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Why is Cold Calling Like Buying New Shoes? You're walking down a street at your residence 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 are feeling drawn to enter 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 are 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 purchase shoes from us today?” exactly what is the likelihood you will continue on into a store to buy shoes? Slim to none. Unfortunately, here is the type of scenario a large number of prospectors setup for themselves when cold calling. On an introductory call, that first call which has a prospect, you are not asking that prospect to get from you—you happen to be asking the chance to have a conversation with you. Yes, ideally you want your prospect to buy, 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 discover if you're happy with your existing vendor.” Few prospects, unless these are absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this sort of question, even prospects who're unhappy with their vendor will tell you they're perfectly content. This “are you currently happy?” question for you is exactly like asking a prospect “do you think you're going to buy from us today?” in the entrance to the 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 1st phone call which has a prospect. His response? “I want them to let me review their 401K.” That is not a practical goal for any first call. It's a lot like the “Are you going to acquire shoes from us today?” question. It's too far in to the process to the first conversation. The advice I gave the financial advisor would have been to chunk down his goals and make them manageable. For example: His first goal might be to get the chance's agreement to experience a conversation. The next goal could be to get strategies to some specific questions. And so on. This financial advisor necessary to lay out his sales process. Later within the process he could ask to analyze the 401K then he would apt to be able to have 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 purchase shoes from us today?” It's too early within the process; it makes pressure which, consequently, causes pushback. Prospects flee, up to you would if accosted with a sales clerk in the entrance of an shoe store demanding to understand whether or not you are planning to get. So look at your process. Determine some small and manageable goals for every conversation. This will help you lead your prospect, step-by-step, through your sales process to arrive at the other end with all the sale. (c) 2009, Wendy Weiss