This is a common objection reflecting unfamiliarity and distrust. Building credibility early can help avoid this.
Step 1: Validate their objection
"That’s completely understandable."
Step 2: Label it
"It sounds like you prefer to work with known contacts."
Step 3: Follow up with a secondary ask
"Could I take a moment to introduce myself and my company?" or "Can I share a brief success story that relates to your industry?"