How to Respond When a Prospect Says “I Don’t Have the Money”
It’s all going so well. Your network marketing is working swimmingly, everyone has a smile on their face, a prospect has listened to your pitch. You think you’re about to make a sale and suddenly you hear it: “We don’t have the budget for that.”
Is it the end of the road? Do you need to just move on? Let’s take a closer look at what’s going on.
The “I Don’t Have the Money” Objection
Any networking marketing strategy comes up against obstacles, and one of them includes the prospect who seems to want to do business but claims they just don’t have the cash. So close and yet so far away!
There could be a few things at play here. A prospect might actually be facing financial challenges or may not have the authority for spending. They may not see the full value of what you’re offering or may be in a thrifty mood and hoping to lower the price. “I don’t have the money” covers a lot of bases.
How to Overcome the No Money Objection
The first step is to take a deep breath and stay calm. It can be helpful to show empathy. After all, you have likely been in a situation where something you wanted was not in the budget. Even saying something like “I hear you. I’ve been there, too,” can show you understand.
In this scenario, you want to keep the conversation going. Start by figuring out what the lead actually means by “no money.” Here are some straightforward questions you might want to ask in this situation:
- I want to honor your time, so I’m curious whether you are interested in the offering or trying to be polite by offering me a reason not to buy?
- We can certainly chat about pricing in a bit, but do you mind me walking us through what this offering could do for you?
- How far off are we?
- Are you open to finding a way for us to work together, if we could make the price work for you?
The Smart “I Don’t Have Money” Rebuttal
The best way to overcome a “we can’t afford that” objection is to stay on the same team and work together with the prospect to find a solution. Can you offer a financing plan or a different offering at a smaller price that does meet the budget? Could you offer a limited-time introductory offer to help the prospect see how your service or product is useful to them?
Working together helps your brand. It shows you and your company care about customers and are willing to work with them. It can also create brand ambassadors from prospects who give you a soft “no.”
Getting Past “No”
Of course, it’s easier to work with prospects when you have innovative, user-friendly phone dialer software for your call center. If you need to reach customers easily and would like to talk about call center solutions, contact EVS7 today.