How to handle the ‘I’m too busy’ response on a cold call. Part 2 of 2.
Last week I talked about one of the most common Conditioned Responses we get – the “I’m too busy to talk with you right now” response. I told you about what should be your initial Counter – assume the flavor of the ‘Too Busy’ only applies to that very moment. But what if they then reply, “You just caught me at a really busy time for me. I’m just swamped at the moment”? Well, here’s how you handle that.
Just as in my example last week of how to respond when they give you the response that they’re too busy right that moment for the second time; ask them when would be a good time for you to call back. They will have to give you some period of time if they are using this response. A week or two, or maybe a month perhaps. Since I call sales managers, I get the, “Call me after the end of quarter” a lot. Ask them, “Do you have your calendar handy? Why don’t we go ahead and put something down. Let’s see today is July 18th and you want me to call after the end of the month. How about Wednesday, August 8th at 10:00 AM?” (Since you got them at whatever day and time this time, you might as well use the same again.) Now that you’ve got a time on the calendar for a call back, take one more crack at something more immediate with something like, “Hey, do you mind if I ask what’s got you so busy between now and the end of the month?” (By the way, this must be delivered with sincerity in your voice.) If they give you any reason at all that you can say the following, do it! “You know, that’s exactly why I think we should get together right now, as I can help you with what’s got you so busy. How is Tuesday at 2:00?” Once again, you’ve got to deliver this with sincerity and you better be right.
One last thing. Let’s assume that you have to go with the former approach and call them back on August 8th. Here’s what you say. “Good morning Bob. This is Barry Caponi from the Caponi Performance Group again. Back on July 18th, you suggested that I call you this morning to set an appointment for us to get together. Would you be available Tuesday at 2:00?” Most likely they’ll not remember the reason for the call and ask you to remind them. Just launch right back into your script. “Oh, I’m sorry! The reason I had specifically called you that day was… Would Tuesday at 2:00 work for you?”
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™ under the brand name Coldcalling101. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
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