Objections/Rebuttals Flashcards
I’m not interested.
I hear you and I know I just called you out of the blue, but can you give me 30 seconds to explain exactly why I called before you hang up on me?
Now’s not a good time.
That’s fair, I did call you out of the blue. I can try you another time, but do you have 30 seconds for me to explain exactly why I called? Then we can see if it even makes sense for me to reach back out?
We don’t have a need for this.
I’m curious, why is that? Is that because you already have a solution in place? Or because improving your search results and reputation is just not a priority right now?
Send me an email.
I’ll definitely send you an email, but can you tell me a little bit about how you’re managing your menus, listings and reviews so I can make sure that email is relevant for you?
Our marketing agency handles this.
That’s great, but it looks like there are some issues with your listings and it’s impacting your ability to come up when I search for “best ABC near XYZ”. Do you have 30 seconds for me to explain what I found and the impact it’s having on you?
We have a person who handles this.
That’s great! That person would use Marqii to do their job more efficiently and effectively. I’m sure that person is responsible for more than just updating your listings, menus and reviews, right?
We’re small; we don’t have a marketing budget.
You weren’t expecting my call, so I wasn’t expecting you to have a budget set aside. Do you have a minute to see if our service makes sense for you at all? No need to discuss price if there’s no need, right?
We don’t have anyone who can handle this right now.
We give you what you need to improve your search rankings and reputation without taking up your time. You said you don’t have anyone who handles this, but who updates your hours and menus when they need to be updated?
We’re changing a lot of things right now and don’t have time for this.
Understood. Do you have a minute to see if our service makes sense for you at all? If it doesn’t, then there’s no need for us to talk again. What are you changing currently?
Take me off your list.
No worries, I’ll mark you as ‘do not contact’ in our CRM. Is there someone else that I should be reaching out to instead?
I’m brand new to the role.
Yes, I saw - Congrats! That’s actually why I called you specifically. Do you have a minute to talk about how your team is currently managing your listings, menus and reviews?
We don’t update our menus that often.
No problem. What does that process look like when you do have to update your menus?
Why should I care about sites other than Google?
Google uses other directories to confirm their own information, so it can impact where you show up on Google if you’re not managing Yelp, TripAdvisor, Facebook, etc. Are you currently managing Google only? Or do you manage any other sites as well?
Our Franchisees won’t want to pay for this.
Understood. We know it’s different for each brand we work with. Would it make sense to focus this solely on your corporate locations for now and then come up with a plan for getting their buy-in once you can show them results?
We’re already working with {{ ! COMPETITOR ! }}.
What’s your experience been like with them so far?…Is there anything you wish was different?…
I need to talk to my team before I take a meeting
Absolutely. Would it make sense to set up a call for all of us so we can include them in the conversation from the beginning? That way, no one feels left out?
We handle that all manually, \in-house.
I’m glad you’re handling everything already, but if you’re doing it manually, it’s probably taking up more time than it needs to and can leave room for error. We help {{ ! TITLE ! }} like you accomplish more than they can with a manual process while saving them hundreds of hours per year. Any interest in a quick conversation to see how we might be able to help you, specifically?
How do you compare with {{ ! COMPETITOR ! }}?
I can’t speak for them, but Marqii only works with restaurants, so we offer products and features that other services can’t. Is that who you’re currently using? What’s your experience been like?…
Our GM’s handle review response.
What’s your experience been like with your team?…I hear that when GM’s are responsible for updating hours, menus and responding to reviews, it can lead to inconsistent results, has that ever been the case?
Our hours never change.
I get that, but what about holidays? July 4th, Thanksgiving, Christmas Eve, Christmas. Do you have different hours for those days?
