Our Data     Sample Profile     User Reviews     Compare Versions     Subscription Pricing     Weekly Webinar     IndustrySelect Blog     Contact Us     FREE DEMO

How to Respond to B2B Prospects Who Say They Need to Do More Research

Posted by IndustrySelect on Tuesday, June 15, 2021

How to respond when prospects say


The typical buying journey has changed over the past few years. B2B prospects and decision-makers increasingly belong to the millennial generation. They prefer doing research on their own before speaking with a salesperson. Self-directed research on the internet accounts for 27% of the B2B buying journey, while offline research represents 18%. So, it should come as no surprise that you'll often encounter B2B prospects who say they need to do more research.

Are prospects being genuine with this objection? Let’s look at the real reasons behind this phrase and how you can respond without alienating your B2B prospects.

Why do B2B Prospects Say They Want to Do More Research?

Firstly, prospects typically contact vendors late in their buying journey and use digital resources for self-directed research. It’s unlikely that they actually need any more research once there is an interaction with a salesperson.

However, using research as an objection can camouflage another issue the prospect feels they can’t be open about. It’s possible that the prospect is using this objection because they don’t trust you yet.

Another possible issue is that you might be rushing things. B2B prospects who say they need to do more research sometimes want to back out from the situation without cutting ties with you.

By bringing up research, the prospect might be actually saying that they need a better reason to make a decision. They can see the benefits of what you offer, but they’re still on the fence because they’re not sure if they’ll get the results they’re looking for.

In addition, your B2B prospects may be talking on behalf of a decision-making team. This means they might need more facts and data to convince the other decision-makers.

Lastly, they might bring up research as a way of buying time to analyze the different proposals they have. They might be reluctant to bring up other vendors they’ve been in touch with. Many B2B prospects do this to compare quotes and weigh the different options available to them.

How Do You Respond to B2B Prospects Who Say They Need to do More Research

A common theme is a lack of trust. However, justifying yourself and asking the prospect to trust you isn’t the right way to respond. Instead, you need to establish yourself as a trustworthy partner by focusing on transparency and expertise.

A good strategy you can use is to ask the prospect what would happen once they complete their research. Is the prospect going to make a decision once they get answers to their questions? Your goal is to get a commitment from the prospect. If you can’t get past that hurdle, it’s time to accept that the prospect is looking for a way to let you down easily.

Once you get a commitment, continue asking questions and find out what it would take from the prospect to work with you. You’ll learn the truth and find out what their actual concern is. It should help you formulate a personalized answer.

For example, you might find out that the prospect wants concrete proof that your product will help them solve a pain point. In that case, offer to give them that information by sharing data, testimonials or referrals. Similarly, discussing your refund policy can be a smart strategy if the prospect is hesitant because they’re worried about the financial implications of the purchase.

Furthermore, 80% of B2B leaders believe that omnichannel sales methods are better than traditional techniques. If needed, redirect the prospect to another channel where they’ll get what they need to make a decision and get them to commit to speaking with you again once they have reviewed the additional content you have identified to answer their concerns.

Dealing with objections is a part of the sales process, but you can improve the outcome of your B2B lead-nurturing process by engaging with the right people. It will be easier to get a prospect to make a commitment if your solution is the right fit for their needs.

Find the Right B2B Prospects for Your Solution

An IndustrySelect subscription can help you identify quality leads across a half million businesses and a million exs in our series of Common Objections in B2B Sales & How to Overcome Them to prepare yourself for success!ecutives. Our database gives you access to detailed profiles with facts that help you qualify prospects ahead of sales calls. We also provide contact information so you can reach out to decision-makers directly. Take a look at our website to learn more or sign up for a free demo.

Want to explore more types of sales objections and how you can best navigate them? Read our Definitive Guide to Overcoming Common Sales Objections


Want to keep up with the latest sales and marketing trends and exclusive industrial statistics from MNI? The free weekly IndustrySelect Insider email is the industry's top source for sales, marketing and industrial news you can't find anywhere else. Subscribe here.

Google NewsFollow IndustrySelect on Google News
Get 500 FREE
Industrial Leads from
Reach U.S. manufacturers, suppliers, and industrial service providers with B2B company data
Researched firsthand by real people for unparalleled accuracy and detail, trusted by over 50,000 professionals at small businesses to Fortune 500 companies
IndustrySelect is the Industrial Database
Sales • Marketing • Recruiting • Research
Check  Identify prospects by location, industry, size
Check  View complete company profiles
Check  Executive contact data with direct emails
Check  Get instant counts, build unlimited lists
Check  Export profiles to your CRM
Check  Locate top executives by name & title
Check  Collaborate with your sales team
Check  See parent company and family tree
Check  Discover a company's key competitors
Check  Uncover hidden prospects with Intent Data
Check  Clone your best customers Customer Match
Check  Pricing levels for all budgets
Check  Use on your PC, Mac, tablet, or smartphone
Get 500 FREE demo leads now!
© 2024 MNI     License Agreement     Terms of Use     Legal Information     Privacy Policy     Do Not Sell My Personal Information     Help Us Fight Data Theft