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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 browsing. You suddenly stop—transfixed with the fabulous shoes within the store window. Being a great fan of fabulous shoes you feel drawn to enter in the store. At the shop entrance right onto your pathway is blocked by way of a sales clerk who demands: “Are you going to purchase shoes from us today?” If you're like most you'll respond, “Huh?” Possibly you'll say, “Well I don't know yet.” If a store clerk then persists in asking, “Are you going to get shoes from us today?” what is the likelihood you will continue on into a shop to buy shoes? Slim to none. Unfortunately, this can be a type of scenario that numerous prospectors create for themselves when cold calling. On an introductory call, that first call with a prospect, you are not asking that prospect to buy from you—you are asking the outlook to have a conversation along with you. Yes, ideally you would like your prospect to get, however, that comes later. Here's a sample from a script I was sent recently to analyze: “Hello (Prospect's Name). I'm calling to learn if you are happy with your present vendor.” Few prospects, unless they are absolutely miserable, will answer “No, I'm not happy,” compared to that question. When faced with this form of question, even prospects that are unhappy with their vendor will tell you they may be perfectly content. This “have you been happy?” real question is exactly like asking a prospect “do you think you're going to get from us today?” with the entrance to a shop. It backfires and gets you the answer you don't want. Here's another example from your financial advisor who did his entire sale process on the telephone. I asked this financial advisor what his goal was for his primary phone call which has a prospect. His response? “I want them to let me review their 401K.” That is not a practical goal for the first phone call. It's similar to the “Are you going to acquire shoes from us today?” question. It's too far to the process for your first conversation. The advice I gave the financial advisor was to chunk down his goals making them manageable. For example: His first goal could be to get the candidate's agreement to experience a conversation. The next goal may be to get techniques to some specific questions. And so on. This financial advisor had to lay out his sales process. Later inside process he could ask to review the 401K and then he would probably be able to acquire that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the chance's 401K it would be just like the shoe clerk asking, “Are you going to buy shoes from us today?” It's too early inside process; it creates pressure which, therefore, causes pushback. Prospects flee, almost as much ast you would if accosted by way of a sales clerk at the entrance of an shoe store demanding to find out whether or not you're planning to purchase. So look at your process. Determine a set of small and manageable goals for each conversation. This will help you lead your prospect, step by step, using your sales process to arrive in the other end with all the sale. (c) 2009, Wendy Weiss
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