10 “not interested” objections you might overcome
Here are some reasons the voice at the other end of the phone might be shutting you down, reasons that might be turned around.
When prospecting businesses, you get lots of “Not interested” and “We are fine” answers. Sometimes it might be easier to put you off instead of engaging with you. What are some of the reasons the voice at the other end of the phone might be shutting you down, reasons that might be turned around if you could draw them out?
1. It’s not the right person. You thought you called the right contact to talk about benefit plans. They said not interested. Maybe they said: “Not my area.” Maybe “Not anymore.”
Instead: Lead off with: “I’ve been look for the person who…Am I talking to the right person?” Simple.
2. They don’t understand your value. They are the right person. They hear from several people like you every week. They find the introductory remarks tend to sound the same. Assuming they think “Oh no! Another one!” they default to “not interested.”
Instead: Make a reasonable request for a couple of minutes of their time. You’ve done some background research. This is your specialty. Ask a couple of insightful, closed end questions; “Is your current plan compliant with…”
3. They want to talk to your customers. This can be a touchy area. Are you bound by client confidentiality? Is the service you provide to specific firms public information?
Instead: You must play within the rules. If there’s client confidentiality involved, point to statistics about your firm and awards won in this area. If you are connected on LinkedIn, mention the number of shared connections. Suggest they check you out with a couple of them.
4. Not the right time. Companies work on schedules, often aligned with contracts. They aren’t considering other plans until the current one is up for renewal.
Instead: Ask when the plan with their current provider is up for renewal and review. Can you talk before that time?
5. Big firm, big fees. They might assume your firm needs to charge fat fees because the firm name is on office towers, they advertise a lot and their name is on a stadium. They assume you are too expensive.
Instead: Explain why your firm is an industry leader. It got that way by being competitive. It’s how you grow market share.
6. They have a review process. They likely send out Requests for Proposals (RFPs). They don’t look at anything before that time.
Instead: This one’s simple. You would like to be notified so your firm can present a proposal. What contact information do you need? Will the request be posted somewhere?
7. It’s your attitude. You are dismissive of gatekeepers. Maybe you are pushy. The person directing your call has made this clear before they pick up the phone.
Instead: It’s easy to say “Improve your attitude.” Treat everyone you encounter as an equal, someone who could help if they liked you.
8. Bad day, wrong day. They got a poor performance review. They just broke up with their partner. Their car was stolen.
Instead: Pick up on the signals. Immediately realize this is a bad time. Try again another day.
9. Reorganization. The company announced one recently. They anticipate layoffs. The accepted corporate behavior is to keep your head down. Don’t attract attention to yourself. Considering other plans might attract attention.
Instead: Acknowledge this is not the right time. It might be a better time for information gathering, You explain you only want to know generally available information about their current plan, not anything confidential.
10. Timing was off. You’ve had those days. You are heading out for an appointment. The phone rings just when you grabbed your coat. You have no time to talk. It comes through in your voice.
Instead: Recognize it sounds like they need to be somewhere. “Don’t let me keep you.” Is early AM better?
There are lots of reasons people say: “Not interested.” That’s not always what they mean.
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