Cold Outreach Response Handling Mastery

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Welcome To The Clever Letter!

Every Saturday, we’ll share an actionable lead generation guide that’ll help get your first (or next) 100 customers so you can take your business to the next level. This newsletter will remain Free forever. We hope you enjoy!

In this week's Clever Letter, we're going to learn about handling objections in cold outreach.

Have you ever reached out to a potential client and received a response like, "No thanks"?

It can be discouraging.

But do you just... give up?

There's an old saying: "The sale begins with the first no."

With the right approach, you can turn that response into an opportunity to schedule a call.

By the end of this masterclass, you'll have the tools you need to handle objections like a pro and steer those conversations towards booked calls.

Let’s get into it!

1. Listening To Objections

Before we look at how to handle objections, here's a mindset shift that might help you:

Objections can be a valuable source of feedback that can help you refine your sales approach and improve your service offering.

By actively listening to potential clients' objections and taking them seriously, you can gain insights into areas where you may need to adjust your messaging, pricing, or service features.

This can ultimately help you create a more compelling and effective sales pitch that resonates with your target audience.

Ideally, you don't want to see the same objection cropping up again and again.

That's what I call progress!

2. Differentiating Between Real and Fake Objections

Sometimes, objections aren't what they seem.

A 'fake' objection is just a polite way of saying no, while a 'real' objection is a genuine concern that needs addressing.

Example:

If someone tells you, "Let's touch base next quarter," it might be a 'fake' objection.

They may just be politely declining your service.

But if they say, "I am not sure how your service will fit into our current workflow," that's a 'real' objection.

It's something you can address with more information and potentially change their mind.

3. Addressing Objections Head-On

Here's where the rubber meets the road.

You have an objection.

Now what?

Address it!

• Be direct

• Provide facts

• Maintain a positive, helpful attitude.

Example:

A client objects, "Your prices are too high."

You could respond, "I understand your concerns about the cost. However, our prices reflect the value and results we deliver. In fact, our clients typically see a return on investment within just a few months. Would you like to hear more about their experiences?"

4. Offering Proof to Overcome Objections

One of the best ways to overcome objections is with proof.

This could be:

• Testimonials

• Case studies

• Statistics

About your service's success.

Example:

If a prospect says, "I'm not sure your service will work for our business,"

You can respond:

"I understand your doubts. In fact, we helped a company very similar to yours increase their conversion rate by 20% within three months. Would you like to see the case study?"

5. Follow Up After Addressing Objections

Last but not least, always follow up!

50% of calls get booked from the follow up.

Check in to see if they have any more questions or if their objections have been resolved.

Example:

A week after addressing an objection, you could send a message like, "Hi there, I wanted to check in and see if you had any more thoughts or questions about our service? I'm here to help!"

Final Thoughts

Knowing how to handle objections is very important for salespeople who do cold outreach.

Having these conversations can be tough, but if you follow the tips in this masterclass, you'll be able to turn objections into chances to schedule calls.

The more you practice, the easier it will get, and you'll see more success in booking calls and closing deals.

So, good luck and happy selling!

See you next week!

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