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Why is Cold Calling Like Buying New Shoes? You're walking down a street in your home town along with some time on your hands so you're browsing. You suddenly stop—transfixed by the fabulous shoes in the store window. Being a great fan of fabulous shoes you really feel drawn to enter the store. At the store entrance your way is blocked with a sales clerk who demands: “Are you going to buy shoes from us today?” If you're 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 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 is the type of scenario that many prospectors create for themselves when contacting. On an introductory call, that first call using a prospect, you might be not asking that prospect to buy from you—you might be asking the chance to have a conversation along. Yes, ideally you need your prospect to get, however, that comes later. Here's a good example from a script I was sent recently to analyze: “Hello (Prospect's Name). I'm calling to learn if you happen to be happy with your existing vendor.” Few prospects, unless these are absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this form of question, even prospects who will be unhappy using vendor will tell you these are perfectly content. This “do you think you're happy?” question for you is exactly like asking a prospect “are you going to purchase from us today?” with the entrance to the shop. It backfires and gets you the answer you do not want. Here's another example from a financial advisor who did his entire sale process over the telephone. I asked this financial advisor what his goal was for his initial phone call having a prospect. His response? “I want these to let me review their 401K.” That is not an authentic goal to get a first phone call. It's a lot like the “Are you going to purchase shoes from us today?” question. It's too far into the process to the first conversation. The advice I gave the financial advisor ended up being to chunk down his goals and earn them manageable. For example: His first goal could possibly be to get the outlook's agreement to have a conversation. The next goal might be to get answers to some specific questions. And so on. This financial advisor necessary to lay out his sales process. Later inside the process he could ask to examine the 401K after which he would likely to end up able to acquire that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the chance's 401K it would be much like the shoe clerk asking, “Are you going to purchase shoes from us today?” It's too early inside process; celebrate pressure which, in turn, causes pushback. Prospects flee, much as you would if accosted by the sales clerk in the entrance of a shoe store demanding to understand whether or not you are planning to purchase. So review your process. Determine a set of small and manageable goals per conversation. This will help you lead your prospect, step-by-step, via your sales process to arrive in the other end using the sale. (c) 2009, Wendy Weiss
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