold Calling Script that Generated Customers [FREE TEMPLATE]

Sometimes, learning to let go for is easy. But before doing so, make sure that there really is no opportunity. Who knows, you won’t close the deal now but these prospects could be a potential prospect in the future. What can you do for now? Nurture them and call them back when it’s the right time.

 

 

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Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

 
 

Related Posts:

IT and Software: Mastering Product Knowledge Before your First Sales Pitch

Teach Sales Reps to Sound More Natural Over the Phone

Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

The Best Way to Reach Out to Prospects Sales Email or Sales Call

The Best Way to Reach Out to Prospects: Sales Email or Sales Call?

Should you email or call?

For years, it has been a debate in the sales community. Interaction with the prospect is the key to gather and educate, establish trust and secure for a follow up call. If you don’t know what medium to use best to deliver the message, tendency is you will have poor response rate.

It’s your first time to reach out to prospects and you’re not sure what medium to use to deliver your message. Let this be your guide on deciding whether to send an “introductory email” or call your prospective customers.

Sending “initial email” first

Many experts nowadays start with an email because they use it as a reason to call to follow up on the email sent.

Advantages:

  • You can use email as a reason to be directed to the prospect when you called because you have something to follow up for.
  • It let’s you educate your prospect of your product and services and connect it with their current situation.
  • Prospect understands the value proposition of your brand before talking to you. Less time and effort on sales reps..

Related: What’s the Next Step in Sending Event Emails?

Disadvantages:

  • Prospects are not required to answer the email the moment they receive it. You still need to follow up on them again through another email or phone call to find out if they’re really interested or not.
  • There’s no point in sending “initial email” if prospects are already familiar with your company. When in this situation, you can proceed and touch base with them through calling.
  • It takes time to reach out to prospects and convert a sale.

Related: The Timeless Email Marketing Tips in Promoting Industry Events in Singapore

Call and initiate a conversation

Most sales reps prefer calling prospects when doing lead generation. Unfortunately, calling also takes time and effort same with email but at least you get immediate answer from the prospects.

Advantages:

Disadvantages:

  • It takes time and effort. You may need to call 3, 5 or even 10 times in order to get hold of your prospective customers. Find out how many call attempts should you do before you surrender a lead.
  • There will be times wherein they are not available to talk to you. You need to consider the best day and time to call them to get higher contact ratio.
  • No one wants to take a random call from a telemarketer who will discuss about a product they’ve never heard before.

Other mediums to use to reach out to prospects is through social media such as; Facebook, LinkedIn, Google+, Twitter, etc.

Check out Twitter Marketing Lessons for IT and Software Companies

Know where your prospects are, research on lead generation statistics in Australia and what social media platform they usually use and create your reputation using social media. Social media has a word “social” in it, which means it’s not just about you. It’s also about showing interest in others. Use social media to get a connection and engage with your prospects instead of promoting your product or service.

Related: Re-engage with Warm Prospects Who Have Gone Cold

TIP: Never sell your product on social media. Instead, learn about the people you are trying to reach and share with them information that might interest them.

What’s the best method when reaching out to prospects? It doesn’t matter if it’s through call or email. Whatever you do, just don’t do cold calls or spam. It’s always best to make sure you have a targeted and profiled list before you start your marketing campaign. There are data profiling tools that can help you eliminate unwanted data. If it’s not workable, here’s where to get a reliable profiling services.

Related: Better Leads? Two Words: Customer Segmentation

There are also other ways to reach out to your prospective customers.  Try different approach like Multi Channel Marketing approach such as web and social media instead of just focusing on email and phone. Different ways to reach out to target prospects makes it easier for you to be where your target audience are and let them be aware of your brand.

Whatever medium you use, bottom line is, never reach out to prospect without doing any research first. Knowing your audience makes it easier for you to identify the best method to reach out to them.

 

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in your email marketing or telemarketing/ lead generation campaign!

Dial +61 2.9037.2248

 

A Closer Look At A Sales Lead’s Mind: An Australian Perspective

A Closer Look At A Sales Lead’s Mind An Australian Perspective

When we want to sell something, we want to be sure that we appeal to the sentiments of our business prospects.

Now, we all know just how hard that can be. That is why we often ask them a lot of, pretty much, personal questions. This is what makes all the difference for our B2B lead generation campaigns. Just imagine just how complex that is if the market we want to work on is based in Australia.

What do you think runs inside the minds of your sales leads?

This could very well be the one advantage that you could have to get them to turn these prospects into a closed deal.

So, what do you think are business prospects asking themselves?

  1. “Should I do business with him?”It is a warranted question, since this raises the issue of our capabilities.

We may be a big brand or a well-known company, but if you cannot truly represent your business and your ability to deliver what you promise, then you will not get their deal at all. You have to be really good at your articulation in this case, if you want to get their attention.

  1. “Should I do business with this business?”Basically, this is all about your brand, your identity, of your company.

It is about influencing your prospects to do business with you. You need to keep the integrity of your company intact. In other words, you have to clean up your act, deliver what you promise, and give your company credit when credit is due. It is all about keeping clean.

  1. “Will they offer something I want or need?”You know that a business can only sell if you can offer something that your B2B leads prospects will need to make their lives easier.

You need to show them just how your products or services work, how it will solve their problems, as well as the other benefits that they can enjoy if they purchase or sign up with you. You might want to train your B2B telemarketing team well on this regard.

Related: How To Make Sales Leads Spend More On You

  1. “Will the value being presented meet my expectations?”Simply speaking, will the returns for the initial investment be significant enough for a deal to happen?

You know how hard it is to raise money, and that new investment can only be made if there is assurance of profit later on. With out on, you will not be able to make a sale. Your appointment setting team needs to be prepared to answer such concerns.

  1. “Shall I make the decision now?”How you convey the urgency of your offer matters a lot here.

You see, business prospects rarely make an immediate purchase decision. More often than not, they will wait things out and see if they still have a need for your offer later on. That would not be good for your business. That is why you should work on creating urgency in your sales repertoire.

 

Now that you know what are most likely running in your sales leads’ prospects minds, I am sure that you can work on a better B2B lead generation plan.