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 Why is Cold Calling Like Buying New Shoes? You're walking down a street at home town and you have some time on your hands so you're exploring. You suddenly stop—transfixed by the fabulous shoes within the store window. Being a great fan of fabulous shoes you're feeling drawn to enter the store. At the shop entrance the journey is blocked by a sales clerk who demands: “Are you going to purchase shoes from us today?” If you are 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 you will continue on into the store to buy shoes? Slim to none. Unfortunately, here is the type of scenario that numerous prospectors build for themselves when cold calling. On an introductory call, that first call with a prospect, you are not asking that prospect to purchase from you—you might be asking the prospect to have a conversation along. Yes, ideally you need your prospect to get, however, that comes later. Here's an example from a script I was sent recently to analyze: “Hello (Prospect's Name). I'm calling to find out if you happen to be happy with your present 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 that are unhappy using their vendor will tell you they're perfectly content. This “are you currently happy?” question for you is exactly like asking a prospect “are you going to get from us today?” in the entrance to the shop. It backfires and gets you the answer that 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 initial phone call with a prospect. His response? “I want the crooks to let me review their 401K.” That is not a practical goal for any first telephone 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 that first conversation. The advice I gave the financial advisor was to chunk down his goals to make them manageable. For example: His first goal could be to get the outlook's agreement to possess a conversation. The next goal could be to get techniques to some specific questions. And so on. This financial advisor had to lay out his sales process. Later inside the process he could ask to analyze the 401K then he would likely to end up able to have that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the prospect'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 makes pressure which, in turn, causes pushback. Prospects flee, almost as much ast you would if accosted by a sales clerk in the entrance of an shoe store demanding to understand whether or not you are planning to buy. So research your process. Determine a set of small and manageable goals for every conversation. This will help you lead your prospect, in depth, using your sales process to arrive in the other end while using sale. (c) 2009, Wendy Weiss

 

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