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Why is Cold Calling Like Buying New Shoes? You're walking down a street at your residence town plus you've got some time on your hands so you're browsing. 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 the shop entrance the journey is blocked by a sales clerk who demands: “Are you going to get shoes from us today?” If you are like most you'll respond, “Huh?” Possibly you'll say, “Well I don't know yet.” If a shop clerk then persists in asking, “Are you going to purchase shoes from us today?” exactly what is the likelihood you will continue on into the store to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario that many prospectors setup for themselves when contacting. On an introductory call, that first call which has a prospect, you're not asking that prospect to purchase from you—you happen to be asking the chance to have a conversation along with you. Yes, ideally you would like your prospect to buy, however, that comes later. Here's an example from a script I was sent recently to check: “Hello (Prospect's Name). I'm calling to discover if you are happy with your present vendor.” Few prospects, unless they may be absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this kind of question, even prospects who are unhappy using their vendor will tell you they are perfectly content. This “are you happy?” real question is exactly like asking a prospect “are you going to acquire from us today?” on the entrance to the store. 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 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 phones let me review their 401K.” That is not a realistic goal for any first phone call. It's a lot like the “Are you going to purchase shoes from us today?” question. It's too far to the process for the first conversation. The advice I gave the financial advisor would have been to chunk down his goals and earn them manageable. For example: His first goal may be to get the outlook's agreement to have a conversation. The next goal could be to get strategies 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 and then he would oftimes be able to get that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the prospect's 401K it would be much like the shoe clerk asking, “Are you going to get shoes from us today?” It's too early inside the process; it creates pressure which, subsequently, causes pushback. Prospects flee, almost as much ast you would if accosted with a sales clerk at the entrance of a shoe store demanding to find out whether or not you're planning to acquire. So review your process. Determine a set of 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 while using sale. (c) 2009, Wendy Weiss
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