Overcoming Obstacles in Prospecting: Turning "Fine" into "Fantastic.

One of the biggest obstacles in prospecting is that prospects already have a current technology provider. Our challenge, in less than a minute, is to convey that a meeting with us can lead to better outcomes for their:

• Departmental responsibilities
• Company
• Cybersecurity
• Efficiency
• Profitability goals

We need to make it clear that starting their business day with us is more beneficial than continuing with their current provider, even if that provider is doing "fine."

Prospecting is not a small task; it is the first and most crucial step as it opens the door to further sales stages: discovery, proposal, and closing.

Handling Objections Before They Arise

The best way to manage objections is to address them before the prospect has a chance to verbalize them. When initiating a prospecting conversation—whether by phone, in person, via LinkedIn, or email—why not start with the objection?

Examples of Addressing Objections:

If it’s a law firm:

“Good morning, John. I’d like to stop by because my firm partners with 136 other law firms throughout the state, such as __________ and __________. They all had a current technology provider but wanted to enhance billable hours with every touchpoint of a legal document.”

?If it’s a healthcare practice:

“Good morning, John. I’m writing to coordinate an opportunity to visit Johnson's Pediatrics. My firm partners with over 76 other healthcare practices in the state, including _________ and _________. Despite having a technology partner, they sought additional opportunities to improve profitability, cybersecurity, compliance, and efficiency with every patient visit.”

If it’s a construction company:

“Good morning, John. I’d like to find a time to meet. My firm works with 42 other construction and architectural firms throughout the state, like _______ and _________. Although they had technology in place, they wanted to learn about best practices that give them a competitive edge.”

Adapting the Approach: You can use this tactic with prospects who believe they are set with their current technology or aren't looking to make changes right now.

If it’s a church:

“Good morning, John. I’m calling to assist the church. My firm supports 87 other churches across the state, such as ________ and ________. They felt satisfied with their current technology but, after seeing options that increased donations through technology, they were glad they met with me. I’d like to extend that same offer to the Church of Christ.?

Handling objections before the prospect voices them keeps you in control of the conversation, ensuring you can make more meetings and make more money!

Kate Kingston? ~ 646.831.5184?~ [email protected]?