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Why is Cold Calling Like Buying New Shoes? You're walking down a street at your residence town along with some time on your hands so you're browsing. You suddenly stop—transfixed through the fabulous shoes within the store window. Being a great fan of fabulous shoes you really feel drawn to go into the store. At a store entrance the journey is blocked by the 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 the shop clerk then persists in asking, “Are you going to get shoes from us today?” exactly what is the likelihood that you'll continue on into a store to buy shoes? Slim to none. Unfortunately, here is the type of scenario that lots of prospectors setup for themselves when contacting. On an introductory call, that first call which has a prospect, you are not asking that prospect to purchase from you—you are asking the candidate to have a conversation along. Yes, ideally you would like your prospect to get, however, that comes later. Here's an example from a script I was sent recently to review: “Hello (Prospect's Name). I'm calling to discover if you happen to be happy with your present vendor.” Few prospects, unless they may be absolutely miserable, will answer “No, I'm not happy,” to that particular question. When faced with this type of question, even prospects who're unhappy with their vendor will tell you these are perfectly content. This “do you think you're happy?” real question is exactly like asking a prospect “are you going to purchase from us today?” with the entrance to the store. It backfires and gets you the answer you don't want. Here's another example from the 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 these to let me review their 401K.” That is not a practical goal to get a first phone call. It's a lot like the “Are you going to get shoes from us today?” question. It's too far in the process to the first conversation. The advice I gave the financial advisor ended up being chunk down his goals to make them manageable. For example: His first goal could be to get the chance's agreement to get 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 inside process he could ask to analyze the 401K and after that he would oftimes be able to obtain that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the chance's 401K it would be the same as the shoe clerk asking, “Are you going to buy shoes from us today?” It's too early inside process; it generates pressure which, consequently, causes pushback. Prospects flee, almost as much ast you would if accosted with a sales clerk in the entrance of the shoe store demanding to find out whether or not you happen to be planning to acquire. So look at your process. Determine a couple of small and manageable goals for every conversation. This will help you lead your prospect, step by step, through your sales process to arrive with the other end with the sale. (c) 2009, Wendy Weiss
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