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Why is Cold Calling Like Buying New Shoes? You're walking down a street in your home town and you've got some time on your hands so you're exploring. You suddenly stop—transfixed from the fabulous shoes in the store window. Being a great fan of fabulous shoes you're feeling drawn to type in the store. At a shop entrance right onto your pathway is blocked by a sales clerk who demands: “Are you going to acquire shoes from us today?” If you're like most you'll respond, “Huh?” Possibly you'll say, “Well I don't know yet.” If a store clerk then persists in asking, “Are you going to purchase shoes from us today?” what's the likelihood that you'll continue on into the shop to buy shoes? Slim to none. Unfortunately, this can be a type of scenario that many prospectors build for themselves when cold calling. On an introductory call, that first call which has a prospect, you are not asking that prospect to acquire from you—you are asking the prospect to have a conversation along with you. Yes, ideally you desire your prospect to buy, however, that comes later. Here's an illustration from a script I was sent recently to analyze: “Hello (Prospect's Name). I'm calling to discover if you are happy with your existing vendor.” Few prospects, unless they're absolutely miserable, will answer “No, I'm not happy,” to that particular question. When faced with this type of question, even prospects that are 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 “are you going to acquire from us today?” in the entrance to the store. It backfires and gets you the answer that you don't want. Here's another example from your financial advisor who did his entire sale process on the phone. I asked this financial advisor what his goal was for his very first phone call with a prospect. His response? “I want the crooks to let me review their 401K.” That is not a realistic goal for the first phone call. It's a lot like the “Are you going to buy shoes from us today?” question. It's too far in to the process for your first conversation. The advice I gave the financial advisor would have been to chunk down his goals and make them manageable. For example: His first goal might be to get the outlook's agreement to have a conversation. The next goal may be to get solutions to some specific questions. And so on. This financial advisor required to lay out his sales process. Later in the process he could ask to review the 401K then he would probably be able to obtain that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the candidate's 401K it would be much like the shoe clerk asking, “Are you going to acquire shoes from us today?” It's too early inside the process; it generates pressure which, subsequently, causes pushback. Prospects flee, almost as much ast you would if accosted by a sales clerk on the entrance of an shoe store demanding to find out whether or not you might be planning to acquire. So take a look at process. Determine a set of small and manageable goals per conversation. This will help you lead your prospect, detail by detail, using your sales process to arrive with the other end with the sale. (c) 2009, Wendy Weiss
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