How To Address The Dreaded 3 Words “Call Me Later”

One of the most common objections advisors get from prospects is the dreaded phrase, “I’ll call you later.” A lot of financial advisors struggle with this one because they think their prospect isn’t saying no, and so they don’t know how to respond appropriately. They end up saying something along the lines of “ok, thanks for your time.”

That’s not a good response. Most objections are a knee-jerk reaction from people who don’t see the value in working with you.

Check out this video where I discuss how to overcome “I’ll call you later”:

Key points from the video:

Ask what “later” means, because it means something different to everyone. If you do that, you’ll always book follow-up meetings.

Asking what “later” means will also prevent you from bothering your prospect by following up too quickly. If their “later” means two months and you call them in two weeks, they probably won’t be happy.

On the other hand, you don’t want to miss out on their business because you took too long to follow-up. Someone else’s “later” could mean tomorrow, and if you wait a month, you could miss out.

Example responses to “I’ll call you later”:

“If I don’t hear from you, what is a better time to follow-up?”

“People tend to tell me ‘I’ll call you later’ because they are too polite to say they’re just not interested. Is that the case here?”

If they say yes, then now you know.

If they say no then schedule a follow-up, or find out what they need to make their decision.

At the end of the day, the best way to eliminate this objection up front is to assess their needs at the beginning of your conversation properly. It’s important to find out why they called and what they’re looking for as a solution. Be preemptive by saying something along the lines of,

“I’m not trying to overload you with questions, but once I have an understanding of what your needs are, I’ll be able to make sure we can offer the right solution. If we can’t, I’ll point you in the right direction of a company that can. Does that sound alright?”

It’s a great way to be upfront with your client, and it shows them that you care about their needs. You always want to be in control of the insurance sales process; not asking the right questions, and not knowing where you stand with your prospect or what the next steps are will lead to missed opportunities.

Remember this, If you ask people what they want, they will tell you, and when you give it to them, they will buy. Selling is as simple as that.

What strategies have you found helpful in regards to overcoming sales objections?