Burberry London Milbank Navy Wool Suit
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Why is Cold Calling Like Buying New Shoes? You're walking down a street in your house town along with some time on your hands so you're browsing. You suddenly stop—transfixed with the fabulous shoes inside store window. Being a great fan of fabulous shoes you're feeling drawn to go into the store. At a shop entrance your path is blocked by way of a sales clerk who demands: “Are you going to purchase shoes from us today?” If you might be like most you'll respond, “Huh?” Possibly you'll say, “Well I don't know yet.” If a shop clerk then persists in asking, “Are you going to buy shoes from us today?” what is the likelihood that you're going to continue on into the store to buy shoes? Slim to none. Unfortunately, this is the type of scenario that numerous prospectors create for themselves when talking to. On an introductory call, that first call with a prospect, you are not asking that prospect to acquire from you—you happen to be asking the prospect to have a conversation along. Yes, ideally you would like your prospect to purchase, however, that comes later. Here's a sample from a script I was sent recently to analyze: “Hello (Prospect's Name). I'm calling to learn if you're happy with your overall vendor.” Few prospects, unless they may be absolutely miserable, will answer “No, I'm not happy,” to that particular question. When faced with this form of question, even prospects who're unhappy with their vendor will tell you these are perfectly content. This “do you think you're happy?” question is exactly like asking a prospect “do you think you're going to get from us today?” at the entrance to the shop. It backfires and gets you the answer that you do not want. Here's another example coming from a financial advisor who did his entire sale process on the phone. I asked this financial advisor what his goal was for his 1st phone call with a prospect. His response? “I want them to let me review their 401K.” That is not a practical goal to get a first mobile call. It's kind of like the “Are you going to purchase shoes from us today?” question. It's too far to the process for the first conversation. The advice I gave the financial advisor ended up being to chunk down his goals making them manageable. For example: His first goal might be to get the outlook's agreement to possess a conversation. The next goal might be to get solutions to some specific questions. And so on. This financial advisor needed to lay out his sales process. Later inside the process he could ask to review the 401K and after that he would oftimes be able to have that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the prospect's 401K it would be just like the shoe clerk asking, “Are you going to buy shoes from us today?” It's too early in the process; it generates pressure which, consequently, causes pushback. Prospects flee, almost as much ast you would if accosted by the sales clerk in the entrance of an shoe store demanding to find out whether or not you are planning to get. So review your process. Determine some small and manageable goals for every conversation. This will help you lead your prospect, step by step, through your sales process to arrive at the other end with the sale. (c) 2009, Wendy Weiss
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