How To Deal With Objections On Your IT Consulting Lead Genration Campaign

“No”. That is the one word that a lot of telemarketing representatives dread to hear. Still, that is the norm when conducting IT consulting lead generation work. You either have to be relentless in your campaign, or you think of better ways to convert a rejection into an acceptance.  This is very important, since we are dealing with the IT consulting business. Given the competitive nature of this business, you really have to give your best in B2B lead generation and appointment setting. To do that, you have to know how to deal with objections from prospects. Sure, that sounds intimidating, but you can actually pull it off. There are some pointers to remember with each objection:

1. “You are too expensive” – clarify why the prospect said that. There are times when it is actually just a knee-jerk response. Asking for clarification can help make your telemarketing campaign more successful. If there is evidence that you really charge more, then defend it by explaining better service, additional benefits, as well as other good deals.
2. “The final decision is not up to me” – then ask the person at the other end to tell you who you can talk to. Once you have reached the right decision maker, properly introduce yourself and use your previous contact as reference.
3. “I will think about it” – verify if this is genuine or not. Ask them if they still want to know more, or maybe when will it be appropriate to call them again. Based from their answers, you can make a better judgment call for your appointment setting attempts.
4. “We used your service is the past, but it was no great” – apologize for the negative experience. Also, use this opportunity to know what really happened at that time. If possible, you can offer a sweetener in your transaction to make the prospect try your service again.
5. “We are using (Brand) already” – if they are satisfied with the service, then too bad for you. The best you can do is to indicate that your business exists, and in case something happens, like a soured relationship or unavailable service, then you are happy to help. This is a good method to use in generating sales leads.
6. “I’ve never heard of your company before” – that does hurt, but at least now they know. Use this opportunity to introduce your firm, as well as the products and services that your business can provide. A little advertising can be a real useful investment for your future campaigns. You might as well prove your presence in the IT market.

Extra tip: Close the talk. You will get the response from prospects faster if you close the talk properly. If you do it right, then they might decide to accept your offer. That would be a huge coup for your campaign.

Just remember that the success of your IT telemarketing campaign still depends on just how effective you are in choosing the people for the job. As long as you do it right, then you will succeed.