Objection Handler Individual Contributor Small Business
Objection Handler for Tech Consulting
Targeting individual contributor at small business companies (1-50 employees).
Subject Line
No pressure — just one thought
Email Template
Hi {{first_name}},
Totally fair. Business development is not everyone's thing, and at {{company_name}} you probably got into consulting to do technical work, not sales.
Here is the reframe though: what I am describing is not really sales. It is reaching out to people who have a problem you know how to solve and starting a conversation about it. No pitching, no cold calling, no awkward scripts.
The consultants who do this well tell me it actually makes their work more interesting because they end up choosing better projects.
If you are open to it, I can show you what this looks like in practice. Takes about 10 minutes. 10-14% reply rate
Thursday best day
11:00 AM-12:00 PM best time
Personalization Tips
- Acknowledge their technical identity and validate that selling feels uncomfortable.
- Reference a specific skill they have that would make outreach particularly natural.
- If they have any public content, use it as proof they already share knowledge effectively.
- Frame the conversation around project selection rather than business development.
When to Use
When a small firm IC objects that business development is not their responsibility or comfort zone.
When NOT to Use
When the person is genuinely a junior consultant with no reason to be doing BD.
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