We have to admit that facing rejections, directly or indirectly, can be troublesome for any B2B lead generation campaign. With the way the business world moves these days, knowing how to compel business prospects to buy from you can be a bit of a challenge. It takes a little convincing and persistence on your part to turn these prospective sales leads into actual business deals. And what if your prospects say no? You have to trust your creativity and resourcefulness in this regards. I know, this is not easy, but if you have a general idea on what to say, then you will know how to proceed on this. Take these as examples:
1. “Send us some information” – you should quickly comply when your prospect asks you that. Additionally, ask him about what attracted his attention the most. There might be something about your offer that caught his interest. Just do it in the most natural method.
2. “We have no ready funds for that” – either this is just an excuse or they really could not afford your offer’s price tag. When that happens, try changing tact. See if, price no longer a factor, they would still seal the deal with you. Maybe a little rearrangement of payment terms will do the trick.
3. “That is not my priority at the moment” – you may not be able to make a sale with them, but they can give you useful business data for use at a later date. Ask them about their current priorities. Sometimes, no B2B leads generated now can be turned into more B2B leads later.
4. “We already use (competitor’s product)” – now, this is the case where you really are least likely to make a sale, but at least you can ask them about their reasons for choosing your competitor. Who knows what you might learn during your conversation that can help you later on.
5. “It just costs too much” – do not feel too bad. Actually this is a sign that they are interested. The only reason they are not signing up yet is the price tag. It may just be simple too expensive or the features and benefits not enough to justify the price. You have to ask so that your telemarketing team can adapt.
6. “Call me back in (period of time)” – do not worry, this might not be a ‘no’. In most cases, they just simply do not have the time at the moment to deal with you. Just clarify with them why they wish to postpone your meeting. This will give your B2B appointment setting team more time to prepare.
7. “Someone else makes the buying decision” – when you hear that, either the person you are talking to is the gate keeper or a lower-level executive who does not have the final say. Just earn their trust and cooperation, then. They might be able to help you connect faster to the real decision-makers.
It is not that bad, if you think about it. Just follow these tips to help turn the flow in your B2B lead generation campaign