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Why is Cold Calling Like Buying New Shoes? You're walking down a street at home town and you've got some time on your hands so you're browsing. You suddenly stop—transfixed through the fabulous shoes inside the store window. Being a great fan of fabulous shoes you feel drawn to type in the store. At a shop entrance your way is blocked by a sales clerk who demands: “Are you going to get 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 acquire shoes from us today?” exactly what is the likelihood you will continue on into a shop to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario a large number of prospectors setup for themselves when contacting. On an introductory call, that first call having a prospect, you happen to be not asking that prospect to get from you—you happen to be asking the candidate to have a conversation along with you. Yes, ideally you would like your prospect to purchase, 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 learn if you're happy with your existing vendor.” Few prospects, unless they are absolutely miserable, will answer “No, I'm not happy,” to that particular question. When faced with this kind of question, even prospects who will be unhappy using vendor will tell you these are perfectly content. This “are you happy?” question is exactly like asking a prospect “do you think you're going to buy from us today?” with the entrance to the store. It backfires and gets you the answer that you don't want. Here's another example from the 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 with a prospect. His response? “I want these to let me review their 401K.” That is not an authentic goal for any first call. It's a lot like the “Are you going to get shoes from us today?” question. It's too far in the process for 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 might be to get the chance's agreement to possess a conversation. The next goal might be to get strategies to some specific questions. And so on. This financial advisor needed to lay out his sales process. Later inside the process he could ask to analyze the 401K and after that he would probably 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 purchase shoes from us today?” It's too early inside the process; it generates pressure which, in turn, causes pushback. Prospects flee, up to you would if accosted by the sales clerk at the entrance of an shoe store demanding to understand whether or not you happen to be planning to acquire. So research your process. Determine some small and manageable goals per conversation. This will help you lead your prospect, detail by detail, via your sales process to arrive in the other end with all the sale. (c) 2009, Wendy Weiss
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