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Why is Cold Calling Like Buying New Shoes? You're walking down a street in your house town plus you've got some time on your hands so you're window shopping. You suddenly stop—transfixed from the fabulous shoes inside store window. Being a great fan of fabulous shoes you really feel drawn to go into the store. At the shop entrance your path is blocked by way of 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 buy shoes from us today?” what is the likelihood you will continue on into the shop to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario that numerous prospectors setup for themselves when talking to. On an introductory call, that first call with a prospect, you might be not asking that prospect to get from you—you happen to be asking the prospect to have a conversation along. Yes, ideally you would like your prospect to purchase, however, that comes later. Here's an illustration from a script I was sent recently to examine: “Hello (Prospect's Name). I'm calling to learn if you might be happy with your existing vendor.” Few prospects, unless they're absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this sort of question, even prospects who are unhappy with their vendor will tell you they are perfectly content. This “are you happy?” real question is exactly like asking a prospect “do you think you're going to acquire from us today?” on the entrance to a shop. It backfires and gets you the answer that you do not want. Here's another example from your financial advisor who did his entire sale process on the phone. I asked this financial advisor what his goal was for his initial phone call which has a prospect. His response? “I want them to let me review their 401K.” That is not an authentic goal for the first call. It's similar to the “Are you going to buy shoes from us today?” question. It's too far to the process for that first conversation. The advice I gave the financial advisor ended up being to chunk down his goals making them manageable. For example: His first goal might be to get the outlook's agreement to possess a conversation. The next goal could possibly be to get solutions to some specific questions. And so on. This financial advisor needed to lay out his sales process. Later inside process he could ask to review the 401K and after that he would oftimes 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 exactly like the shoe clerk asking, “Are you going to buy shoes from us today?” It's too early in the process; celebrate pressure which, in turn, causes pushback. Prospects flee, almost as much ast you would if accosted by way of a sales clerk with the entrance of the shoe store demanding to understand whether or not you are planning to buy. So look at your process. Determine some small and manageable goals for each and every conversation. This will help you lead your prospect, step by step, through your sales process to arrive on the other end with the sale. (c) 2009, Wendy Weiss
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