- Being PreemptiveAnticipating what your prospect might say as an objection to your price will allow you to state the benefits of your offer.
You should be clear and concise in what you say, and focus on the tangible and immediate benefits of your offer. Usually, once you have said your piece, your sales leads prospects will not say anything anymore. Sometimes, they even ask you to explain further.
- Keep Your PersistenceIn the event that your prospect is still complaining, well and good, they are actually interested.
The only snag that they see in this is the accompanying price tag of your offer. It is up to your B2B appointment setting specialist to come up with sensible and correct counters to the objections raised. But you have to remember that this is a positive step. It is up to you and your marketing team to make a deal happen.
- Veer Away From the PriceOne way to counter price objections is by not dealing with the price at the start.
There is always another way to convince your B2B leads prospect that you have a better deal for them. It is only after the objection is raised twice or thrice should you stop and think why they are still objecting.
- Learn More About the ObjectionsIf the prospect is has objected again regarding the price, ask them why.
It could be for a lot of reasons, like budget allocations or restrictions on expenditures. It could even be unrelated to price, like the need does not exist or if they are already using a similar product that the competition has made. Knowing about these things can help you and your telemarketing team to come up with a better solution to their concerns.
Related: What To Do With Sales Lead Rejection
- Talk About the ValueIf price is a non-negotiable point on your part, you need to raise the value of your offer itself.
Talk to them why they should purchase your product. You can explain to them why your product is much more expensive, like the quality of the materials, the craftsmanship involved, and the after-sales service that is bundled along, even the value of it as a collector’s item over time.
When doing a B2B lead generation campaign, it is always part of your job to deal with the objections.
Still, this is just part of the norm. You cannot just sell your products to potential sales leads that easily. Most will probably object to the price. When that happens, it is your job to silence the opposition (figuratively). It is all about handling the objections smartly, and with patience. You also need to talk to them as much as possible.
Now, if this is your first time to start such a campaign, it is always good sense to study the ways on handling price objections. Some of these ways are what you can find below:
There are so many ways to deal with price objections in your B2B lead generation campaigns. You just have to think more about it.