Your cold call gets connected, and you’re all excited about having a quality conversation with the prospect. Maybe even get a meeting booked.
But, the first thing you hear from them is the question: “How did you get my number?”
This cold calling objection is unlike other common brush-offs that sales reps face in cold calls. Here, your prospect wants to know from you how you got their contact information.
There’s no reason for you to grow pale or be tongue-tied when prospects ask you this. Like every objection, you can successfully overcome this one too and get the meeting booked.
To help you out, we’re taking a deep dive into handling the “How did you get my number” objection. From reasons why prospects ask this to the do’s and don’ts while tackling this objection, we have it all here.
Why Do Prospects Ask “How Did You Get My Number?”
Like other cold calling objections, you need to read between the lines when your prospect poses this objection to handle it successfully.
There are usually 3 reasons why prospects ask “How did you get my number?” These are:
- Privacy Concerns: Prospects might be concerned about privacy and how personal information is collected and used. They might feel uncomfortable when they receive an unsolicited phone call.
- Control Over Communication: Some prospects may want to maintain control over who can contact them and how they can be reached. They might have certain boundaries and preferences regarding communication channels.
- Curiosity: In some cases, this may not be an objection but a genuine inquiry. The prospect may be curious about the source of the information and seek clarification.
3 Steps To Overcome Cold Call Objection “How Did You Get My Number?”
The key to defusing this confrontational energy in your prospect is to focus on the tone when your prospect says “Where did you get my number from?”
Your prospects could be angry, confused, or curious. Depending on how they sound, you can adjust your response tactfully and steer the conversation.
Let’s delve into the 3-step approach to answer this question effectively:
Step #1: Be Honest and Empathetic
No matter what your prospect's tone is, be completely honest about how you got their number and empathize with them by validating their concerns.
Example:
1. “We use a database tool that provides us with cell numbers, direct dials, and validated email addresses to contact people we think could benefit from [your company name].”
2. “I was given a tool called [mention the tool name] that had your contact details. It looks like it has your phone number and email.“Why does this work?
- Referring to the original source conveys a sense of legitimacy and professionalism. It implies that your company employs ethical methods for gathering contact information rather than resorting to unlawful means. This will clear their doubts regarding privacy and legality.
- This transparency helps build trust and credibility with the prospects, as it suggests that you have nothing to hide.
Step #2: Ask Permission To Continue
Once you disclose the source of their contact data politely, respect the prospect's autonomy by asking for permission to continue the conversation.
Example:
“Would you give me 30 seconds of your time to explain what we do and then you can let me know if you want to continue the conversation?”Here’s how asking permission helps:
- By asking for just 30 seconds, you're acknowledging the value of the prospect's time.
- Giving them the power to decide whether to continue the conversation after the initial 30 seconds puts them in control. It removes pressure and makes them feel more comfortable.
Step #3: Ask for an Alternative Contact
Once you get past the first 2 steps, most prospects who asked how you got their number out of curiosity would continue the conversation.
However, if you sense the prospect still sounds irritated or annoyed once you ask for permission, go ahead and ask for an alternative number.
Example:
Here’s the reply that top-performing SDR, Nikita Solberg, uses when prospects ask “How did you get this number:”
“I’m really sorry. Is there a better number to reach you at? Just so I can make sure to forward any relevant information.”Why does this work?
- By starting with an apology, you acknowledge any discomfort caused by your cold call and show respect for their boundaries. This helps disarm the prospect's initial resistance.
- By politely asking for a better number to reach them, you show flexibility and willingness to accommodate their preferences.
- Since you’re being polite with your ask, the prospect might be more willing to engage with you further in the cold call.
3 Things You Should Avoid Saying When Prospects Ask “How Did You Get My Number?”
The above 3-step framework should help you tackle this tricky objection well. But, there are potential landmines you should sidestep while answering “How did you get my number?”
Take a look at what you shouldn’t do when prospects pose this question:
1. Avoid Ignoring the Question
Ignoring or deflecting the prospect's question can make them feel disregarded or disrespected. It implies that you’re only focused on pushing the sale and addressing their privacy concerns is unimportant.
Example:
“I work with several C-level executives like you, and that’s where I came across your name. The reason for my call is…”2. Avoid Being Vague
When you provide a vague response, the prospect may interpret it as an attempt to hide something or manipulate the situation. This can erode trust, credibility and fuel skepticism and resistance to your pitch.
Example:
“I have a particular set of skills, skills I have acquired over a very long career”3. Avoid Being Cheeky
Avoid downplaying their question with trifling humor, as it could backfire. Even if you end it with “I’m just kidding.”
Your cheeky response to this serious question can escalate your prospect’s concerns and cast doubt on the legitimacy of your company and your offer. This could lead to the prospect dismissing your call immediately and closing the door for future opportunities.
Example:
1. “A little birdie gave me your number.”
2. "We got someone to clone your cell phone when you were taking a shower."