Do any of these email responses from leads or customers sound familiar?

“Everything is on hold right now.”

“Due to the circumstances, we just don’t have the budget right now.”

“We are not making any decisions at this time.”

“This is not a good time for us, I’m sure you can understand.”

What all these answers have in common is that they are just common posts. Oh sure, the circumstances may be new (the Covid-19 pandemic is certainly new!), but in essence, these objections are the same kind of posts you usually get.

“It’s not a good time”, “I don’t have the budget”, “I’m not making decisions right now” are responses you get during your normal sales process, right?

So how should you handle these positions now? Using the same best practice approach you should always use: you should isolate these objections.

What do you really want to know given these posts or objections? You want to know:

“If you had the budget, is our product or service the one you would choose?” Y,

“When the time is right to make these kinds of decisions again, would you seriously consider our solution?” Y,

“When circumstances change, are you interested enough in our solution to choose us?”

Here’s how you should respond when you receive these types of email posts during this pandemic.

Of course, you’ll want to soften your response by showing empathy for what your prospect or prospect is going through.

Here are a couple of good all-purpose email responses that you can customize for each of the above situations:

Dear prospect:
Thank you for your response and don’t worry about the budget at this time.
We work with many companies just like yours, and the timing should make sense, both in terms of budget and what your current needs are.
Quick question: Putting aside the budget for a moment, I wonder if it makes sense to continue our conversation in the future based on what you know about how we work.
In other words, as long as the budget is available, is our (product or solution) something you find enough value to talk about at another time?

Another example:

Dear prospect,

It’s good to know you’re holding up well.

I understand things may be on hold for now, but I was wondering: How do you feel about what we covered in our demo last week?

Do you feel that this had value for you?

Let me know if I can do a proper follow-up.

Thank you…

As you can see from these sample responses, what we’re doing is bypassing their objection or stalemate so you can determine whether or not they have a genuine interest in your product or service.

Until you know that, you will only be chasing your tail.

And that doesn’t sit well in any sales climate…