Prospect says ”Not interested” via email. Here's how to handle it.
Step 1: Pick up the phone.
Today's newsletter takes about 3 minutes to read.
We are going to talk about what to do when a prospect sends you an email with this:
Not interested
Most of the time when prospects send an objection to SDRs.
They think the first objection is the real objection.
They will pitch to handle the objection:
Are you not interested to save money and time?
Are you not interested to close more deals?
Say “Why” and they need to justify their answer:
Why are you not interested?
Why this is not a priority for you right now?
Etc.
Don’t say “Why”, because prospects will feel defensive.
Or you don’t take “No” for an answer. (Except if the prospect tells you “No” 5 times.)
So you need to resist replying to the objections.
you need to switch from not taking a no for an answer to understanding your prospect’s perspective.
To see if it’s a real objection or just a brush-off.
Now let’s see how you can handle this objection in 6 simple steps:
PS: your prospect just sent you an email with “Not interested”.
Great job you got a reply from a prospect.
Step 1: Pick up the phone
Even though your prospect replied to your email.
It’s easier to have a conversation on the phone vs having back-and-forth emails to have a conversation.
PS: “but Elric if I don’t have a phone number, what do I do?”
Great question. You can go to step 6 and an email directly.
If the prospect picks up the phone, go to step 2.
Step 2: Confirm
Your prospect just pick up the phone:
Hey [First name], I just got your reply about my email saying that you are not interested. It’s okay to no be interested.
The first step is to confirm what they said, to show them that you heard them.
Step 3: Understand
Now that the prospect saw you that you listen to them and he/she is listening.
You want to understand for what reason your prospect is not interested.
Just curious, is it because of bad timing, you don’t have budget or you are happy with your current solution?
Then listen.
When you try to understand your prospect’s perspective.
You will get the real reason why they are not interested.
And you won’t get a brush-off answer from them.
It’s easier to understand their concern.
Step 4: Start a conversation
Now, you know the real reason.
I get it, when I talk to other {{Your Persona}}, generally they are not interested right now and that’s fine. How about this? We are hosting dinners/lunch and learn/webinars to see what other {{persona}} are currently doing to solve {{a problem your solution solves}}, these are pressure free, education only. Would you be interested to join one of them?
Step 5: If the prospect doesn’t pick up: call 3 times the same day.
Sometimes your prospect won’t pick up the phone on the first dial or the 2nd. So call them 3 times on the same day you get the reply.
Engage the same day with your prospect because they engaged with you.
If the prospect picks up on the 2nd or 3rd call, use step 2-4.
Step 6: Send an email
If the prospect still doesn’t pick up after calling 3 times or you don’t have the phone number.
Now it’s time to send an email.
Reply to your prospect’s email:
{{First name}}, really appreciate the reply.
It’s okay to not be interested. Just curious, is it because of bad timing, you don’t have budget or you are happy with your current solution?
The goal with your email is to start the conversation via email instead of the phone.
With this system, you start a conversation where your prospect is in control.
Not you.
The goals are:
Get the real reason of why your prospect is not interested and you won’t waste time chasing your prospect.
Educate your prospect, then when they will need your solution they will contact you and take a demo.
Sometimes you’ll have prospects who want to learn more about your solution sooner than you think.
That’s what happened 2 weeks ago with one of my SDRs.
The prospect was not interested at the beginning and we had a conversation about Chili Piper.
TDLR: Prospect says ”Not interested” via email
Step 1: Call your prospect.
Step 2: Confirm
Step 3: Understand
Step 4: Start a conversation
Step 5: Didn’t pick up? Call 3 times.
Step 6: Reply to the email - if the prospect didn't pick up or you don't have the phone number
Thanks for reading.
That's all for this Sunday. 1 simple tip for SDRs.
Quick Reminder: If you like my emails please do “add to address book” or reply.
See you next week.
Happy prospecting,
Elric
PS: Here're the 3 last issues if you miss them:
If you want to read the previous ones, you can here.
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