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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 window shopping. You suddenly stop—transfixed with the fabulous shoes inside store window. Being a great fan of fabulous shoes you're feeling drawn to enter the store. At the store entrance your way is blocked by the 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 store clerk then persists in asking, “Are you going to buy shoes from us today?” what's the likelihood that you'll continue on into the store to buy shoes? Slim to none. Unfortunately, here is the type of scenario a large number of prospectors build for themselves when contacting. On an introductory call, that first call using a prospect, you might be not asking that prospect to get from you—you might be asking the outlook to have a conversation along with you. Yes, ideally you desire your prospect to get, however, that comes later. Here's an illustration from a script I was sent recently to review: “Hello (Prospect's Name). I'm calling to discover if you might be happy with your overall vendor.” Few prospects, unless they may be absolutely miserable, will answer “No, I'm not happy,” to that question. When faced with this sort of question, even prospects that are unhappy making use of their vendor will tell you they're perfectly content. This “have you been happy?” question for you is exactly like asking a prospect “do you think you're going to purchase 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 from your 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 the crooks to let me review their 401K.” That is not an authentic goal for the first telephone call. It's similar to the “Are you going to purchase 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 making them manageable. For example: His first goal could be to get the outlook's agreement to get a conversation. The next goal may be to get techniques to some specific questions. And so on. This financial advisor required to lay out his sales process. Later inside the process he could ask to analyze the 401K after which he would apt to be able to get that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the outlook's 401K it would be the same as the shoe clerk asking, “Are you going to get shoes from us today?” It's too early inside process; celebrate pressure which, in turn, causes pushback. Prospects flee, up to you would if accosted by the sales clerk on the entrance of a shoe store demanding to know whether or not you're planning to acquire. So take a look at process. Determine a set of small and manageable goals for each conversation. This will help you lead your prospect, step by step, via your sales process to arrive in the other end with all the sale. (c) 2009, Wendy Weiss
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