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Why is Cold Calling Like Buying New Shoes? You're walking down a street in your house town plus you've got some time on your hands so you're exploring. You suddenly stop—transfixed with the fabulous shoes within the store window. Being a great fan of fabulous shoes you're feeling drawn to go into the store. At a shop entrance the journey is blocked by way of a sales clerk who demands: “Are you going to purchase shoes from us today?” If you happen to be like most you'll respond, “Huh?” Possibly you'll say, “Well I don't know yet.” If the store clerk then persists in asking, “Are you going to purchase shoes from us today?” exactly what is the likelihood you will continue on into a store to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario that many prospectors set up for themselves when contacting. On an introductory call, that first call with a prospect, you happen to be not asking that prospect to buy from you—you are asking the chance to have a conversation along with you. Yes, ideally you would like your prospect to purchase, however, that comes later. Here's an illustration from a script I was sent recently to examine: “Hello (Prospect's Name). I'm calling to determine if you might be happy with your existing vendor.” Few prospects, unless they're absolutely miserable, will answer “No, I'm not happy,” compared to that question. When faced with this form of question, even prospects who're unhappy using vendor will tell you they're perfectly content. This “do you think you're happy?” real question is exactly like asking a prospect “are you currently going to buy from us today?” in the entrance to the shop. It backfires and gets you the answer you don't 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 very first phone call using a prospect. His response? “I want these phones let me review their 401K.” That is not an authentic goal for the first telephone call. It's kind of like the “Are you going to acquire shoes from us today?” question. It's too far in to the process for that 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 prospect's agreement to get a conversation. The next goal could be to get answers to some specific questions. And so on. This financial advisor had to lay out his sales process. Later in the process he could ask to check the 401K then he would likely to end up able to obtain that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the prospect's 401K it would be the same as the shoe clerk asking, “Are you going to acquire shoes from us today?” It's too early inside process; it creates pressure which, therefore, causes pushback. Prospects flee, up to you would if accosted by way of a sales clerk with the entrance of the shoe store demanding to understand whether or not you are planning to purchase. So review your process. Determine some small and manageable goals for each 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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