How do you respond to a prospect who says they don’t need your services when they do?

My answer to How do you respond to a prospect who says they don't need your services when they do?

Answer by Jeff Grimm:

When someone responds to you like that it could mean any number of things. They don't like getting cold emails, they're not the right person, they didn't actually read your email, they don't have the time, they don't understand how you can help them.

If they did actually read the email and responded that way, then it's probably due to either a misunderstood cause, or they don't recognize that they have a problem. Often times prospects are familiar with the problem, but don't see it as a big enough issue to resolve.

Spend time researching the company, industry and challenges, and then find out what unique insight you can teach them that only your solution can address. Prospects typically spend a great deal of time researching possible solutions before they ever reach out to a company for a solution. You'll first need to un-teach what they currently believe, and then use your unique insight to push the customer’s thinking and teach them something new about how their company can compete more effectively.

Remember that prospects don't want to buy from salespeople, they want to buy from experts.

How do you respond to a prospect who says they don't need your services when they do?

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