When you spend time each week making cold calls, it’s crucial to anticipate objections from your prospects. They’re going to happen whether you like it or not, especially the common response of “I’m not interested.”

Instead of trying to overcome their objection, focus on keeping the conversation going. One approach is to address their objection by asking more questions related to the problem that most organisations are having in the industry you are trying to capitalise on.

For instance, let’s say you’re selling cleaning services to local businesses, and a prospect says to you, “I’m not interested.”

You could ask, “John, that’s fair enough. But can I ask you, would it be worthwhile once a year to do a quick check and make sure your organisation is getting the best value for money when it comes to cleaning your offices?”

By asking an honest question, you may find more often than not the prospect will agree with you, and that’s all you’re wanting to do at this stage of the sales call.

By implementing this idea, you can transform your cold calls for lead generation services, building better rapport with prospects and increasing your chances of converting them into valuable leads.